Account Executive

Job Overview

The Impact Account Executive owns the full scope of net-new B2B sales: creating pipeline, leading consultative discovery, building credibility with decision-makers, and closing business tied to meaningful customer outcomes. This is a revenue-producing role. Hunting activity and pipeline creation are critical leading indicators, but success is ultimately measured by the ability to advance opportunities, win business, and consistently close new deals.

Responsibilities

• Identify, pursue, advance, and close net-new business opportunities within an assigned territory.
• Partner with Sales Development Representatives (SDRs) while also self-sourcing opportunities through targeted outreach, referrals, research, events, and territory activity that convert into qualified pipeline and closed business.
• Run discovery that exposes business pain, risk, inefficiency, growth constraints, and operational opportunities.
• Translate technical capabilities into business outcomes for executives, owners, IT/security leaders, and operational stakeholders.
• Build consensus across complex buying groups, create urgency, manage objections, and move deals forward to a decision.
• Collaborate with consultants, engineers, solution architects, and internal delivery teams to shape realistic, valuable solutions.
• Manage pipeline, forecast accurately, document activity in CRM, and maintain clear communication with leadership on deal health, risks, next steps, and expected revenue outcomes.
• Stay aware of technology, cybersecurity, infrastructure, cloud, AI, and digital transformation trends that matter to mid-market businesses.

Qualifications & Experience

• Relevant background in managed services, IT, cybersecurity, cloud, infrastructure, SaaS, digital transformation, business automation, professional services, or another complex B2B technology environment preferred.
• Ability to own the full net-new sales cycle from target-account planning and prospecting through discovery, proposal, negotiation, and closed business.
• Proven ability to create and convert pipeline, with a clear understanding that activity only matters when it produces qualified opportunities and closed revenue.
• Demonstrated ability to manage deal momentum, create urgency, navigate objections, and move opportunities to a decision.
• Strong consultative sales ability, including uncovering business problems, qualifying urgency, influencing multiple stakeholders, and connecting solutions to measurable value.
• Ability to communicate clearly with owners, executives, IT/security leaders, and operational stakeholders while simplifying complex topics into business terms.
• Technical curiosity and learning agility to understand Impact's service model, ask credible questions, and apply coaching quickly.
• Process discipline to manage CRM activity, follow-up, qualification, forecasting, and deal progression with consistency.

What Drives Impact

Behaviors define what our core values look like in action. Leaders are expected to model them; teams are expected to live them:

• Innovation: We embrace change because innovation lives outside the comfort zone.
• Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.
• Honesty: We are fiercely transparent and consistently honest.
• Fun: We fuel work with fun, knowing life's too short for boring.
• Low Ego: We champion ideas over titles, because brilliance knows no rank.
• One Team: We win as a team, we lose as a team, we are one team.

Benefits

• 5-year Tiffany & Co. Gift Card or Custom Menswear, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards
• Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave
• Development and growth opportunities with on-going training & continued education reimbursement
• 401(K) & retirement plans with complimentary financial advisory services
• Comprehensive health, disability, life, dental, and vision plans

For full benefit information, visit https://www.impactmybiz.com/careers/#benefits