Account Executive

Frontline work keeps the world running. Restaurants, hospitals, schools, nurseries, airlines, stores, emergency services. Together they employ 80% of the global workforce, over 3 billion people, and they're among the hardest businesses anywhere to run. By-the-minute scheduling, HR and payroll make them far more operationally complex than the average office, yet just 1% of venture funding has ever gone to software built for them.

Rising costs, wage increases, labour shortages and tighter regulation have made fixing that urgent. Sona is the AI-native workforce management platform for frontline organisations, with agents that match staffing to real demand and take the admin load off managers. That's a $500bn+ market the software industry has mostly walked past.

We've raised over $100M from N47, Felicis, Gradient and Northzone, signed more than 100 enterprise customers across the UK and US, and opened offices in London, New York, Austin and Lisbon. More on working at Sona here.

About the Role

As an Account Executive at Sona, you’ll own the full sales lifecycle for mid-to-enterprise sized customers in our core frontline sectors (Social Care or Hospitality), working closely with our founders, VP Sales, and a high-performing marketing team.

We’re not just hiring an AE, we’re looking for future leaders who thrive in an environment where high expectations and high rewards go hand in hand.

Responsibilities

Day to day, you will:

• Drive revenue growth within mid-enterprise segments in your frontline sectors (Social Care, Retail or Hospitality).

• Own the full sales cycle from strategic prospecting to closing deals, ensuring accurate forecasting and pipeline management.

• Build deep relationships with key decision-makers and stakeholders in target accounts, positioning Sona as a must-have solution.

• Be the face of Sona at industry events and conferences, driving pipeline activity and elevating our brand.

• Collaborate cross-functionally with Marketing, Customer, and Product teams to refine campaigns, enhance onboarding, and provide market insights that shape our product roadmap.

Requirements

We’re building the highest-performing sales team at Sona, where careers accelerate tenfold. To thrive here, you’ll need:

Experience that sets you up for success:

• Proven experience selling complex technology products.

• At least 2 years in a closing sales role, ideally in a high-growth B2B environment.

• A track record of smashing quotas and exceeding targets.

• A bias for action: you’re a driver, not a passenger.

• A Startup Mindset: comfortable with ambiguity, adaptable to change, and excited to build something great from the ground up.

But more importantly, we care about who you are. If these traits describe you to a tee, you’ll thrive at Sona:

• Growth mindset – You push yourself to improve every day.

• Unmatched work ethic and drive – You have an insatiable need to achieve.

• Competitive, but collaborative – You want to win, but not at the expense of your team.

• Grit and optimism – You embrace challenges with resilience and a solutions mindset.

You might not tick every box in the experience section but if you’re hungry, driven, and thrive in high-growth environments, we want to hear from you. Maybe you’re:

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