Senior Inside Sales - SaaS Specialist

Hygiena provides rapid microbiology diagnostic tests and solutions for mission-critical, time-sensitive processes around the world. Hygiena’s proprietary diagnostic technologies enable customers to; prevent illness and save lives, comply with regulations, protect products and brands, run businesses more effectively. Solutions are sold in a wide range of industries globally, but the core focus is food safety. Headquartered in Camarillo, California and with offices around the world, we are actively looking for talented individuals to help grow the business!

Who we are:

We create innovative diagnostics for a healthier world. As representatives of the One Health approach, we are convinced that the health of humans, animals and the common environment are interconnected. Specializing in food safety throughout the value chain, we develop, distribute, and improve rapid molecular tests and analysis tools. Our solutions are reliable, easy to use and correct – to make the world a safer place.

General description:

To drive new business and expand existing accounts for Hygiena’s flagship SaaS products - SureTrend® Analytics and KLEANZ - across the EMEA region. This is a high-impact individual contributor role at the heart of Hygiena’s software growth strategy, selling remotely to food safety, quality, and operations stakeholders within food and beverage manufacturers and contract microbiology testing laboratories.

Responsibilities:

New Business Development

• Proactively identify, research, and engage prospective customers across EMEA, with particular focus on food and beverage manufacturers and contract microbiology testing laboratories
• Build and maintain a robust, accurately forecast pipeline within the company CRM
• Conduct compelling remote product demonstrations tailored to the specific compliance, operational, and data management needs of each prospect
• Own the full inside sales cycle from initial outreach through to contract signature
• Develop territory plans for each sub-region within EMEA, prioritising high-potential accounts and market segments

Account Management & Expansion

• Manage and grow existing SureTrend® and KLEANZ customers, driving subscription upgrades, license expansion, and cross-sell opportunities between the two platforms
• Act as a trusted advisor to customer stakeholders, building deep relationships with quality managers, food safety directors, and operations leaders
• Coordinate with regional sales and technical teams to ensure smooth onboarding and sustained product adoption
• Track renewal dates and proactively manage retention risk across the account portfolio

Implementation Coordination & Customer Enablement

• Support customers through the SaaS onboarding and setup process remotely, ensuring time-to-value is minimised
• Conduct product training sessions and business reviews via video conference, adapting communication style to technical and non-technical audiences alike
• Collaborate with regional sales, technical, and product management team to relay customer feedback and champion enhancements that drive commercial value

Reporting & Commercial Performance

• Maintain accurate and up-to-date records of all sales activities, pipeline stages, and account interactions in the CRM
• Provide regular forecasting and territory performance updates to the Sales Director, Northern Europe
• Meet and exceed quarterly subscriptions, FRYC & ARR targets for new business and expansion revenue
• Contribute to the development of sales collateral, case studies, and go-to-market materials for the EMEA region

Qualifications:

• Minimum 3 – 7 years’ experience in a B2B SaaS sales role with a demonstrable track record of meeting or exceeding quota
• Proven ability to manage the full inside sales cycle remotely, from cold outreach and discovery through to demonstration, negotiation, and close
• Experience onboarding and setting up SaaS products for customers remotely, including conducting training and troubleshooting during implementation
• Proficiency with CRM platforms (Dymanics365 preferred) and standard sales productivity tools (LinkedIn Sales Navigator, Zoom/Teams)
• Intermediate knowledge of Microsoft Office (Outlook, Word, Excel, PowerPoint) required
• Right to work in the United Kingdom without restriction

Skills/Abilities

• Excellent verbal and written communication in English; confident presenting to senior stakeholders via video conference
• Strong commercial acumen with the ability to build a business case and articulate ROI to technical, operational and procurement stakeholders
• Highly organised, self-motivated, and capable of managing a broad pipeline across multiple geographies and time zones without direct supervision
• Must be able to use discretion and independent judgement
• Must be able to adapt and flex to a changing, growth-stage SaaS environment

Working conditions:

• This is a fully remote position; the candidate will be required to maintain a professional home-office environment suitable for video calls with international customers
• Full availability required during UK business hours (09:00–17:00 GMT/BST), with expected flexibility to accommodate customer meetings across EMEA time zones
• Occasional travel will be required to customer sites, trade shows, and Hygiena regional events across EMEA; all travel expenses covered
• Will adapt working approach to regional conditions and customer time zones across EMEA

We can only accept application documents in ENGLISH .