What does it take to succeed in sales at Scoro? For Thomas, it’s a mix of curiosity, empathy, accountability, and staying organized, with plenty of persistence along the way.
As a Mid-Market Account Executive based in our Rīga office, Thomas works with businesses across Europe, Australia, and New Zealand. In this interview, he shares what life as an Account Executive looks like, what keeps him motivated, and his advice for anyone considering a career in sales at Scoro.
1. Can you introduce yourself and tell us a bit about your background?
Hey, I’m Thomas, a Mid-Market Account Executive at Scoro. I’m originally from the UK but now based in Rīga. I joined Scoro in November 2023 as an SMB Account Executive before moving into the mid-market segment.
Before Scoro, my career was a mix of sales and marketing, most recently working as an AE for a marketing agency in London. I’ve always gravitated toward technical B2B software, and since creative agencies are one of Scoro’s sweet spots, making the move felt like a natural next step.
2. You’re originally from the UK but now based in Riga. How did that happen?
I get asked this a lot! The short version is that my wife is Latvian. We were expecting our daughter and had to decide where we wanted to raise her. I was ready for a change of pace from London, and the quality of life here is amazing, with beautiful nature, the sea nearby, and a relatively new and booming tech scene.
Working from Scoro’s Rīga hub meant I didn’t have to put my career on hold for a new adventure. Between work, integrating, and trying to learn Latvian, I’m kept plenty busy!
3. What does a typical week look like for you as an Account Executive?
Fast-paced and never the same! I cover Europe, Australia, and New Zealand, so my days tend to start early. Thankfully, having a feral toddler means I’m up at the crack of dawn anyway. I actually prefer logging on early for a quiet head start.
Since moving into mid-market, my day-to-day has become a lot more strategic, with plenty of internal and external moving parts to juggle. I work mostly with professional services businesses, like agencies and consultancies, helping them move away from chaotic ways of working.
My week is a mix of:
- Discovery: Digging into a prospect’s broken processes to see if Scoro can fix them.
- Collaboration: Teaming up with BDRs on pipeline, Solutions Engineers on tech deep-dives, and our Product & Services teams.
- Pipeline Management: Negotiating contracts and handing newly closed deals over to Customer Onboarding.
4. You’ve consistently been one of our top-performing Account Executives. What’s helped you be successful?
Navigating life as an expat and experiencing the character-building joy of international bureaucracy is incredible sales training. Figuring out, in a different language, which government office gives you the blue stamp so you can get the red stamp forces you to drop the victim mindset. You learn quickly that you control your own choices and have to take ownership of the process.
Combine that with negotiating daily with a toddler, and you learn some serious patience. It teaches you that you don’t always have the answer right away, but taking consistent, deliberate steps every day eventually gets you to your goal.
In sales, this translates into accountability and empathy. Selling Scoro often means fundamentally changing how a business operates, so you have to understand why they’re struggling, not just pitch features.
Plus, keeping my own pipeline highly organised means nothing slips through the cracks, which is exactly what we preach to our clients!
5. What do you enjoy most about working in sales at Scoro?
Definitely the product and the people. It’s a bonus to sell a product that actually does what it says on the tin. Honestly, if we’d had a platform like Scoro at my last marketing agency, my life would have been a lot easier.
Beyond that, I’ve just always loved the chase. I’m a salesperson at the end of the day, and my brain is hardwired for that dopamine hit. Seeing the tangible revenue you bring into the business and being rewarded for it is a game that keeps my fast-paced life ticking. There’s zero hiding in sales. The scoreboard doesn’t lie, and I really thrive in that kind of transparent, results-driven environment.
6. Sales can be challenging. What keeps you motivated?
Life’s hard; get a helmet! 😉 Sales is a rollercoaster, but like anything in life, having a clear purpose gets you through the dips. Knowing what you want, when you want it, and having a solid plan gives you something concrete to work toward. Focusing on those micro-wins is key.
I love the quote, “I have known many troubles, but most of them never happened.” Going all in on the most likely outcomes is much better than spreading yourself too thin out of panic. Life is a gamble, so having the guts to go tunnel-vision on an opportunity helps a lot. Every no gets you one step closer to a yes!
7. Tell us about the Rīga office. What’s the atmosphere like?
The Rīga office is great. As a naturally loud Brit, Latvian life has definitely tamed me a bit, so I’ve actually come to really value having a quiet space to do deep work. I love living close by and having the autonomy to build my schedule around when I’m most productive (which, thanks to the toddler alarm clock, is usually very early).
The atmosphere here strikes a great balance. It’s highly driven and heads-down when we need to focus on our goals, but there’s always time for a laugh in the kitchen.
8. What’s one memorable moment from your time at Scoro?
Winning the “Sales Superstar” award at our annual Scoro team onsite is definitely up there. When you work remotely or across different global offices, it’s easy to wonder if your hard work is actually being noticed. Scoro proved that it is.
Getting the entire global team together in one place is always a nice boost. Putting faces to Slack names, celebrating our wins, and just having a great time together really solidifies the culture here.
On a professional level, finishing every year at Scoro above quota is a milestone I’m pretty proud of too, mostly because it keeps my wife and kids happy.
9. What advice would you give someone applying for an Account Executive role at Scoro?
Be curious and come prepared. You don’t need decades of sales experience to be a great rep here. If you’re quick, analytical, empathetic, and able to find creative, unconventional ways to get things done, you’ll do well.
Also, forget the LinkedIn guru advice and cheesy closing techniques. Just be human. Authenticity wins every time. Highlight your big wins, but don’t be afraid to talk about your losses, what you learned from them, and how you collaborate with others.
If you want to be part of our journey, check out our Open Roles and send your application today. If you cannot find a suitable position, save your interest on our Connect page, and we will contact you when a job that matches your profile opens.
