Account Executive, Commercial

Key Responsibilities

• New Business Development: Identify, engage, and close net-new opportunities with commercial prospects, focusing exclusively on new client acquisition.
• Territory Management: Develop and execute strategic account plans within an assigned territory to prioritize high-potential prospects and maximize growth opportunities.
• Sales Lifecycle Ownership:
  • Prospecting & Pipeline Development: Build and maintain a robust pipeline through targeted outreach and engagement strategies.
  • Opportunity Qualification: Conduct discovery calls to understand client needs and align solutions effectively.
  • Pitch & Proposal Development: Create compelling, customized proposals to demonstrate value and close deals.
  • Contract Negotiation: Lead negotiations to structure mutually beneficial agreements that drive client success.
• Stakeholder Engagement: Build strong relationships with client decision-makers and influencers, including C-suite executives, to position our solutions as essential to their strategic objectives.
• Collaboration: Partner with internal teams to design and deliver tailored solutions that meet client requirements and drive desired outcomes.
• Market Expertise: Stay informed about industry trends, competitive dynamics, and enterprise challenges to establish credibility as a trusted advisor.
• Performance Management: Consistently achieve or exceed sales targets for net-new revenue while maintaining accurate opportunity records in CRM systems for effective forecasting and pipeline management.

Qualifications

• Experience:
  • Minimum of 3+ years of success selling recurring software and professional services to prospects up to $1B in revenue.
  • Demonstrated expertise in acquiring new clients and driving net-new revenue.
  • Plan and run a territory of accounts
  • Secure new logo meetings with senior decision makers and C-level companies.
• Sales Acumen:
  • Proven ability to build and execute effective prospecting and sales strategies.
  • Strong track record of achieving or exceeding sales quotas.
  • Sales Methodology trained (MEDPICC, Sandler or SPICED)
• Collaboration & Communication:
  • Ability to work cross-functionally with diverse teams to deliver tailored solutions.
  • Excellent written and verbal communication skills, with the ability to present complex solutions effectively to executive audiences.
• Self-Management:
  • Highly motivated, independent, and capable of managing multiple initiatives in a fast-paced environment.
• Technical Skills:
  • Proficiency in CRM systems (e.g., Salesforce) and