Account Executive

Position Summary

The Account Executive is responsible for driving revenue growth across both new and existing customers within a defined territory. This role owns the full sales cycle, from prospecting and closing new business to expanding and maximizing value within the current customer base.

Essential Duties and Responsibilities

• Own revenue performance within a defined territory, including both new business acquisition and expansion within existing accounts
• Own the full sales cycle: prospecting, discovery, solutioning, closing, and expansion
• Build and manage a pipeline of both new business opportunities and existing customer growth
• Develop strong relationships with prospects and customers within a defined territory to understand their needs and identify opportunities for value creation
• Drive new customer acquisition while expanding revenue and product adoption within existing accounts
• Conduct product demonstrations and present tailored solutions aligned to customer goals
• Develop and deliver proposals, pricing, and contract negotiations
• Partner cross-functionally with Marketing, Customer Success, and Product to drive customer outcomes and revenue growth
• Maintain accurate pipeline management and provide reliable revenue forecasting
• Identify market trends and customer insights to inform sales strategy and product feedback
• Represent the company at industry events, conferences, and customer meetings

Competencies

• Adaptability - Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
• Business Ethics – Inspires the trust of others. Keeps commitments. Treats people with respect. Upholds organizational values. Works with integrity and ethically.
• Communications - Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods.
• Continuous Learning - Assesses own strengths and weaknesses. Pursues training and development opportunities. Seeks feedback to improve performance. Shares expertise with others. Strives to continuously build knowledge and skills.
• Problem Solving - Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations.
• Teamwork - Balances team and individual responsibilities. Contributes to building a positive team spirit. Exhibits objectivity and openness to others' views. Gives and welcomes feedback. Puts success of team above own interests.

Education/Experience

• Bachelor’s degree in business, marketing, or a related field
• 3+ Years in a closing role
• Proven track record of meeting or exceeding revenue targets in a sales, business development, or account management role
• Strong communication skills and technical fluency
• Able to manage multiple priorities and navigate complex sales cycles
• Excellent organizational and time management skills
• Able to work independently, take initiative, and operate effectively in ambiguous environments
• Proficiency with sales and productivity tools, including G Suite, Microsoft Office, Salesforce, LeanData, Outreach, and AI tools such as Claude and ChatGPT