Account Executive

About Thomas   Thomas helps organisations predict how people will perform, connect and grow at work. For over 40 years, organisations around the world have used Thomas to make better people decisions. Today, we're building the next step: Predictive People Intelligence. Our platform, CXI, brings together Behaviour, Personality, Aptitude, Emotional Intelligence and Connection, helping HR and business leaders make hiring, team and leadership decisions based on evidence rather than instinct. We're growing our UK new business team and looking for an ambitious Account Executive to help bring our people intelligence solutions to more organisations across the UK. The Opportunity This is an opportunity to take real ownership of new business growth, working with mid-sized and larger organisations to solve meaningful people challenges. You'll manage the full sales cycle, from understanding customer needs and demonstrating value through to negotiation and closing. But the relationship doesn't end with the signature. You'll work alongside Customer Success to help the customers you win realise value and identify opportunities to grow. You'll also be part of a collaborative sales pod, working closely with Business Development Associates to build pipeline, develop opportunities and win new business. We're looking for someone who enjoys the challenge of winning deals, believes in consultative selling and wants to make a meaningful contribution to the growth of our UK business. What you'll be doing Win new business and develop customer relationships - Own the full sales cycle, from discovery and product demonstrations through to proposals, negotiation and closing. - Build relationships with senior HR, talent and business leaders, understanding their challenges and showing how Thomas can help. - Develop and execute targeted account plans, prioritising organisations with the strongest fit for our solutions. - Work alongside Business Development Associates to develop qualified opportunities, while proactively building your own pipeline. - Partner with Customer Success to support newly won customers and identify opportunities for further growth. Drive commercial performance - Take ownership of your sales targets, managing a healthy pipeline and maintaining accurate, evidence-based forecasts in Salesforce. - Navigate complex buying processes, including multiple decision-makers, procurement requirements and tenders. - Collaborate with Marketing on campaigns and initiatives that generate demand across your target market. - Share customer insights, market trends and successful sales approaches to help strengthen our wider sales team. Requirements What we're looking for We're looking for a commercially driven salesperson who knows how to build relationships, uncover customer needs and turn opportunities into successful partnerships. You'll bring: - A proven track record of winning new business and achieving sales targets in B2B SaaS, technology or digital solutions. - Experience managing the full sales cycle and selling into mid-sized or larger UK organisations. - A consultative, insight-led approach to selling, with strong discovery, demonstration and negotiation skills. - Confidence engaging senior stakeholders and navigating complex buying decisions. - Experience building your own pipeline, alongside working collaboratively with business development teams. - Strong commercial judgement, with experience managing opportunities, forecasts and account plans using Salesforce or a similar CRM. - A proactive, self-motivated approach and the ability to work effectively as part of a wider team. It would be great if you also have: - Experience navigating public sector procurement frameworks or corporate tenders. - Experience selling into enterprise or multinational organisations. - Knowledge of HR technology, talent assessment, psychometrics or people development. - Experience using modern sales technologies, including AI-powered tools. You don't need to tick every box. If you have strong consultative B2B sales experience and are excited by what we're building, we'd encourage you to apply. Why Thomas? - Help shape an emerging category: Be part of our journey in Predictive People Intelligence, combining technology with decades of expertise in people science. - Own your success: Take real responsibility for developing customer relationships and growing our UK business. - Sell something meaningful: Help organisations make better decisions about their people, teams and leaders. - Work with talented people: Collaborate across Sales, Marketing, Product, Customer Success and our own Psychology team. - Be part of a modern sales environment: Join a team investing in better ways of selling, from deal management and forecasting to AI-powered tools. - Work flexibly: A UK-based role with flexibility to support performance and wellbeing. Thomas Assess – Our Talent Assessment Tool At Thomas, we believe in the value of understanding people and bringing evidence into hiring decisions. As part of our recruitment process, we use Thomas assessments to gain insight into role-relevant behaviours and strengths, alongside interviews and other selection evidence. We're committed to an inclusive recruitment experience and welcome conversations about any adjustments you may need throughout the process. Ready to make an impact? Join us and help more organisations across the UK unlock the power of people intelligence. Apply today and be part of what's next at Thomas. Benefits - Holiday – 25 days per annum, plus the opportunity to purchase up to an extra 5 days per annum through the salary sacrifice holiday buy scheme. - Early Finish Friday – Finish at 15:00 all year round. - Hybrid Working – Primarily working from home, with some days in the office as agreed with your People Manager. - An extra day off for your birthday and for moving house. - Employee Assistance Programme – Access to Champion Health, which provides a complete support network offering expert advice and compassionate guidance, accessible 24 hours a day, 7 days a week, 365 days a year. - UK Healthcare – A cash plan where members of Team Thomas can claim back the cost of various healthcare appointments, including dental and optical. - Gym Membership – Thomas will pay up to £28 per month towards membership at any nationwide gym, or £28 per month towards membership at The Marlow Club, a gym and swimming pool located close to the Marlow office. - Perkbox – A communication, health & wellbeing and discount portal, allowing members of Team Thomas to keep up to date with business news, access information on health & wellbeing offerings, and access discounts across a wide range of retail products and leisure activities. - Personalised Feedback Session – With an Enablement Specialist to gain insight into your own Thomas insights. - Dress Down Policy – Other than for client-facing meetings where appropriate. - Enhanced Maternity and Paternity Scheme. - Salary Sacrifice Pension Scheme.