Strategic Account Executive

Accountabilities

New Business Development: Identify, prospect, and acquire new commercial customers within your assigned territory. Build a strong network of potential buyers, develop relationships with key decision-makers, and consistently generate new business opportunities across multiple industry verticals.
Territory and Account Strategy: Develop and execute a territory plan focused on identifying high-value prospects, prioritizing opportunities, and converting target accounts into long-term customers. Balance large strategic opportunities with smaller deals to maximize revenue potential.
Channel Partner Development: Engage and empower value-added resellers, distributors, and other channel partners to generate partner-led pipeline. Build productive relationships with channel stakeholders and coordinate sales activities to expand market reach and accelerate customer acquisition.
End-to-End Sales Execution: Manage the complete sales cycle, from initial outreach and qualification through discovery, solution positioning, negotiation, and closing. Maintain momentum across opportunities by identifying customer needs, addressing objections, and guiding prospects toward clear purchasing decisions.
Consultative Selling and Value Demonstration: Communicate the value of digital document productivity solutions to senior stakeholders and business decision-makers. Develop compelling business cases that demonstrate potential productivity gains, enhanced information security, and improved resource efficiency across different industries.
Pipeline Generation and Management: Maintain a consistent level of prospecting activity through calls, emails, professional networking messages, and other outreach channels. Develop a diversified pipeline, monitor coverage against sales targets, identify revenue gaps, and implement corrective actions to maintain sufficient opportunity volume.
Stakeholder Engagement and Deal Strategy: Navigate complex organizational structures and decision-making processes. Develop and manage Mutual Action Plans with prospects and customers to align stakeholders, establish milestones, and drive opportunities toward successful closure.
Sales Forecasting and Reporting: Maintain accurate records of sales activities, opportunities, and pipeline progression in Salesforce. Manage monthly revenue forecasts, track performance against quarterly and annual targets, and use sales data to inform territory planning and business decisions.
Revenue and Performance Delivery: Consistently achieve or exceed assigned sales quotas by managing time effectively, prioritizing high-return activities, and maintaining accountability for individual sales results.
Requirements
Education: Bachelor's degree in business or a related discipline, or equivalent professional experience. A specialization in business is preferred.
SaaS Sales Experience: At least 5 years of experience in software-as-a-service sales, with a demonstrated ability to manage complex sales cycles and deliver measurable revenue growth.
Channel Sales Experience: At least 2 years of experience working with channel partners, particularly value-added resellers and/or distributors, to develop opportunities and support revenue generation.
New Business Acquisition: A strong hunter mentality, with a proven ability to prospect independently, acquire new customers, and generate at least 50% of your own sales pipeline through self-sourced opportunities.
Track Record of Success: Demonstrated experience consistently meeting and exceeding sales quotas in previous roles, supported by a strong understanding of the activities and strategies that drive successful outcomes.
Pipeline Management Expertise: Strong knowledge of pipeline development, diversification, and forecasting, with the ability to maintain approximately 3x pipeline coverage against sales targets and proactively address coverage gaps.
Territory Planning and Commercial Acumen: Ability to develop effective territory strategies, identify attractive market segments, prioritize opportunities, and engage commercial prospects across multiple industries.
Consultative Selling Skills: Excellent discovery, presentation, negotiation, and closing abilities, with the confidence to communicate business value to senior decision-makers and build compelling ROI-based business cases.
Relationship Building and Influence: Strong interpersonal and communication skills, with the ability to establish trust, navigate complex stakeholder environments, and maintain productive relationships with customers and channel partners.
Organization and Accountability: Excellent time management, analytical thinking, and prioritization skills, combined with a proactive approach to sales execution, forecasting accuracy, and performance management.
Technology Proficiency: Experience using Salesforce or a comparable CRM platform to manage sales activities, monitor pipeline performance, and maintain reliable revenue forecasts.
Benefits
Remote Work: Work remotely from anywhere in the United States, offering flexibility in how and where you organize your work.
Flexible Time Off: Access to flexible paid time off to support vacations, family commitments, personal appointments, and work-life balance.
Comprehensive Healthcare: Health insurance, dental coverage, and vision benefits.
Retirement Benefits: Access to retirement savings benefits, including 401(k) or equivalent pension matching, subject to applicable plan terms.
Wellness Perks: Additional wellness initiatives designed to support employee health and overall well-being.
International Benefits Programs: Access to additional benefits and programs depending on the employee's location and applicable policies.
Performance-Driven Environment: An opportunity to take ownership of your territory, contribute directly to revenue growth, and develop your strategic sales and channel management expertise.
Career Development: Exposure to a global SaaS business serving thousands of organizations, including major enterprise customers across a wide range of industries.
Compensation: The salary range and any commission structure, sales incentives, or on-target earnings have not been specified in the available job description and should be confirmed during the recruitment process.