Account Executive (Fully Remote)

About Soracom Soracom was founded in 2014 by AWS veterans with a clear vision to build a more connected world. Today, Soracom serves over 8,000 customers and connects over eight million devices worldwide, delivering connectivity for the Internet of Things (IoT) powered by the speed and scale of the cloud. Headquartered in Tokyo with offices in the US and UK, Soracom is now building out a global team to continue the company's rapid growth. Soracom is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen. Come and join Soracom to create the transformative technology that enables our customers to engineer a better world! Desired Qualities With over a decade of experience and the power of cutting-edge technology, we continue to embrace the agility, innovation, and entrepreneurial spirit. We believe our success is driven by a team of curious, action-oriented individuals who thrive in a fast-moving and global environment. In addition to strong professional expertise, we look for people who: Take ownership and work autonomously with a hands-on mindset. Adapt quickly to change and stay flexible in new situations. Approach others with integrity, empathy, and mutual respect. Stay curious and informed about new technologies and trends. About the Role An exciting opportunity has arisen for an Account Executive to join our growing Sales team and drive revenue growth across the EU/UK region. In this role, you will be responsible for progressing and closing Sales Qualified Leads (SQLs), expanding existing SME accounts, and proactively identifying new opportunities within your book of business. You will primarily work with SME customers across a broad range of European markets and industry verticals where IoT and AI convergence is accelerating. Key verticals include Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending). You will own the full sales cycle from SQL through to close, and build trusted relationships with technical and business stakeholders across your accounts. Key Responsibilities Own SQLs passed from the BDR team and drive them through the full sales cycle to close. Build and execute account plans — identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team. Execute full-cycle sales — from initial discovery through to negotiation, closing, and post-close handover. Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers. Manage CRM (pipeline, forecasting, account records) accurately and consistently. Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources — escalating to Solutions Architects when deeper technical expertise is needed. Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience. Gather customer insights and share feedback with Product and Go-to-Market teams. Represent Soracom at industry events, exhibitions, and conferences as needed. Key Requirements 5+ years of experience in B2B sales, selling SaaS, IoT, or connectivity solutions. Experience managing the complete end-to-end sales lifecycle for Small and Medium Enterprises (SMEs), including pipeline management, forecasting, CRM-based account tracking, and closing. Proven track record of converting Sales Qualified Leads (SQLs) into closed-won business with speed, discipline, and accuracy. Experience developing account plans, designing sales scenarios, and independently generating new pipelines alongside driving upsell and cross-sell opportunities. Proven track record of acting as the primary point of contact for technical stakeholders during early-stage conversations, understanding customer challenges at a functional level, and partnering effectively with Solutions Architects when necessary. Experience selling into diverse European markets — familiarity with customer behaviour and buying dynamics across the UK and mainland Europe. Experience presenting to corporate cross-functional decision-makers, with the ability to deliver compelling pitches and articulate business value clearly. Strong discipline utilising enterprise CRM suites (such as Salesforce) to maintain accurate pipeline data and forecasts. Business-level proficiency in English Preferred Requirements Work experience in Mobile Network Operator (MNO) or Mobile Virtual Network Operator (MVNO) with a focus on connectivity and IoT sales. Work experience in at least one of the following sectors: Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending). Experience collaborating with SDR/BDR and marketing teams to build pipelines through coordinated outreach. "Just do it" attitude — proactive, flexible, and ready to step outside of defined responsibilities to help the team succeed. Business-level proficiency in other major European languages (e.g., French, German, Spanish, Dutch, etc.). Experience working remotely in an international environment Location Fully remote, with base in the UK preferred. Flexible work environment - work from wherever you want - as long as you have a great internet connection Flexible work hours - work when you’re the most productive and when it is best for you to achieve a work-life balance Technology budget - work with the most up-to-date tools available Skills-based promotion - be promoted based on your contributions A truly rewarding culture - work with individuals from across the world who are at the very top of their game