BenefitsU.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company contribution, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. U.S.-based employees also receive, per calendar year, up to 6 scheduled paid holidays. Additionally, eligible hourly/non-exempt and exempt employees accrue up to 112 hours of PTO based on years of service and may annually take up to 8 hours of paid volunteer time. Additional paid sick leave is also provided if required by state or local law.
Summary of Position:
The Account Executive II owns revenue growth, forecasting, and strategic relationship management within assigned enterprise-level customer business unit(s) and/or customer logos. This role operates with a high degree of autonomy and independent judgement and is accountable for executing account plans, expanding revenue streams, and maintaining strong cross-functional alignment to support ongoing customer needs.
This role typically manages moderately complex business units or multiple programs within a strategic customer and works in close coordination with Strategic Account Executives (SAEs), who are responsible for expansion into new divisions or business units within the same customer logo.
Essential Functions:
The essential functions below reflect exempt-level responsibilities requiring discretion, judgment, and strategic decision-making:
• Own and manage day-to-day and executive-level relationships within assigned business unit(s) and/or customer logos
• Drive revenue growth through cross-sell and upsell opportunities within scope
• Manage the full lifecycle of opportunities from qualification and negotiation through close
• Develop and execute business unit account plans aligned with revenue and retention goals
• Own accurate forecasting and pipeline management for assigned accounts
• Exercise independent judgment to prioritize opportunities and manage competing business demands
• Coordinate closely with Customer Success, PMO, Service Delivery, and Sales Support teams
• Partner strategically with OEMs, manufacturers, and distribution partners to support ongoing programs
• Identify risks to revenue retention and independently develop and implement mitigation strategies Partner with the BDM when opportunities are identified outside the AE's assigned business unit(s)
• Provide account context, customer insights, and relationship access to support BDM-led expansion motions
• Transition ownership of newly established business units from the BDM to the AE once expansion opportunities are operationalized, as defined by leadership
• Own quarterly and annual forecasts for assigned business unit(s)
• Maintain healthy pipeline coverage aligned to revenue targets
Competencies:
- Ensures Accountability
- Tech Savvy
- Communicates Effectively
- Values Differences
- Customer Focus
- Resourcefulness
- Drives Results
- Plans and Prioritizes
- Decision Quality
- Self-Development
Work Environment:
This position is based in a professional office setting and regularly utilizes workplace technology, including computers, smartphones, multifunction printers, cloud-based filing systems, and collaboration tools.
Physical Demands:
This role requires physical capabilities that support the successful execution of key responsibilities. The employee regularly engages in verbal and written communication with colleagues and clients to address project-related inquiries and must be able to convey accurate information clearly and efficiently. The position involves remaining seated at a workstation for approximately 75% of the time, with occasional movement throughout the office to access equipment, supplies, and shared resources. Daily tasks include consistent use of computers and standard office technology such as keyboards, printers, and multifunction devices. The role also involves transporting equipment boxes weighing up to 25 pounds within the building and to other offsite locations as needed for project supports.
Required Education and Experience:
- Bachelor's Degree or equivalent experience
- 4-7 years of experience in enterprise account management or sales
Qualifications:
• Proven ability to manage and grow an IT portfolio tailored to enterprise customer needs
• Consistent achievement of revenue targets with demonstrated forecast accuracy
• Excellent written, verbal, and presentation skills, with the ability to communicate effectively with mid-to-senior-level stakeholders
• Solid knowledge of market research, sales strategies, and negotiation principles
• Proficiency in MS Office and CRM tools for effective sales tracking and reporting
• Strong relationship-building skills to foster trust and expand customer engagement
• Sound business acumen with the ability to identify growth opportunities within accounts
• Advanced numerical, budgeting, and time management skills
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
