The posting
Location: Remote
Employment Type: Full-Time
Role Type: Dedicated Account Executive
Industry: Real Estate / Education / B2B Partnerships
Sales Motion: Full-Cycle B2B / Consultative / Partnership Sales
Reports To: Sales Leadership / Managed AE Team
About the Role
We are looking for a commercially driven Account Executive to own the sales cycle from qualified meeting through to signed partnership agreement.
This is not a high-volume transactional sales role. The ideal candidate is a consultative B2B salesperson who can uncover business problems, identify decision-makers, build a compelling commercial case, handle objections, negotiate terms and close.
The AE will work across two key sales motions:
Real Estate (RE Track): Helping brokerages accelerate recruiting and improve the economics of bringing new agents into the business.
Mortgage (MO Track): Helping mortgage companies address continuing-education compliance and audit-readiness risks.
The role is designed to take ownership of the middle and bottom of the funnel — converting qualified SDR-generated conversations into revenue.
Key Responsibilities
Full-Cycle Sales Ownership
Own qualified opportunities from meeting handover through to signed agreement.
Conduct structured discovery to understand the prospect's underlying business driver.
Identify the appropriate decision-maker and map the buying process.
Qualify opportunities and determine commercial fit.
Develop tailored solutions based on the prospect's needs.
Build and present partnership proposals.
Manage presentations and multi-stakeholder sales conversations.
Negotiate referral fees and partnership terms within agreed commercial parameters.
Close signed referral and affiliate partnership agreements.
Pipeline Management
Maintain an accurate and healthy sales pipeline.
Keep CRM records and forecasting up to date.
Execute structured follow-up across active opportunities.
Re-engage dormant, stalled and previously lost opportunities.
Work existing inbound enquiries that have not converted.
Recover and progress lost opportunities.
Manage opportunities independently from discovery through close.
Commercial & Consultative Selling
Clearly communicate the referral and affiliate partnership model.
Position the proposition around business value rather than discounting.
Handle objections around:
Existing education/provider relationships
Lack of budget ownership
Perceived switching costs
Internal approval processes
Tailor the commercial proposition to different stakeholder groups.
Sell ROI, business outcomes and risk reduction rather than simply product features.
Expansion
Identify opportunities to expand existing partnerships.
Support future expansion into Insurance & Appraisal education segments as these come online.
Must-Have Requirements
Experience
2–5+ years of B2B sales experience.
Proven experience managing a full sales cycle from discovery through to close.
Strong experience in consultative or complex B2B selling.
Demonstrated experience closing deals rather than purely generating meetings.
Experience with discovery, proposal development, negotiation and closing.
Sales Skills
Strong discovery and qualification capability.
Able to uncover the real business problem, not just surface-level requirements.
Confident handling objections and difficult commercial conversations.
Strong proposal and presentation skills.
Comfortable negotiating commercial terms.
Able to sell to multiple stakeholders and navigate decision-making structures.
Strong follow-up discipline and pipeline management.
Commercially minded with a strong understanding of sales economics.
Working Style
Highly self-motivated and capable of independently managing a sales cycle.
Excellent verbal and written communication.
Strong CRM discipline.
Comfortable working against revenue and conversion targets.
Able to learn a new product and market quickly.
Professional, energetic and consultative approach.
Nice-to-Have Requirements
Experience selling into real estate, mortgage, financial services or another regulated industry.
Experience selling to HR, compliance, training, operations or executive stakeholders.
Experience with referral, affiliate, partnership or channel sales.
Experience selling education, training, licensing or compliance solutions.
Experience working with real estate brokerages or mortgage companies.
Experience with Pipedrive or similar CRM platforms.
Experience managing multi-stakeholder B2B buying groups.
Experience selling solutions where the commercial proposition is based on ROI, risk reduction or revenue generation rather than a simple product purchase.
Key Performance Indicators
The AE will be measured primarily on commercial outcomes rather than activity alone.
Pipeline
Qualified partnership opportunities created
Pipeline value
Conversion
Meeting Opportunity
Opportunity Proposal
Proposal Signed Agreement
Revenue
Closed partnership revenue
Average partnership agreement value
Sales Execution
Follow-ups completed
Lead response time
Pipeline accuracy
Existing opportunity reactivation rate
Ideal Candidate Profile
The ideal candidate is a hunter/closer with strong consultative selling ability.
They should be someone who can take a qualified meeting and confidently ask:
"What is actually preventing this business from moving forward, who needs to approve it, what is the commercial impact, and how do we get this signed?"
They should be comfortable moving between discovery, commercial strategy, proposal creation, presentation, objection handling, negotiation and closing without needing to be heavily managed.
They must also be able to sell two different value propositions — recruiting acceleration for real estate prospects and compliance/audit-readiness for mortgage prospects.
