Account Executive
About the role
Position Overview Aldrich is seeking a driven Account Executive focused on new business acquisition to accelerate growth within the Distribution market. This role centers on driving new business within the Distribution market, requiring a disciplined, consultative seller who can uncover opportunities, navigate complex sales cycles, and deliver measurable outcomes. As an Account Executive, you’ll own the full sales cycle—from targeted prospecting to executive presentations and contract execution. You’ll thrive in a fast-paced, growth-minded environment where collaboration, accountability, and strategic execution define success. This is a fully remote role; all candidates must be based in the US.
About Cordance Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential. We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
Responsibilities
- New Business Acquisition: Identify, engage, and convert new logo opportunities within the Distribution market.
- Prospecting: Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers.
- Full-Cycle Sales: Manage SaaS sales opportunities from qualification through close.
- Product Demonstrations: Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups.
- Consultative Selling: Conduct deep discovery to identify customer pain points, align solutions to business objectives, and build ROI-based value propositions.
- Sales Methodology: Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy.
- Opportunity Strategy: Develop and execute opportunity strategies that balance customer outcomes with business goals.
- Negotiation: Negotiate contract terms that establish long-term, mutually beneficial partnerships.
- Pipeline Development: Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage.
- Team Collaboration: Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging.
- Customer Handoff: Ensure seamless handoffs to Customer Success for onboarding and adoption.
- Pipeline Management: Maintain high CRM hygiene and data accuracy in HubSpot and deliver consistent, data-driven forecasting.
Requirements
- Experience: 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.
- Demonstrated success in new business acquisition within Distribution mid-market customers