Account ExecutiveAs 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
- Manage complex deal cycles end-to-end - coordinating internal resources, navigating procurement/legal, managing timelines, and driving toward signature
- 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
- Experience selling AI software or platforms
