Strategic Account Executive

Accountabilities:

Drive new business acquisition: Own and execute a strategic business plan focused on identifying, pursuing, and closing new customer accounts within assigned market segments.
Develop strategic accounts: Acquire new clients and expand relationships during their first 12 months, identifying opportunities to increase adoption and generate additional revenue.
Generate new opportunities: Proactively prospect potential customers, develop targeted outreach strategies, and respond promptly to inbound leads to maximize conversion opportunities.
Build and manage sales pipelines: Maintain a qualified sales pipeline equivalent to at least four times the annual sales quota, ensuring consistent opportunity generation and revenue forecasting.
Manage the full sales cycle: Lead every stage of the sales process, including prospecting, discovery, solution presentations, negotiations, contract generation, and deal closure.
Develop territory strategies: Create and execute comprehensive territory plans that identify priority accounts, market opportunities, customer needs, and strategies for achieving sales objectives.
Engage senior decision-makers: Build relationships with C-suite executives and other key stakeholders, understanding their operational challenges and demonstrating the strategic value of proposed solutions.
Deliver compelling product presentations: Develop strong expertise in the software portfolio and communicate its value effectively through in-person meetings, virtual presentations, webinars, and phone conversations.
Coordinate internal resources: Prioritize opportunities and collaborate with sales engineers, EHS specialists, implementation teams, and client success professionals to deliver a seamless customer experience.
Maintain accurate sales reporting: Use Salesforce to manage opportunities, document daily sales activities, monitor pipeline development, and provide reliable sales forecasts.
Collaborate cross-functionally: Partner with Marketing, Sales Development Representatives (SDRs), Product, Implementation, and executive leadership to improve pipeline generation, increase bookings, and contribute to long-term business strategy.
Share best practices: Participate actively in sales meetings, exchange successful strategies, support colleagues, and contribute to a collaborative, high-performance team environment.
Drive continuous improvement: Identify challenges throughout the sales process, develop effective solutions, and use customer and market insights to refine sales approaches and improve results.
Requirements:
5+ years of quota-carrying sales experience, preferably in a Business-to-Business (B2B) Software-as-a-Service (SaaS) environment.
Experience selling into manufacturing, construction, transportation, energy, or other industrial sectors is considered a strong advantage.
Proven experience managing complex, consultative sales cycles involving C-suite executives and multiple decision-makers.
Demonstrated ability to consistently achieve and exceed ambitious sales quotas, generate new business, and close high-value opportunities.
Strong understanding of enterprise sales processes, territory planning, pipeline management, forecasting, and strategic account development.
Excellent prospecting and discovery skills, with the ability to uncover customer pain points, understand purchasing motivations, and identify opportunities for tailored solutions.
Exceptional presentation and communication skills, with the ability to translate complex software capabilities into clear business benefits and measurable customer value.
Strong negotiation and relationship-building abilities, with confidence engaging senior executives and establishing long-term strategic partnerships.
Proficiency with Salesforce and modern sales prospecting and engagement tools, such as ZoomInfo and LinkedIn Sales Navigator.
Good working knowledge of Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
Strong analytical and problem-solving skills, with the ability to overcome sales challenges, evaluate customer needs, and develop effective recommendations.
Highly motivated and results-oriented, with a strong sense of ownership, discipline, resilience, and competitive drive.
Ability to work independently, manage competing priorities, and maintain a high level of activity in a fast-paced, growth-oriented environment.
Collaborative mindset and positive attitude, with the ability to work effectively with sales engineers, EHS experts, executives, and cross-functional teams.
Adaptability, intellectual curiosity, and a proactive approach to learning new technologies, understanding emerging markets, and identifying innovative sales opportunities.
Must be legally authorized to work in the United States.
Benefits:
Competitive annual base salary: $115,000–$125,000.
Uncapped commission: Unlimited commission potential based on sales performance.
High earning potential: Annual on-target earnings (OTE) of approximately $230,000–$250,000.
Comprehensive healthcare coverage: Medical, dental, and vision insurance plans.
Flexible spending accounts: Access to Flexible Spending Accounts (FSAs) to help manage eligible healthcare and dependent care expenses.
Retirement savings: 401(k) plan with employer matching contributions and immediate vesting.
Paid time off: PTO to support personal needs, rest, and work-life balance.
Paid holidays: Company-paid holidays and additional floating holidays.
Life insurance: Company-funded life insurance coverage.
Employee assistance: Access to Employee Assistance Programs (EAP) for additional personal and professional support.
Mental health support: No-cost mental health benefits and wellbeing resources.
Remote flexibility: Opportunity to work remotely within the United States.
Career growth: Join a growing technology organization operating in an expanding market, with opportunities to contribute directly to business development and strategic growth.
Inclusive workplace: A commitment to equal employment opportunities, diversity, professional development, and a supportive team culture.