Account Executive

About the role

The role sits at the front of Good Sam Enterprises' commercial engine, responsible for converting qualified leads from the Sales Development Representative (SDR) into signed partner agreements, while also self-sourcing opportunities through proactive outreach and market development.

Responsibilities

• Pipeline Development & Deal Closure (50% of Time)
• Own the full sales cycle for new B2B partner opportunities
• Convert qualified leads from the SDR into active opportunities
• Conduct thorough discovery conversations to understand each prospect's business model, customer base, pain points, and partnership goals
• Design and present tailored Good Sam product solutions
• Manage and progress an active pipeline of 15-25+ qualified opportunities at any given time
• Manage and progress an active pipeline of 15-25+ qualified opportunities at any given time
• Move deals forward with urgency and strategic precision
• Confidently present and demo Good Sam's product and service portfolio
• Develop and deliver compelling proposals and pitch materials
• SDR Direction & Pipeline Quality (15% of Time)
• Direct the daily activity of one SDR
• Set outreach targets, prioritize account lists, review messaging, and ensure a consistent flow of qualified leads into the pipeline
• Coach the SDR on qualification criteria, objection handling, and discovery
• Collaborate with the Director, Business Development to refine targeting criteria, ideal partner profiles, and outreach messaging
• Cross-Functional Collaboration & Solution Design (20% of Time)
• Partner closely with the Product Development team
• Work with business line leaders to understand product performance, channel dynamics, and any constraints that affect how products can be positioned in B2B deals
• Coordinate with the Partner Account Manager on post-sale handoffs
• Provide ongoing feedback to the Director, Business Development and Product Development team
• Pipeline Management, Reporting & Planning (15% of Time)
• Maintain a clean, accurate, and up-to-date pipeline in HubSpot
• Log all prospect activity, notes, next steps, and deal stages consistently
• Deliver weekly pipeline updates to the Director, Business Development
• Develop and present a detailed 30/60/90-day plan each quarter
• Outline pipeline priorities, target segments, conversion expectations, and support needs
• Track personal performance against quota and KPIs

Requirements

2-4 years of B2B sales experience required; demonstrated success meeting or exceeding quota in a performance-driven environment. Experience selling protection products, warranty, membership programs, insurance-adjacent offerings, or comparable subscription or service-based products preferred. Familiarity with partner channel models — affiliate, wholesale, white label, sponsored, commercial/fleet — a strong plus. Consultative selling approach — skilled at discovery, needs analysis, and connecting business problems to tailored solutions. Strong verbal and written communication skills — confident presenting to business owners, executives, HR leaders, and fleet managers. Highly organized and disciplined pipeline manager — comfortable maintaining 15-25+ active opportunities simultaneously. Proficient in HubSpot or comparable CRM platforms; experienced with sales enablement tools and Microsoft Office Suite. Self-starter with the ability to work independently while operating as a collaborative team member. Comfortable operating in a fast-paced, high-growth environment where processes are still being built. Up to 25% travel required — trade shows, partner visits, prospect meetings, and industry events.