Location: Remote – United States Work Arrangement: Remote

Hyland is looking for a motivated and relationship-driven Account Executive to join our sales team. In this role, you'll be responsible for developing and maintaining meaningful connections with new and existing customers and partners, with a clear focus on consistently meeting and exceeding your sales goals. You'll bring a strategic mindset to account planning, work collaboratively across the organization, and leverage your industry knowledge to identify and close the right opportunities. If you're a self-starter who thrives on building relationships and driving results, we'd love to hear from you.

• Develop and execute a comprehensive sales plan to meet or exceed quota; identify and prioritize opportunities across moderate-risk, moderate-impact existing and potential customers or partners, and maintain accurate, real-time sales forecasting.
• Proactively build and expand relationships with customers, prospects, and partners; collaborate with all available company resources to develop and maintain a healthy pipeline while continuously streamlining account management and the sales process.
• Partner with Sales Solution Engineers to develop and deliver compelling software demonstrations; engage internal specialists and support resources to advance opportunities through the sales cycle.
• Maintain accurate and up-to-date customer account information in the CRM, including opportunities, commitments, meaningful conversations, and sales calls; stay current on best practices, market trends, and customer business and technical needs to pursue expansion opportunities.
• Assist with evaluating the viability of RFP requests and directly influence the development of well-crafted, competitive responses; attend and actively contribute to trade shows and marketing events to grow pipeline and customer engagement.
• Develop the closing plan for accounts; engage internal leadership to lead negotiations and contracting, ensuring deals are closed on time and as forecasted.

• CRM & Opportunity Management Platforms (e.g., Salesforce)
• Microsoft Windows & Office Suite
• Sales Forecasting & Account Planning Tools
• RFP & Proposal Management Tools
• Collaboration & Communication Platforms

• Associate's degree or equivalent experience, with demonstrated knowledge of sales in relevant technology solutions or assigned industry; experience as an Account Manager.
• Proficient in opportunity management and account planning tools; Microsoft Windows and Office proficient.
• Strong ability to establish rapport and gain the trust of others; good negotiating and influencing skills; effective at gaining consensus across teams and leadership levels.
• Good oral and written communication skills that demonstrate a professional demeanor and the ability to interact with discretion and tact; highly organized and experienced at successfully multi-tasking.
• Self-motivated with the ability to manage work independently to completion; strong collaboration skills applied within teams and across functions; up to 50% travel time required.

• Experience managing a defined territory or named account list with a track record of consistent pipeline growth and quota attainment.
• Familiarity with enterprise software sales cycles and the ability to navigate complex, multi-stakeholder purchasing processes.
• Experience contributing to or influencing RFP responses in a collaborative, cross-functional environment.
• Comfort engaging with customers at trade shows, conferences, and marketing events to build relationships and expand brand awareness.
• Demonstrated ability to leverage CRM data and account planning insights to prioritize opportunities and inform sales strategy.

Based on individual states' employment laws, the following details are provided to comply with relevant salary posting requirements: base salary range of $100,000 – $118,000 per year, eligible for benefits and variable compensation.

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritizingof opportunities for assigned moderate risk, moderate impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Pro-actively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
• Take proactive measures to streamline and constantly improve account management and the sales process
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Understanding of best practices and market trends, as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
• Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecast
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland27s Information Systems Security Policy