Account Executive (Remote, UK)

About Optimal Workshop

Optimal Workshop is a leading provider of user experience (UX) research tools that empower organisations to create exceptional digital products. Our platform offers a suite of tools for conducting various UX research methods, including usability testing, card sorting, and tree testing. We are committed to helping our clients make data-driven decisions and deliver outstanding user experiences.

The role

As an Account Executive, you’ll attract new Team and Enterprise customers by partnering with prospects to create tailored solutions that drive meaningful impact in their research practices.

You’ll be responsible for identifying and nurturing leads (both inbound and outbound), qualifying sales opportunities, and progressing them through the pipeline. You’ll maintain accurate forecasts, lead negotiations (with support from legal counsel), and ensure smooth transitions to Customer Success to drive long-term value.

With a strong understanding of the B2B SaaS customer lifecycle, you’ll bring thought leadership to client relationships and work closely with teams across Customer Success, Product, Support, and Marketing to deliver exceptional customer experiences.

What you’ll do:

• Convert Leads: Qualify and follow up on inbound leads quickly to move them through the sales pipeline.

• Research and Discovery: Conduct thoughtful research to uncover critical pain points, objections, and opportunities within qualified leads.

• Tailored Demos: Showcase Optimal Workshop’s features, customizing presentations to address specific research challenges within prospect organizations.

• Pricing and Negotiation: Agree on pricing and commercial terms, ensuring all procurement requirements (e.g., security reviews, vendor setup) are met.

• Prospect Outreach: Actively prospect and engage with both new and existing customers, including those referred by current clients or marketing-qualified leads, to generate sales-qualified leads.

• CRM Management: Maintain CRM with up-to-date customer information, revenue forecasts, and opportunity tracking to ensure seamless sales processes.

• Legal and Commercial Negotiations: Lead customer negotiations with support from legal counsel, ensuring successful agreement execution.

What you’ll bring:

• Strong B2B sales skills: prospecting, outreach, qualification, discovery, and product demos
• Confident in leading commercial tasks, including legal agreements, procurement, and revenue forecasting
• Consultative and thought-leading with stakeholders influencing buying and adoption
• Excellent problem-solving skills focused on customer journey and advocacy
• Able to collaborate effectively across multiple stakeholders with varying priorities
• Thrives in a fast-scaling, remote work environment
• Quick to learn key concepts in Information Architecture, UX Research, and UX maturity

What’s in it for you:

• Competitive salary (we offer a salary that reflects your experience and the value you’ll bring to our team)
• Annual wellbeing allowance
• Generous annual learning and development fund
• Home office set-up support
• 4 weeks annual leave plus an additional day off on your birthday!
• Opportunities for professional growth and development
• Flexible work options (fully remote)

Our Values

Our values are key to our business and underpin the way we work. The behaviors behind our values serve as our guiding principles, shaping our interactions and decision making and are deeply embedded in how we operate as a team.

If you’re passionate about driving operational excellence and want to be part of an innovative and collaborative team, we’d love to hear from you.