Opportunity to work with cutting-edge AI technology
Dynamic and competitive sales environment
Collaborative team culture with cross-departmental support
Access to industry conferences and networking events
Potential for professional growth and development opportunities
Full Job Description
Account Executive
As an Account Executive, you'll report to the Manager, Sales. Your core mission is to drive new revenue by relentlessly prospecting and qualifying opportunities, then managing them through a disciplined sales process to close. You'll own your territory's pipeline - from generating and qualifying leads yourself, to working leads passed from marketing and the BDR team - and you'll be measured on your ability to convert that pipeline into signed business against monthly and quarterly quotas.
This role demands a hunter's mentality: heavy outbound prospecting, sharp qualification instincts (so you're spending time on deals that can actually close), and strong deal management skills to keep multi-stakeholder sales cycles moving. You'll build relationships at every level of a prospective customer's organization, run a tight sales process, and close with confidence and urgency.
Key Responsibilities
Own full-cycle sales execution: prospect, qualify, negotiate, and close new business to consistently hit and exceed monthly and quarterly quotas
Proactively prospect into target accounts daily - outbound calls, emails, social selling, and industry networking - to build and sustain a healthy pipeline independent of inbound flow
Rigorously qualify all inbound and BDR-sourced leads (BANT/MEDDIC or equivalent) to prioritize time against winnable, high-value opportunities
Research accounts, map organizational structure, and identify economic buyers and key decision-makers before engaging
Build and execute a territory business plan that translates into a predictable pipeline generation and closing cadence
Partner with BDRs to align messaging and run targeted campaigns that drive qualified pipeline into your territory
Deliver compelling, consultative product demonstrations tailored to prospect needs, including our AI-powered capabilities
Negotiate pricing, terms, and contracts to close deals that are profitable and sustainable for both parties
Represent the company at industry conferences, networking events, and webinars to build brand presence and generate opportunities
Maintain rigorous, real-time CRM hygiene (Salesforce) - accurate stage, forecast, and next-steps tracking on every opportunity
Build lasting relationships and maintain proactive, ongoing communication with prospects and customers across your territory
Skills & Requirements
Competencies
Prospecting & Qualification - Proven ability to independently generate pipeline and rapidly qualify or disqualify opportunities to focus effort where it counts
Deal Management - Skilled at orchestrating multi-stakeholder, multi-stage sales cycles, keeping deals on track and avoiding stalls
Closing - Strong track record of driving deals to signature, handling objections, and negotiating favorable terms
Communication - Strong verbal and written communication skills, capable of engaging and influencing stakeholders at all levels, including executives
Adaptability - Agile in adjusting strategy and messaging in a dynamic, competitive sales environment
Analytical - Uses pipeline and funnel data to prioritize activity and improve conversion rates at every stage
Team Collaboration - Works effectively with BDRs, marketing, product, customer success, and account management for a seamless customer experience
Mental Agility - Comfortable with complexity and ambiguity; quick to learn new products, including AI-driven features, and translate them into customer value
Must-Have Qualifications
2+ years of experience in software and/or SaaS sales with a demonstrated track record of exceeding quota
Demonstrated experience with AI products/tools - either selling AI-enabled solutions, using AI in the sales process, or a strong working understanding of AI use cases relevant to customers
Proven experience prospecting and building pipeline in a hunting role, not just working handed-off leads
Proven track record managing complex deal cycles from qualification through close
Experience with Salesforce CRM
Strong negotiation and closing skills with a history of consistently converting pipeline to closed-won revenue
Ability to travel up to 10%
Nice-to-Have Qualifications
Distribution industry experience strongly preferred
Experience in a multi-solution, multi-product selling environment
