Sales Executive / Full-Cycle Account Executive (B2B SaaS, AI Visibility)Sales Executive / Full-Cycle Account Executive (B2B SaaS, AI Visibility)

This is not "sales on inbound leads" and not "someone who talks nicely on demos." This is a full-cycle Account Executive: you source yourself, qualify yourself, run the deal through to payment, and log every touchpoint in the CRM yourself. You will have the help of the team, but firstly YOU need to drive the process to fill your pipeline. Two sales tracks: Agency deals — full service packages (content, GEO, backlinks, reporting, and other services of Snoika). High ticket, weeks-long cycle, the main revenue source today. SaaS — trial paid. Low ticket, short cycle, the growing track. Your job is to learn to sell it repeatably and to convert registrations into sales, then - into extra upsales. Today our only proven channel is conferences and events. Your job is to make sure that in 6 months there are at least two extra proven channels. We have leads from them, but we need to convert them. You will work directly with the founder and the sales and marketing team; your results are visible in the dashboard every week to each team member. Pipeline (on your own — not "marketing will bring leads"): LinkedIn + email outbound to your ICP segments: 40–60 personalized touches per week Conference work: target list prepared before the event, meetings on site, follow-up within 48 hours Iterative testing of sales hypotheses (ICP + channel): works — scale it; doesn't — kill it and document why Of course, marketing is working, and you'll have an ability to work with inbound leads, but these strats are pretty covered now Deals: Discovery and demo calls: you sell through the client's problem, not through features Running the deal to payment: proposal, negotiation, close Handing the client over to delivery with full context — what was promised, what the expectations are CRM and discipline (non-negotiable): Every touchpoint, every status, every next step — in the CRM the same day. We make decisions based on funnel data. So an empty CRM = the work didn't happen Every week at Sprint Review, you present your funnel: leads by channel, conversion by stage, forecast. Your plan for this week, facts of this week, and plan for the next week. You bring client objections to the team review — they feed into product and marketing You can bring the ideas how to pack some services and products, if it will simplify your sales closing process. Must-have: 2+ years in B2B sales of SaaS or digital services — full cycle, not just the SDR part, not only inbound leads You've closed deals yourself and can name the numbers: average ticket, conversion rate, deal cycle, average LTV You've done outbound yourself — you know the difference between spam and personalization You understand that inbound and outbound leads are different. So you know how to discover, provoke the problems of the lead's business and show the possibility how to solve it, and show the potential benefits for potential customer CRM discipline as a reflex, not "when reminded." Experience with Attio, Pipedrive, HubSpot, or similar You know MEDDICC, BANT, or SPIN beyond the name — you qualify, you don't "work everyone who shows up" English C1 — calls, negotiations, written communication without support Based in Estonia, ready to travel to conferences (Baltics, Europe) Nice-to-have: Understanding of SEO/GEO/AI visibility — at least at the level of "you understand what you're selling and whose pain it solves" Experience selling to agencies (white-label) or marketing teams Experience in a 01 startup, where processes were built while you were there Estonian or other languages of the region You're not a fit if: CRM is "bureaucracy — I keep everything in my head" Your main channel has always been inbound leads that someone else brought in You expect ready-made scripts, leads, and processes — here you're a co-author of them You describe last year's results with "participated," "helped," "was involved" — without numbers €1,500 – €2,500 base (depending on experience and probation results) + commission on closed deals — no cap Remote within Estonia, async-friendly; conferences and key events — in person Direct access to the founder, no three layers of approvals A working sales infrastructure: AI review of every call, Sales Bible, automatic MEDDICC/BANT scoring — you learn from data, not gut feeling 2-month probation with clear KPIs (see below — no surprises) Budget for tools and travel Funnel in the CRM complete and up to date from week one — 100% of deals with a next step 150+ personalized outbound touches, at least 1 ICP+channel hypothesis taken to a "works / doesn't work" conclusion 10+ discovery/demo calls run from self-generated pipeline 1+ closed agency deal or 3+ SaaS trial paid conversions Zero deals with promises delivery that can't be fulfilled - Open-minded vacation politics
- Access to a lot of different and relevant sales&marketing tools
- Agile educational program