The posting
ABOUT PLEO
Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’.
The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years.
Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together.
ABOUT THE ROLE
We’re looking for an Senior Account Executive to join our Commercial team at Pleo. In this role, you’ll help drive end-to-end sales cycles and new customer acquisition, joining our commercial team as we scale our spend management solution across key markets. If you're excited about replacing outdated business expense processes with smart SaaS automation and are passionate about B2B sales and spend management, then this is the opportunity for you!
WHO YOU’LL BE WORKING WITH AND REPORTING TO
You’ll report to the Manager, Sales and work closely with teams in SDR and Customer Success. Our team of revenue generators is highly collaborative and dedicated to expanding Pleo’s footprint while helping clients eliminate out-of-pocket expenses. You’ll also have the chance to partner with teams across Marketing, Product, and Finance to ensure success.
WHAT YOU’LL BE DOING
As an Senior Account Executive, you will:
- Own the entire sales cycle - from outbound to qualification, product demos and deal conversion
- Achieve new business revenue targets - focusing on building new relationships
- Collaborate closely with the Customer Success team - to ensure the customers in your portfolio successfully adopt with Pleo
- Become an expert in expense management
- Give outstanding product presentations - acing those demos to get deals closed
WHAT YOU’LL BE DOING
As an Senior Account Executive, you will:
- Own the entire sales cycle - from outbound to qualification, product demos and deal conversion
- Achieve new business revenue targets - focusing on building new relationships
- Collaborate closely with the Customer Success team - to ensure the customers in your portfolio successfully adopt with Pleo
- Become an expert in expense management
- Give outstanding product presentations - acing those demos to get deals closed
What you bring You’ll thrive in this role if you have:
- A background in SaaS sales, ideally coming from an Senior Account Executive or an Outbound Prospecting Sales role ready to take on a full-closing position
- Demonstrated history of meeting or exceeding sales quotas, including sourcing, managing, and closing your own deals.
- Complete fluency in Spanish and English (interviews, onboarding, and internal communication are in English)
- Exceptional rapport-building and presentation abilities to lead product demos and close prospects smoothly.
Why is this role a good fit for you
This role is a good fit for you if:
- You thrive in a target-driven environment managing new business
- You prefer a collaborative team environment free of internal politics, egos, or sharp elbows.
- You want a structured hybrid model working 3 days in-office and 2 days from home
This role is not a good fit for you if:
- You are looking for a fully remote position
- You prefer non-quota-bearing or purely reactive customer management roles without outbound responsibilities.
- You have never worked with quotas or revenue objectives
HOW YOU’LL DEVELOP IN THIS ROLE
In your first 3 months at Pleo, you’ll:
- Lead full-cycle sales opportunities from qualification to close to drive revenue impact in your assigned market.
- Collaborate with Customer Success to improve account onboarding, adoption rates, and expansion cycles.
- Grow your skills in spend management expertise and deal negotiation, taking on larger strategic accounts as the company continues to scale
We’re committed to helping you develop your career, whether that means taking on bigger projects, stepping into leadership, or acquiring new skills in [specific area].
THE LOCATION
Please note: We can hire on a hybrid set-up in any of the locations listed on the advert but you will need to be physically based in the country of your choice with a valid right to work. We are unable to offer visa sponsorship for this role in any of the listed locations.
SHOW ME THE BENEFITS!
Your own Pleo card (no more out-of-pocket spending!)
Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office
Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis
We offer 25 days of holiday + your public holidays
For our Team, we offer both hybrid and fully remote working options
Option to purchase 5 additional days of holiday through a salary sacrifice
We use MyndUp to give our employees access to free mental health and well-being support with great success so far
Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work
THE INTERVIEW PROCESS
We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows:
1. Intro call: A 30-minute chat with our Talent Partner to discuss the role and your background.
2. Hiring Manager Call: 45 mins to meet with Sales leadership, here they will look to discuss your experience and relevance in greater detail. Understanding strengths and weaknesses.
3. Pleo Challenge: A 60 mins, here we look to dive deeper. This interview will be split into 2 sections 30 min mock Discovery Call, and a 15 min Pleo presentation as an Account Executive with 15 min Q&A.
Transparency is important to us so we also wanted to share some insights about what we’re looking for in applications to ensure you can set yourself up for success!
Last time we hired an Account Executive, we received a total of 120 applications but only 15 were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include:
- CV writing and content: we receive a lot of CVs, and many of them are AI-generated. We love seeing people leverage AI—it’s a big focus for us internally too—but without human intervention, these CVs can sometimes become generic and fail to show a candidate in the best light. What we're really looking for is the specific details of real impact that only you know from your previous experience. A top tip from us is to use the “Achieved X, as measured by Y, by doing Z” formula (credit: Laszlo Bock, ~2014) to give a really clear picture of what you’ve worked on. A final note: including links to your previous companies' websites is a huge help and allows us to truly understand your background!
- Application care: every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process.
- Profile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc.
ABOUT YOUR APPLICATION
- English first. Since it's our company language, please submit your application in English. You’ll be using it a lot if you join us.
- A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly, we only accept applications through our system—our support team can’t pass on calls or emails.
- Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply, even if you don't tick every single box. We encourage people from all backgrounds and experiences to join us.
- Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format, email [email protected]. We’ll design a process that works for you.
- Your data is safe. When you apply, we process your personal data as a data processor. For more information on how Pleo processes personal data, read our Privacy Policy here https://www.pleo.io/en/legal.
- Applying for multiple roles? Nothing is stopping you, and we assess every role independently. However, we do look for alignment, so make sure you can explain why your interest and experience are right for each specific role.
- Reapplying. If you’re applying for the same role again, please wait six months from your last decision before hitting submit.
