Account Executive

Hybrid role – minimum 2 days per week in office (Syracuse or Holland Patent, NY).

About the role

Northland is one of Central New York's longest-standing connectivity providers, expanding our business sales team. We're looking for a relentless new-business hunter who can open doors, build pipeline from scratch, and close deals that stick. You'll sell Northland's full suite of business solutions—fiber-based broadband, voice, and bundled connectivity services—directly to SMB and mid-market decision-makers across Central New York. No channel conflicts, a real territory, 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, and IT leads—whoever holds the budget and signs the contract
• Partner with implementation teams to ensure smooth handoff and customer retention
• Maintain CRM accuracy and deliver precise revenue forecasts
• Proactively generate leads via phone, email, networking, and community events
• Conduct structured prospecting and territory planning for consistent results
• Perform thorough discovery and qualification using standard sales principles
• Identify key decision-makers and influencers within target accounts
• Present value-based proposals tailored to customer needs
• Negotiate pricing and deal terms within company guidelines
• Contribute to team quarterly planning

Requirements

• 3+ years of B2B field sales experience with a proven record of hunting net-new business
• Comfort with rejection, resilience under a quota, and a bias for action
• Experience carrying a revenue number and hitting it consistently
• Telecom, managed IT, software, or technology sales background strongly preferred
• CRM proficiency and organized pipeline discipline
• Valid driver's license—you'll be in market, not behind a desk
• Ability to meet or exceed revenue and activity targets
• Strong prospecting, lead generation, qualification, and pipeline management skills
• Proficiency with CRM systems and Microsoft Office tools
• Self-starter who actively creates opportunities and drives results
• Clear, persuasive, and confident communication (written and verbal)
• Customer-focused with ability to build trust-based relationships
• Dependable, adaptable, and collaborative team player
• Comfortable engaging C-level executives and presenting ROI

Benefits

At Northland, we encourage personal and professional development by maintaining a challenging and rewarding work environment. We believe in hard work, dedication, and initiative as the foundation for career growth.

Pay

• Base salary: $60,000 to $75,000 annually
• Commission: Uncapped, tied to revenue attainment
• Targeted six-figure potential for top performers (OTE $100,000+)

Schedule

Full-time, exempt position.