Job OverviewThe Impact Account Executive owns the full scope of net-new B2B sales: creating pipeline, leading consultative discovery, building credibility with decision-makers, and closing business tied to meaningful customer outcomes. This is a revenue-producing role. Hunting activity and pipeline creation are critical leading indicators, but success is ultimately measured by the ability to advance opportunities, win business, and consistently close new deals.
Responsibilities- Identify, pursue, advance, and close net-new business opportunities within an assigned territory.
- Partner with Sales Development Representatives (SDRs) while also self-sourcing opportunities through targeted outreach, referrals, research, events, and territory activity that convert into qualified pipeline and closed business.
- Run discovery that exposes business pain, risk, inefficiency, growth constraints, and operational opportunities
- Translate technical capabilities into business outcomes for executives, owners, IT/security leaders, and operational stakeholders
- Build consensus across complex buying groups, create urgency, manage objections, and move deals forward to a decision.
- Collaborate with consultants, engineers, solution architects, and internal delivery teams to shape realistic, valuable solutions
- Manage pipeline, forecast accurately, document activity in CRM, and maintain clear communication with leadership on deal health, risks, next steps, and expected revenue outcomes.
- Stay aware of technology, cybersecurity, infrastructure, cloud, AI, and digital transformation trends that matter to mid-market businesses
Qualifications & Experience- Relevant background in managed services, IT, cybersecurity, cloud, infrastructure, SaaS, digital transformation, business automation, professional services, or another complex B2B technology environment preferred.
- Ability to own the full net-new sales cycle from target-account planning and prospecting through discovery, proposal, negotiation, and closed business.
- Proven ability to create and convert pipeline, with a clear understanding that activity only matters when it produces qualified opportunities and closed revenue.
- Demonstrated ability to manage deal momentum, create urgency, navigate objections, and move opportunities to a decision.
- Strong consultative sales ability, including uncovering business problems, qualifying urgency, influencing multiple stakeholders, and connecting solutions to measurable value.
- Ability to communicate clearly with owners, executives, IT/security leaders, and operational stakeholders while simplifying complex topics into business terms.
- Technical curiosity and learning agility to understand Impact's service model, ask credible questions, and apply coaching quickly.
- Process discipline to manage CRM activity, follow-up, qualification, forecasting, and deal progression with consistency.
What Drives ImpactBehaviors define what our core values look like in action. Leaders are expected to model them; teams are expected to live them:
- Innovation: We embrace change because innovation lives outside the comfort zone.
- Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.
- Honesty: We are fiercely transparent and consistently honest.
- Fun: We fuel work with fun, knowing life's too short for boring.
- Low Ego: We champion ideas over titles, because brilliance knows no rank.
- One Team: We win as a team, we lose as a team, we are one team.
CompensationActual compensation packages are based on several factors that are unique to each candidate, including but not limited to skillset, experience and training, licensures and/or certifications, and other organizational needs.
Impact may offer applicable incentive compensation plans depending on role and/or department.
Full compensation details can and will be discussed with an Impact Talent Acquisition team member at the start of the interview process.
Benefits We Take Pride In- 5-year Tiffany & Co. Gift Card or Custom Menswear, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards
- Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave
- Development and growth opportunities with on-going training & continued education reimbursement
- 401(K) & retirement plans with complimentary financial advisory services
- Comprehensive health, disability, life, dental, and vision plans
For full benefit information, visit https://www.impactmybiz.com/careers/#benefits
