Senior Sales Executive, Tax Workflow

Accountabilities:

Achieve and exceed monthly sales targets across new business acquisition, existing customer expansion, and contract renewals within an assigned territory.
Manage the complete sales cycle, including prospecting, lead qualification, customer discovery, solution presentations, negotiations, closing, and account expansion.
Deliver compelling product demonstrations of tax and accounting workflow solutions, including CoCounsel Tax, SafeSend, SurePrep, UltraTax, ONESOURCE, and other relevant platforms.
Identify potential customers, understand their business challenges, and develop tailored, value-based solutions that address their operational and technology needs.
Apply consultative and solution-oriented sales methodologies to manage complex opportunities, overcome objections, and accelerate purchasing decisions.
Build and maintain a healthy sales pipeline by prioritizing opportunities, monitoring deal progress, and consistently following up with prospects and customers.
Leverage sales technology, CRM platforms, and data analytics tools, including Salesforce, Flash, EMS, and Gong, to optimize sales activities and improve conversion rates.
Maintain accurate customer information, territory records, pipeline updates, and revenue forecasts within designated CRM systems.
Monitor market developments, competitive activity, customer behavior, and territory trends to identify new business opportunities and share relevant market intelligence.
Collaborate with Sales Development Representatives, Account Specialists, Customer Success Managers, and Solutions Consultants to coordinate sales strategies and deliver a seamless customer experience.
Participate in sales meetings, training sessions, enablement programs, and team events to strengthen product knowledge and commercial effectiveness.
Share sales expertise, best practices, and successful strategies while mentoring and supporting other Sales Executives.
Continuously refine sales approaches and contribute to a disciplined, scalable, and repeatable sales process.
Requirements:
At least 6 years of successful experience in quota-carrying SaaS sales, preferably in an Account Executive or equivalent commercial role.
Proven track record of consistently achieving or exceeding sales targets in mid-market or transactional sales environments.
Demonstrated ability to manage complex sales opportunities while maintaining high levels of productivity and handling significant deal volumes.
Previous experience managing the complete sales cycle, from prospecting and qualification through negotiation, closing, and customer expansion.
Strong phone-based and virtual selling capabilities, including consultative discovery, product presentations, objection handling, negotiation, and closing techniques.
Experience selling software solutions or technology-driven services to business customers, with the ability to communicate technical and commercial value effectively.
Background in the tax and accounting industry, or experience working with accounting professionals and tax-related solutions, is strongly preferred.
High proficiency in CRM platforms and sales enablement tools, particularly Salesforce and Gong.
Strong pipeline management, forecasting, territory planning, and sales performance analysis skills.
Excellent time management, prioritization, and organizational abilities, with the capacity to manage multiple opportunities and competing deadlines.
Strong communication, presentation, negotiation, and relationship-building skills.
Self-motivated, disciplined, and results-oriented, with the ability to thrive in a fast-paced, performance-driven sales environment.
High levels of integrity, professionalism, accountability, and adaptability.
A continuous-learning mindset, with a willingness to develop product expertise and stay informed about evolving technology and industry trends.
Ability to collaborate effectively with cross-functional teams while independently managing sales responsibilities and commercial objectives.
Benefits:
Competitive total cash compensation: Target annual compensation ranging from $189,000 to $351,000, depending on location, qualifications, skills, and experience.
Compensation includes base salary and target sales incentives, with actual pay determined by individual experience, performance considerations, and internal equity.
Eligibility for employee incentive programs and an Employee Stock Purchase Plan.
Comprehensive healthcare coverage, including medical, dental, and vision insurance.
Disability and life insurance programs.
Competitive 401(k) retirement plan with employer matching contributions.
Flexible vacation, paid sick and safe leave, and paid holidays, including two company-wide mental health days.
Paid parental leave and sabbatical leave.
Flexible working arrangements, including the opportunity to work remotely from anywhere for up to 8 weeks per year.
Supportive work-life balance policies designed to accommodate personal and professional responsibilities.
Access to the Headspace application and Employee Assistance Program to support mental and emotional well-being.
Fitness reimbursement and additional resources supporting physical and financial wellness.
Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).
Adoption and surrogacy assistance.
Tuition reimbursement and professional development opportunities.
Access to optional additional insurance programs, including hospital, accident, sickness, life, and accidental death and dismemberment coverage.
Additional resources, including commuter benefits, 529 education savings plans, and group legal and identity theft protection.
Two paid volunteer days annually and opportunities to participate in community initiatives, pro-bono consulting projects, and environmental and social impact programs.
Access to continuous learning, career development, mentoring, and leadership growth opportunities.
Inclusive and collaborative working culture that values innovation, professional development, flexibility, and teamwork.