Account Executive
As an Account Executive, you'll report to the Manager, Sales. Your core mission is to drive new revenue by relentlessly prospecting and qualifying opportunities, then managing them through a disciplined sales process to close. You'll own your territory's pipeline — from generating and qualifying leads yourself, to working leads passed from marketing and the BDR team — and you'll be measured on your ability to convert that pipeline into signed business against monthly and quarterly quotas.
This role demands a hunter's mentality: heavy outbound prospecting, sharp qualification instincts (so you're spending time on deals that can actually close), and strong deal management skills to keep multi-stakeholder sales cycles moving. You'll build relationships at every level of a prospective customer's organization, run a tight sales process, and close with confidence and urgency.
Key Responsibilities
- Own full-cycle sales execution: prospect, qualify, negotiate, and close new business to consistently hit and exceed monthly and quarterly quotas
- Proactively prospect into target accounts daily — outbound calls, emails, social selling, and industry networking — to build and sustain a healthy pipeline independent of inbound flow
- Rigorously qualify all inbound and BDR-sourced leads (BANT/MEDDIC or equivalent) to prioritize time against winnable, high-value opportunities
- Research accounts, map organizational structure, and identify economic buyers and key decision-makers before engaging
- Manage complex deal cycles end-to-end — coordinating internal resources, navigating procurement/legal, managing timelines, and driving toward signature
- Build and execute a territory business plan that translates into a predictable pipeline generation and closing cadence
- Partner with BDRs to align messaging and run targeted campaigns that drive qualified pipeline into your territory
- Deliver compelling, consultative product demonstrations tailored to prospect needs, including our AI-powered capabilities
- Negotiate pricing, terms, and contracts to close deals that are profitable and sustainable for both parties
- Represent the company at industry conferences, networking events, and webinars to build brand presence and generate opportunities
- Maintain rigorous, real-time CRM hygiene (Salesforce) — accurate stage, forecast, and next-steps tracking on every opportunity
- Build lasting relationships and maintain proactive, ongoing communication with prospects and customers across your territory