Account Executive - Cloud, Cybersecurity and AI

About the role

Plexo, an IT consulting company focused on Cloud, Cybersecurity and Artificial Intelligence, is hiring an Account Executive to win new logos across its three practices. This is a hunter role: at least 80% of your time is spent opening, qualifying and closing net-new accounts, with existing accounts handed off to delivery teams.

Key responsibilities

• Build your own pipeline with SDRs from a cold start and take buyers from first conversation to signed contract.
• Prospect mid-market and enterprise accounts in your territory or verticals, running daily multi-channel outbound (cold calls, email, LinkedIn, events, referrals).
• Partner with SDRs on target accounts, ideal customer profiles and outbound campaigns, and take the first meetings booked by SDRs.
• Self-source at least 60% of your pipeline and use cloud, security and AI partner programmes (AWS, Microsoft, Google Cloud) and co-selling motions.
• Run discovery with CIOs, CTOs, CISOs and IT heads, qualify deals with MEDDICC, BANT or a similar framework, and bring in solution architects for proposals and commercial models.
• Lead pricing, negotiation and procurement through to signature, then hand closed accounts to Customer Success and delivery.
• Keep the CRM accurate, forecast the pipeline weekly, and share market and competitor insight with marketing and leadership.

Required profile

• 4+ years in B2B technology sales, including at least 2 years closing new business for IT services, cloud, cybersecurity, AI or consulting.
• Track record of hitting or beating a new-logo quota, with numbers you can explain.
• Experience selling services (projects, SOWs, managed services) to mid-market or enterprise buyers.
• Working knowledge of cloud, cybersecurity and AI use cases, enough to lead a credible first conversation.
• Experience working alongside SDRs or BDRs, sharing account plans and coaching on messaging.
• Nice to have: existing relationships with IT and business leaders, co-selling experience with Microsoft Azure or Google Cloud partners, foundation certifications (Azure Fundamentals, CompTIA Security+, Azure AI Fundamentals), MEDDICC/Challenger/SPIN/Sandler training, experience at a fast-growing consulting firm or start-up, and CRM tool comfort.

Required skills

• Cloud, cybersecurity and AI basics
• MEDDICC, BANT or similar qualification frameworks
• Nice to have: HubSpot, Salesforce, LinkedIn Sales Navigator or Apollo

What we offer

• Competitive base salary plus uncapped commission and accelerators for exceeding quota.
• Progression to Senior AE or Sales Leadership.
• Sales training and cloud certification support.
• Hybrid working.