Account Executive

At Advantive, we don’t just make software—we build careers and power the manufacturing and distribution backbone of the global economy. We are growing fast, investing in AI, and building a culture where motivated, curious people rise quickly. 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 quotasProactively prospect into target accounts daily — outbound calls, emails, social selling, and industry networking — to build and sustain a healthy pipeline independent of inbound flowRigorously qualify all inbound and BDR-sourced leads (BANT/MEDDIC or equivalent) to prioritize time against winnable, high-value opportunitiesResearch accounts, map organizational structure, and identify economic buyers and key decision-makers before engagingManage complex deal cycles end-to-end — coordinating internal resources, navigating procurement/legal, managing timelines, and driving toward signatureBuild and execute a territory business plan that translates into a predictable pipeline generation and closing cadencePartner with BDRs to align messaging and run targeted campaigns that drive qualified pipeline into your territoryDeliver compelling, consultative product demonstrations tailored to prospect needs, including our AI-powered capabilitiesNegotiate pricing, terms, and contracts to close deals that are profitable and sustainable for both partiesRepresent the company at industry conferences, networking events, and webinars to build brand presence and generate opportunitiesMaintain rigorous, real-time CRM hygiene (Salesforce) — accurate stage, forecast, and next-steps tracking on every opportunityBuild lasting relationships and maintain proactive, ongoing communication with prospects and customers across your territory Competencies Prospecting & Qualification - Proven ability to independently generate pipeline and rapidly qualify or disqualify opportunities to focus effort where it countsDeal Management - Skilled at orchestrating multi-stakeholder, multi-stage sales cycles, keeping deals on track and avoiding stallsClosing - Strong track record of driving deals to signature, handling objections, and negotiating favorable termsCommunication - Strong verbal and written communication skills, capable of engaging and influencing stakeholders at all levels, including executivesAdaptability - Agile in adjusting strategy and messaging in a dynamic, competitive sales environmentAnalytical - Uses pipeline and funnel data to prioritize activity and improve conversion rates at every stageTeam Collaboration - Works effectively with BDRs, marketing, product, customer success, and account management for a seamless customer experienceMental Agility - Comfortable with complexity and ambiguity; quick to learn new products, including AI-driven features, and translate them into customer value Must-Have Qualifications 2+ years of experience in software and/or SaaS sales with a demonstrated track record of exceeding quotaDemonstrated experience with AI products/tools — either selling AI-enabled solutions, using AI in the sales process, or a strong working understanding of AI use cases relevant to customersProven experience prospecting and building pipeline in a hunting role, not just working handed-off leadsProven track record managing complex deal cycles from qualification through closeExperience with Salesforce CRMStrong negotiation and closing skills with a history of consistently converting pipeline to closed-won revenueAbility to travel up to 10% Nice-to-Have Qualifications Distribution industry experience strongly preferredExperience in a multi-solution, multi-product selling environmentExperience selling AI software or platforms