Business Development Manager | Remote (UK)

About Spotted Zebra

At Spotted Zebra, we're building something we genuinely believe in: an AI-native end-to-end hiring platform that helps the world's leading organisations find the right people, faster and fairer than ever before. In short, we're making hiring something everyone loves again - both talent teams and candidates alike.

We're a multi-award-winning Series A company giving talent leaders the solution they've always needed. Skills science native. AI-amplified. Built by people who've lived and breathed TA and knew there had to be a better way.

What we do

Spotted Zebra brings Interview Intelligence, Skills Assessments, and AI Interview Agent together in one powerful platform, designed for intelligence and action. One powerful agent and assistant: Spot. Working the way talent teams need it to, always with humans in control.

The result is talent teams get the insight to predict who will succeed, the speed to move before competitors, the governance to defend every hiring decision, and the capacity to focus on the human moments that matter most.

But our product is only part of the story. Spotted Zebra isn’t just building an AI-native product; we’re building an AI-native company. AI is changing how we build, sell, support customers and make decisions. We use it to move faster, stay closer to customers, reduce unnecessary processes, and give talented people more leverage in their roles.

That means joining Spotted Zebra isn’t just a chance to work on the future of hiring. It’s a chance to help shape what the future of work looks like inside a scaling company: compact, ambitious teams using AI to collaborate better, make decisions quickly, and deliver meaningful impact at speed.

The FTSE100 and Fortune500 companies trusting us include British Airways, NIQ, Domino's, Lidl, Merlin Entertainments, AWE, United Utilities, and Paramount. We've been named Personnel Today's Talent Acquisition Supplier of the Year 2025, secured gold across multiple industry awards, and were recently named on the UK Top 100 Startups List.

But what we’re most proud of is the team. People join Spotted Zebra because the mission is real, the product is genuinely exciting, and the opportunity to shape the future of hiring is huge. What makes it special is the way we work: smart, committed people in compact teams where trust is high, decisions happen quickly, and everyone has the chance to make a visible impact.

If that sounds like the kind of place you want to do your best work - read on.

Our Dazzle (That's Our Team!)

Fun fact: A group of zebras is called a dazzle – and ours truly is dazzling!

We create a culture in which our team thrives and gallops ahead.

As we roam free and empower our dazzle, we gallop ahead on the journey to achieving our goals. We understand this journey will pose challenges along the way, yet we brighten the trail with our positive mindset and encouragement of others. The dazzle continuously moves, gaining knowledge and skills so that we can graze new grounds.

What you'll be doing

As a Enterprise Account Executive at Spotted Zebra, you'll own the full sales cycle for enterprise accounts - from building pipeline to closing deals - selling into UK and EMEA-headquartered organisations with 3,000+ FTE.

Working in close partnership with your dedicated SDR, you'll identify and qualify opportunities, run compelling product demos, and navigate complex, multi-stakeholder deals through to close. You'll be a key connector across marketing, product, customer success, and implementation, helping shape how we go to market at the enterprise level.

Key responsibilities

• Build and manage pipeline through a combination of your own outbound outreach and close coordination with your SDR, ensuring meetings are qualified and meet the right standard
• Run engaging, personalised product demos that move opportunities through the pipeline effectively
• Partner with your SDR, providing guidance and coaching to help them deliver high‑quality, sales‑accepted meetings consistently
• Lead and coordinate responses to RFPs and proposals, including writing compelling ROI documents that articulate the value of Spotted Zebra's platform
• Keep HubSpot up to date with accurate pipeline data and timely forecasts, following agreed processes
• Navigate complex enterprise buying cycles involving procurement, legal, governance, compliance, and data protection stakeholders
• Collaborate cross‑functionally with marketing, product, customer success, and implementation teams
• Represent Spotted Zebra at industry events, building presence and pipeline through networking and relationship‑building
• Stay current on industry trends, competitor landscape, sales techniques, and product developments

Requirements

Must-Haves

• Proven SaaS sales experience selling into enterprise organisations (3,000+ FTE), ideally in HR tech, legal tech, or professional services
• Track record of closing £100k+ deals, with experience navigating complex multi‑stakeholder buying processes including procurement, legal, and compliance
• Experience selling at Head of level minimum, with demonstrated ability to engage and influence senior stakeholders
• Experience managing or coaching an SDR or similar sales team member
• Strong presentation, communication, and demo skills - with the ability to tailor your approach to different audiences and stakeholders
• Excellent negotiation and objection‑handling skills
• A growth mindset: someone who actively seeks feedback, adapts, and continuously develops
• A collaborative team player who brings energy and genuine care for what customers actually need

Nice-to-Haves

• Experience selling HR tech specifically, with an existing understanding of the TA or talent landscape
• Familiarity with AI‑powered products or selling in an emerging/innovative tech category
• Experience engaging at C‑suite level
• An active professional network and personal brand

Benefits

• Meaningful share options
• Health insurance
• Enhanced pension
• Nursery salary sacrifice scheme
• 25 days holiday (excluding bank holidays)
• Remote‑first
• Work from home budget
• L&D budget
• Dental cover
• Eye‑care support
• Co‑working space budget
• Wellbeing allowance
• Travel insurance
• Electric car scheme

Beyond our core benefits, you'll get access to the latest AI‑powered tools and technologies, giving you everything you need to do your best work.

Our Commitment to Diversity & Inclusion

At Spotted Zebra, we welcome people of all stripes. We are committed to providing equal opportunities and an inclusive and diverse culture.

We believe that each and every one of us possesses an extraordinary set of skills and abilities, waiting to be discovered, nurtured, and harnessed for the benefit of all.

We are a team. And no matter your race, gender, sexual orientation, religion, civil or family status, age, or disability, we will empower you to unleash your superpower to help us create a world where everyone is able to utilise their unique blend of skills and abilities to contribute to the greater good.

Everyone is unique and we encourage you to let us know in your application, or share with your recruiter directly, if there is anything we can do to make your interview experience with us more comfortable and positive.

At Spotted Zebra, everyone is welcome. So even if you don’t meet all the requirements, we would still love to hear from you. We are always keen to speak with people who are passionate about our mission.

If you're excited about using AI and skills science to transform how the world hires,