The Senior Account Executive is responsible for owning and expanding a large, strategic book of business while driving significant incremental revenue growth, with a strong emphasis on new logo acquisition. This role requires a highly consultative, strategic seller who can operate at a senior level within customer organizations, uncover complex opportunities, and consistently deliver revenue outcomes.
Responsibilities:- Own and grow a large, strategic book of business, ensuring retention while driving upsell and cross-sell opportunities
- Drive significant incremental revenue, with a primary focus on new logo acquisition
- Prospect, identify, and close new business through proactive outbound efforts and strategic targeting
- Position and sell the full suite of Thomas digital solutions using a consultative, value-based approach
- Build and manage a robust pipeline across new and existing business to meet or exceed quota
- Engage senior decision-makers and stakeholders to initiate, influence, and close complex sales cycles
- Develop account strategies and conduct high-impact business reviews with key customers
- Manage multiple high-value accounts, contracts, and stakeholder groups effectively
- Use Salesforce CRM to maintain accurate pipeline visibility and sales activity tracking
- Resolve client needs and issues with urgency and professionalism
Qualifications:- 5+ years of B2B sales experience, with experience managing larger or more complex accounts preferred
- Proven ability to drive new logo acquisition while growing existing accounts
- Strong track record of exceeding revenue targets, particularly in incremental revenue growth
- Experience selling complex or digital solutions preferred
- Highly self-motivated with strong prospecting, pipeline management, and closing skills
- Ability to navigate and sell into multi-stakeholder, senior-level buying groups
- Excellent communication, negotiation, and presentation abilities
- Strong organizational and time management skills with the ability to operate independently
- Proficiency in Salesforce (or similar CRM) and standard business tools
- Growth mindset, coachability, and intellectual curiosity
- Ability to travel 20-30% as needed
The estimated base salary range for new hires into this role is $80,000-$85,000 annually + commission depending on factors such as job-related skills, relevant experience, and location. We also offer a competitive benefits package, including 401(k) match, medical, dental and vision insurance; life and disability insurance; generous paid time off including vacation, sick leave, floating and fixed holidays, maternity and bonding leave; EAP, other well being resources; and much more.
