Senior Account Executive (North America)

We’re looking for a Senior Account Executive who lives to crush targets, build high-value relationships, and own the full deal cycle in B2B SaaS. If you thrive on competition, crave uncapped earnings, and want to shape our sales playbook as we scale, keep reading.

We hire globally, but for this role your working hours should naturally cover North America time zones (UTC-8 to UTC-4). You choose where you work as long as you’re online when our prospects and team are active.

How You’ll Win at Toggl

As a Senior AE at Toggl, you’ll lead the charge in closing high-value deals across North America, helping us scale our suite of B2B SaaS products. You’ll own the full sales cycle, from targeted prospecting through to post-close expansion, while shaping how we sell as a team.

• Prospecting and Pipeline Building: Identify and engage mid-market (and emerging enterprise) accounts that align with Toggl’s ICP. Leverage data, events, and referrals to fill the funnel.
• Discovery and Solution Selling: Lead consultative conversations to understand complex workflows, productivity pain points, and organisational priorities; map our solution suite to drive tangible ROI.
• Presentations and Demos: Craft and deliver tailored demos and presentations that showcase Toggl’s unique value. You’ll run roleplay-like scenarios, anticipating stakeholder concerns.
• Deal Management and Negotiation: Navigate multi-threaded opportunities, including C-suite, procurement, and technical stakeholders. Drive deals through to close while maintaining strong process hygiene in CRM.
• Onboarding Handoffs and Expansion: Collaborate closely with Customer Success to ensure seamless handoffs. Monitor and nurture accounts post-close to identify expansion and upsell opportunities.
• Sales Process, Special Projects and Playbook Development: Partner with Head of Sales and RevOps Manager to refine our sales stages, tools, metrics, and best practices. Share lessons learned, contribute to training sessions, and help inform compensation plans.
• Forecasting and Reporting: Accurately forecast your pipeline and results. Provide insights on market trends, competitor moves, and customer feedback to inform strategy.
• Thought Leadership and Mentorship: Mentor AEs or SDRs as needed. Represent Toggl at industry events, webinars, and panels.

Annual Compensation

• Base salary: $80,000 plus uncapped variable.
• On-Target Earnings: $50,000+ OTE (market-adjusted).
• Full Toggl benefits (see below).

Why you’ll love working here

• Outcome-driven culture: we measure impact, not face-time.
• Freedom & flexibility: work from home, co-working space, beach, wherever you’re most productive.
• Deep investment in your growth: budget for learning, conferences, coaching.
• Impact at scale: your wins help shape our product roadmap and future Sales growth.

About the Team

We are a global team of 140+ awesome people working from over 40 countries around the globe. We hire globally, you work locally — in the heart of London, a beach outside of Río de Janeiro, or a quiet village near Florence, the choice is yours. Every few months we travel to meet up somewhere in the world and spend some quality time together. We place a huge amount of trust in our people, and we measure the outcomes rather than the work itself. Our values fuel our results.

Who You Are

• Hunter-Mindset and Track Record: 5+ years B2B SaaS solution sales with consistent over-quota results in mid-market or enterprise. You’ve closed complex, multi-stakeholder deals and built your own pipeline from scratch.
• Relentless and Self-Driven: You wake up excited to prospect, dig into accounts, and overcome objections. You thrive under pressure, pivot quickly when roadblocks arise, and never settle.
• Strategic and Consultative: You ask the tough questions, uncover hidden business priorities, and position multi-product solutions in a way that executives can’t ignore.
• Competitive Team Player: You love competing but also share wins and playbooks with colleagues. You raise everyone’s game by sharing insights, challenging norms, and celebrating victories together.
• Data-Obsessed and Process-Minded: CRM hygiene is second nature; you track metrics, analyze trends, and optimize your approach. Yet you balance data integrity with genuine relationship-building.
• High EQ and Coachable: You read stakeholders well, adapt communication on the fly, and solicit feedback to continually improve—no big egos, just hunger to win.
• Tech Fluent: Comfortable with CRM and sales tools; quick to adopt new platforms and AI, and leverage analytics to sharpen your strategy.

Interview Process

We aim for quality + speed: clear steps, respectful of your time, giving you a strong sense of our culture and how we work.

1. Skills Test: No CVs, we don’t believe in them at Toggl! Just quick async task focused on core skills - helps us get an early signal on how you think and communicate.
2. Video Intro: Quick recorded answers to get a sense of your style and communication.
3. Screening Call (30 mins): A conversation with Aya from Talent Acquisition. We’ll explore your background, motivation, and general alignment with the role, while giving you more insight into Toggl’s culture and ways of working.
4. Tech Interview (45 mins): A deeper discussion with your future lead, Patrick, Head of Sales, focused on your deal-making experience, strategic thinking, and how you approach complex sales environments.
5. Paid Business Case and Test Week: Tackle a real scenario and collaborate async with the team to see how we work, and how you work.

Benefits

• Freedom to choose when and how much you work - we only measure results
• 24 days of paid time off a year, plus your local holidays
• Unlimited sick leave
• In-person meetups for team-building (expenses covered)
• 4-6 weeks paid sabbatical (depending on the tenure)
• Laptop budget up to €2,500 and it renews every 3 years
• €2,000 budget to set up your home office, and additional €300 every year after 3 years of tenure
• €3,000 per year for co-working space membership and/or internet service at home
• €4,000 per year contribution to use for training, workshops, and conferences
• €2,400 per year contribution for any equipment or services to improve and/or maintain your physical and mental health
• Support for buying tools you need for doing your best work (even eyeglasses if you need a new pair)