Mid - Market Account Executive

Rooya Behavioural Intelligence Platform - UK Commercial Team Most growth roles hand you a segment, a target and someone else's playbook. This one asks you which segments we should be in, then trusts you to prove it. Role: Mid-Market Account Executive (UK) Reports to: Senior Director of Sales and Marketing Location: London (Farringdon), hybrid, two or three days a week in the office Who we are Rooya is a vision telematics company, and at our core, a AI- data company. Our AI-powered cameras capture what's happening on the road and in the cab. Our Behaviour Intelligence Platform turns that into structured, usable signal. What matters is what our customers do with it: prevent collisions, clear drivers who aren't at fault, coach behaviour, defend claims and run tighter operations. We're around 150 people across the UK and the Gulf, backed by solid investors, and serving fleets in logistics, distribution, construction, field services, waste and recycling, and public transport. Decisions are made quickly and close to the customer, and the segments you open shape where we grow next. How we work At Rooya, you're a partner, not a number. We don't run our people the way the big players do, and we don't run our clients that way either. We build our platform with our clients, shaped around their fleets, their processes and their needs. We work with our team the same way. You'll have a real voice in how we sell, what we build and where we go next, and together we'll grow a company we're all proud of. You'll join a team of experienced professionals across sales, customer success, product, engineering and analytics, all focused on the same goal: making fleets safer and smarter. About the role You'll lead our expansion into new mid-market sectors. You'll take the sectors and channels where we have early proof and turn them into repeatable business. You pick the targets, build the approach, sell it yourself and write down what works so the team can run it. This is a hunter role. You'll carry a quota on new ARR from the segments and partnerships you own, with an SDR booking meetings into your accounts and direct access to leadership. In this role, you will

• Own two or three target sectors or channels, chosen with us from our focus list, end to end: research, messaging, pipeline and close
• Run strategic account mapping and outbound prospecting, constantly researching new companies and contacts to build your pipeline
• Own customer engagements end to end, from first conversation with operators and executives through to signature
• Build partnerships with insurers, brokers, resellers and installers
• Work with Customer Success, Product, Sales Engineering and Analytics to remove deal blockers, then land and grow the accounts you open
• Test pricing, packaging and commercial models, and bring the findings back to the business
• Turn what works into a playbook: ICP, discovery questions, proof points, objection handling and sequences
• Hit and exceed quota, and keep clean records in Pipedrive About you
• You're a hunter. You get a buzz from winning a new logo, and you'd rather build pipeline than wait for it.
• You back yourself. Give you a blank sheet and a sector, and you'll find the first ten conversations and the first customer.
• You're curious. You go deep on how a business really runs: routes, claims, compliance and where the real costs hide.
• You sell on value, not features. You build the business case, model the deal and know when to walk away.
• You earn trust. Fleet operators have been burnt by point solutions. They buy from people who understand their world and keep their word.
• You're a team player. You take feedback, share what works and celebrate the team's wins as much as your own.
• You write things down. What you learn becomes messaging, a proof point or a play the team can use.
• You care about the outcome. Safer drivers, safer roads and fewer collisions matter to you. Minimum requirements
• 3+ years in a full cycle B2B closing role in SaaS, IoT, telematics or fleet
• Experienced in finding new business by self-sourcing and cold calling, with a track record of building your own pipeline
• A hunter background, with most of your wins coming from new logos
• A consistent record of hitting and beating quota
• Experience running complex mid-market deal cycles with several stakeholders, from operations to finance and the board
• You've opened a new segment, territory or channel from a standing start
• A value-based selling approach, commercially literate on pricing, margin and business case
• UK based, with the right to work in the UK, able to be in the London office two or three days a week and to travel across the UK An ideal candidate also has
• Sold to fleet operators, or into transport, logistics, construction, waste or the public sector
• A proven self-sourcer: you've built a full pipeline from cold outreach, without relying on inbound or marketing leads
• Experience with formal buying processes, such as procurement teams, tenders or public sector frameworks
• Qualified deals with MEDDIC or a similar method
• Hands-on with Pipedrive, Surfe, Claude AI and Apollo for prospecting, enrichment and pipeline management Find out more about us at www.rooya.ai.