Sales Account Executive - SMB

at  Crunch Accounting

Job Introduction
We have an exciting new full-time, permanent Sales Account Executive - SMB role in our Sales team!

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 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)

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.

• Experience with structured sales framework or methodologies such as MEDDICC.
• 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.
• Ability to travel 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

Great communication skills, written, verbal and listening

• Influencing skills
• Commercially aware
• Problem solving and analytical skills
• Flexibility managing multiple priorities
• Client/service focussed
• Results driven
• Stakeholder management
• Excellent accuracy and attention to detail
• Solutions orientate

PURPOSE:

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.
The role includes regular involvement in active business development activities and attending business networking events to generate some of your own leads.
This role is an office based role in central Brighton, working 5 days per week in our lovely new office in Projects, the Lanes, and some occasional working from home, this may vary slightly if attending external events. There is some flexibility required with working hours changing due to attending early morning or evening networking events, as scheduled in advance.
This role offers a competitive basic starting salary of £32,400 per annum (OTE of £51,960 including monthly commission).

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 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.

• Experience with structured sales framework or methodologies such as MEDDICC.
• 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.
• Ability to travel 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 the opportunities and challenges facing small businesses in the UK.

ROLE CAPABILITIES:

• Great communication skills, written, verbal and listening

• Influencing skills

• Commercially aware
• Problem solving and analytical skills
• Flexibility managing multiple priorities
• Client/service focussed
• Results driven
• Stakeholder management
• Excellent accuracy and attention to detail
• Solutions orientated