Account Executive

About the Role

Northland is one of Central New York's longest-standing connectivity providers, expanding our business sales team. We're seeking a relentless new-business hunter who can open doors, build pipeline from scratch, and close deals. You'll sell Northland's full suite of business solutions—including fiber-based broadband, voice, and bundled connectivity services—directly to SMB and mid-market decision-makers across Central New York. This role offers a real territory, no channel conflicts, and uncapped commission.

Responsibilities

• Build and manage a self-sourced pipeline through cold outreach, networking, and community presence
• Run the full sales cycle: prospect, qualify, present, negotiate, and close
• Engage owners, CFOs, IT leads, and other budget-holding decision-makers
• Partner with implementation teams to ensure smooth handoffs and customer retention
• Maintain accurate CRM records and forecasting
• Proactively generate leads via phone, email, networking, and community events
• Conduct structured prospecting and territory planning for consistent results
• Perform consultative selling, including discovery, qualification, and value-based proposals
• Negotiate pricing and deal terms within company guidelines
• Deliver accurate pipeline and revenue forecasts
• Contribute to team quarterly planning

Requirements

• 3+ years of B2B field sales experience with a proven record of hunting net-new business
• Resilience under quota pressure and comfort with rejection
• Experience carrying and consistently hitting a revenue number
• CRM proficiency and disciplined pipeline management
• Valid driver's license (role requires in-market presence)
• Strong initiative, productivity, and communication skills
• Ability to build trust-based relationships and adapt to shifting market conditions
• Comfort engaging C-level executives and presenting ROI-driven solutions

Preferred Qualifications

• Telecom, managed IT, software, or technology sales background
• 6–8 years of experience (qualifies for Senior Account Executive track with higher quota)

Pay

Base salary: $60,000–$75,000 annually. Uncapped commission tied to revenue attainment, with six-figure potential for top performers.

Schedule

Full-time, hybrid role requiring a minimum of 2 days per week in the office (Syracuse or Holland Patent, NY).