Role specifics

• Reporting to: Chief Sales Officer

• Key stakeholders: Business Development, Customer Success, RevOps, Marketing, Product

• Organisational Framework Level: 4

About you / Job Summary

As an Account Executive at Clue, you will own and drive a portfolio of new logo and expansion opportunities across sales cycles typically spanning 6–12+ months, with multiyear SaaS contracts averaging £75k ACV.

You will be a disciplined, process-driven seller with a strong bias for action and a passion for delivering a well-managed, insight-led sales experience. You thrive on building relationships, shaping customer thinking, and leading complex buying processes - often with customers purchasing this type of software for the first time.

At Clue Software, we’re actively adopting AI to enhance our products and workflows. You'll bring curiosity and a willingness to leverage AI tools and approaches that drive innovation.

Key Accountabilities

Pipeline creation & management

• Build and maintain a robust pipeline of qualified new business and expansion opportunities.

• Self generate opportunities through targeted outreach, events, and sector networks.

• Accurately forecast within ±10%, in line with SaaS best practice.

Sales execution

• Plan, execute, and document pursuits using the Clue Sales Playbook.

• Lead multistakeholder discovery, uncovering strategic drivers, risks, and value levers.

• Create compelling value propositions - not feature lists - tailored to the customer’s goals.

• Conduct high-impact product demonstrations, supported by success stories and social proof.

• Manage the full sales cycle from outreach to close and seamless handover to Customer Success.

Stakeholder management & influence

• Build strong relationships with users, buyers, IT, procurement, legal, and executive sponsors.

• Handle objections confidently, turning them into value statements and reframing customer thinking.

• Navigate competitive scenarios with clear articulation of Clue’s differentiators and market position.

Commercial leadership

• Lead negotiations across pricing, commercials, procurement, and legal.

• Develop Joint Business Plans / Mutual Action Plans to maintain deal momentum and avoid slippage.

• Collaborate effectively with Marketing, Product, RevOps, and Customer Success to deliver a cohesive buyer experience.

Continuous improvement

• Contribute to the evolution of the Clue Sales playbook, process, and collateral.

• Analyse Salesforce data to shape strategy, prioritise pursuits, and report progress.

• Operate with high personal standards, ownership, and a growth mindset.

Key role measures

• New ARR delivered

• New logo acquisition

• Expansion ARR growth

• Win rate

• Pipeline quality & growth

• Forecast accuracy

Experience and skills

Our ideal candidate would have experience in the following areas:

Essential

• Proven success delivering against ARR targets in a SaaS environment.

• Experience selling to central government, nonprofit, or regulated environments.

• Ability to lead multi-stakeholder, multi-month enterprise pursuits.

• Strong discovery, negotiation, value selling, and storytelling skills.

• Proficiency in Salesforce or similar CRM.

• Ability to understand complex SaaS solutions and translate technical concepts into business impact.

• Ability to map, manage, and influence buying committees of varying sizes.

• Experience operating in high-growth SaaS scaleups.

Desirable

• Knowledge of investigation, intelligence, case management, criminal justice, fraud, or countercorruption environments.

• Understanding of competitive landscape within intelligence/case management software.

Diversity, Equity and Inclusion

If you’re excited about this role but your experience doesn’t align perfectly, we encourage you to apply anyway and tell us more about yourself. You may be just the right candidate for this or other roles.

We believe that seeing the world from all sorts of angles makes life better for all. We want you to know that the things that make you an individual, like your identity, age, ethnicity, religion, ability and background, are things that we choose to celebrate and support.

We are a scale-up company, and as we continue to grow, we are passionate that having a diverse, inclusive and authentic workplace will remain at our core. We are creating an inclusive environment where our people can thrive.

Our values are aligned and at the heart of everything we do. We are respectful, united, rigorous, relentless and ethical.