Sales Account Executive - SMB

Job Introduction

Purpose: 

Crunch is a multi-award winning Software as a Service (SaaS) company, born in the heart of Brighton with a brilliant team of 110, and over 40,000 users of our software. 

Crunch isn’t your typical online accountancy firm. We’re a grassroots business built from the ground up, facing the same challenges as our clients. Since 2009, we’ve empowered thousands of small and medium sized businesses to take control of their finances with our simple, effective software, which includes real accountant support. Crunch takes the stress out of accounting so our clients can focus on doing what they love!

Our Sales team plays a pivotal role in transforming the way Small and Medium-sized Businesses (SMBs) manage their finances, contributing directly to our growth and success. As an SMB Sales Account Executive at Crunch, you'll be on the front line, helping these businesses unlock the full potential of our advanced accounting and bookkeeping solutions. 

This role focuses on high-energy, proactive outreach to acquire new clients with up to £5 million in annual turnover. You’ll create and drive a robust sales pipeline for one of our highest-impact market segments, positioning Crunch as a critical partner for SMB success.

We’re keen to attract sales talent working from home anywhere in the UK. Working Monday to Friday, our core business hours are 9.00am to 5.30pm. However, there is some flexibility required with working hours. This involves on occasions starting later at 10.30am and finishing at 7.00pm to arrange calls to suit the availability of some of our potential customers, as scheduled in advance. If there are networking events in your local area with potential customers, we’re also happy to offer flexibility to attend these events as well.

Role Responsibilities:

• Proactively identify, engage, and qualify SMB prospects through outbound sales. Connect with business owners and decision-makers to understand their needs and show how Crunch’s solutions can help them thrive.
• Become established as a trusted advisor to our potential customers, position Crunch as a reliable partner in each customer’s growth journey, build lasting relationships and rapport through meaningful conversations and thoughtful follow-ups.
  
• Drive revenue generation with a target-driven mindset, meet and exceed monthly and quarterly targets by consistently converting prospects into satisfied Crunch customers.
  
• Constantly seek ways to refine Crunch’s outbound sales approach for the SMB market, experiment with new engagement tactics to maximise Crunch’s impact.
  
• Work independently and proactively as part of a remote team to build, own and manage a strong sales pipeline through direct outbound prospecting and multi-channel outreach, whilst maintaining high activity levels.
  
• Use a consultative, solution based selling approach to identify prospects' pain points and communicate how Crunch can address them, showcasing our competitive advantages with confidence.
  
• Manage the full sales cycle, including timely follow-up on all leads and maximise conversion opportunities.
  
• Maximise upsell and cross-sell opportunities to drive long-term revenue growth.
  
• Work closely with Crunch’s internal teams to ensure a seamless onboarding and ongoing customer experience, helping each customer to fully realise the value of our solutions.
  
• Become a product expert on Crunch’s offerings and market position, gain a deep understanding of all Crunch products to explain features and benefits compared to competitor products.
  
• Use relevant case studies and success stories to strengthen your sales conversations and build credibility.
  
• Collaborate closely with product and other internal teams to identify new business opportunities, promote Crunch’s latest offerings, and provide valuable feedback to drive continuous improvement.
  
• Engage in Performance Alignment and maintain regular communication with your manager to discuss objectives and KPIs. Respond to coaching, and stay aligned on performance goals.
• Embrace the usage of the Hibob HR system, which is being used by Crunch to complete regular 121 and review conversations, and for setting and tracking company and department Objectives and Key Results (OKRs).                                                                                                    

The duties listed above are not exhaustive and you may be asked to perform other duties from time to time that are reasonably required by the Company. 

Role Specific Qualifications and Experience:

Essential:

• Demonstrable experience in outbound sales or business development, preferably within B2B financial services, with a proven track record in Software as a Service (SaaS), software, or web services sales and a history of meeting or exceeding quotas.

• Strong, clear communicator across all channels, especially on the phone but also email, social media, video and online chat. Be able to articulate complex solutions and their business value.

• Intermediate IT skills, particularly in Google Suite and Salesforce (or similar Customer Relationship Management (CRM) systems), with strong time management skills for balancing customer engagement, deal closing, and CRM administration.

• The ability to thrive in a high-performance, scale up environment with an agile, curious and learning-oriented mindset, and an eagerness to pivot between different sales campaigns as required to meet our business needs.

• Experience of working in a remote team and keenness to help build team spirit and camaraderie across the miles.

• Ability to travel within a reasonable distance for networking to maximise available sales opportunities, including meetings, conferences, and events as required.

• Embrace the usage of Artificial Intelligence (AI) and utilise it to best effect alongside the human approach that is a unique selling point of our brand.

Desirable:

• Familiarity with accounting and bookkeeping solutions and awareness of the opportunities and challenges facing small businesses in the UK.