OverviewAs an
Sr. Account Executive, you will take full ownership of a list of named accounts within a defined territory. These accounts represent 75-80% of the company's annual revenue, making this a high-visibility, high-impact role.
Your mission is to protect and grow the existing business, re-engage dormant customers, and activate qualified prospects within your portfolio. You'll spend the majority of your time face-to-face with customers, supported by marketing, inside sales, and technical teams.
This is a relationship-based role, requiring weekly travel (typically 10 customer visits per week), thoughtful account planning, and tight coordination across the commercial team. You'll report on your pipeline and forecasts through Salesforce and contribute directly to Electro Rent's strategic growth goals.
Responsibilities- Named Account Ownership: Own and manage a list of high-value accounts across the territory, including active customers and priority prospects.
- Customer Engagement: Conduct a minimum of 10 in-person customer visits per week to build relationships, uncover needs, and create long-term value.
- Account Planning: Develop and execute detailed Account Plans for each named account, outlining strategies for retention, growth, and whitespace development.
- Territory Development: Identify and convert new opportunities within existing accounts and assigned prospects; support prospecting through personal outreach and collaboration with Inside Sales.
- Commercial Execution: Lead the sales process from opportunity discovery to deal closure. Coordinate quotations, technical discussions, and pricing strategies with internal teams.
- Stakeholder Collaboration: Work closely with marketing on targeted campaigns and ABM (Account-Based Marketing) initiatives to deepen account penetration.
- CRM Discipline: Log all activity, pipeline updates, and opportunity progression in Salesforce (SFDC) to maintain forecast accuracy and deal visibility.
- Cross-Functional Coordination: Collaborate with Inside Sales Support (ISS) and technical staff to deliver timely, customer-aligned solutions.
- Inbound Responsiveness: Manage inbound inquiries for assigned accounts, ensuring timely responses and high-quality engagement.
Qualifications- Proven success in outside sales, account management, or field sales within a B2B technical, industrial, or engineering environment
- Strong experience managing a portfolio of high value named accounts
- Confident in face-to-face selling with a consultative and value-driven approach
- Strong planning, reporting, and forecasting skills
- CRM discipline, ideally with Salesforce
- Excellent communication and relationship-building abilities
- Ability and willingness to travel regularly for customer meetings (minimum 10 visits per week)
- Valid driver's license with clean driving record
Travel Requirements: 50% to 75% travel depending on accounts and size of territorySalary Range between $85k to $90k base salary plus monthly commissions. Total on target earnings annually should be between $130k and $150k
Physical Demands and Work Environment:All positions will require, to some degree, the physical abilities described below to perform the essential functions of the job in an office environment
- Work the expected hours, consistently arrive at work at the agreed time and follow Company rules and guidelines regarding breaks and meal periods. Full time is typically considered to be 40 hours per week
- Communicate effectively both orally as well as written. Ability to be understood in face-to-face communication, in person or remote, to speak with level of proficiency and volume to be understood over a telephone or computer.
- Ability to encounter constant work interruptions; work cooperatively with others; work independently; work indoors. Prolonged period sitting at a desk and working on a computer. Work in a low to moderate noise environment with frequent deadline pressures. Ability to lift, carry, push, and pull objects weighing up to 10 pounds.
- Be able to read documents. Ability to read small print and view a computer screen for prolong periods, prepare, or inspect documents and operate office equipment.
- Ability to hear average or typical conversations and receive ordinary information. Communicate effectively via phone
