Account Executive - Public Sector (Atlanta, GA)

About the role

This is a regional, field-based position with local travel across greater Atlanta and regular in-office collaboration in our Buford, GA office. The Account Executive identifies, qualifies, and acquires new customers within an assigned local market territory, targeting small to mid-sized organizations. The role focuses on building a robust pipeline through prospecting, networking, relationship development, and cold-calling while positioning ODP Business Solutions' products, services, and solutions to maximize customer value and market penetration.

The Account Executive collaborates with implementation, sales support, and product specialists to drive customer acquisition, revenue growth, and long-term account success. Success requires strong territory planning, consultative selling skills, pipeline management, and the ability to build trusted relationships with key decision makers.

Responsibilities

• Engage in outside sales activities to identify, prospect, and close new business opportunities within an assigned local market territory.
• Develop relationships with decision makers, influencers, end users, and buyers through in-person meetings, networking events, referrals, and cold-calling efforts.
• Leverage customer profiles, business needs assessments, and strategic pricing programs to present compelling solutions that secure new customer partnerships and drive profitable revenue growth.
• Spend the majority of time actively engaging customers and prospects within the assigned territory.
• Build and expand relationships using consultative selling techniques and industry knowledge to uncover business challenges and opportunities.
• Develop a deep understanding of the local market, assigned industries, and competitive landscape to identify growth opportunities.
• Forecast business activity, maintain an active sales pipeline, and consistently achieve or exceed assigned sales and revenue objectives.
• Collaborate with cross-functional teams to maximize customer value and support long-term account success.
• Take ownership of territory planning, business development strategies, and execution of sales initiatives.
• Maintain accurate customer, prospect, activity, and pipeline information within Salesforce and other sales systems to support forecasting, reporting, and account planning.
• Serve as a resource on customer requirements, market insights, and effective selling strategies.
• Share best practices and collaborate with internal partners, sales support teams, and subject matter experts to resolve customer issues and drive sales success.

Requirements

• Bachelor’s degree or equivalent experience; high school diploma or equivalent required, bachelor’s preferred.
• Minimum of 2 years of experience demonstrating relationship building, negotiation, and closing skills (through work experience, internships, or other relevant activities).
• Experience or aptitude in consultative selling, needs analysis, and solution recommendation.
• Ability to work in a deadline-driven, fast-paced environment, managing multiple priorities and adapting to change.
• Experience working in a team environment and collaborating to achieve shared goals.
• Proficient in Microsoft Office (Word, Excel, PowerPoint).
• Working knowledge of CRM tools (e.g., Salesforce.com) preferred.
• Ability to learn and effectively use internal systems, sales tools, and reporting platforms.
• Valid driver’s license and a driving record in good standing.
• Ability to customarily and regularly travel within the assigned territory to meet with customers and prospects.

Skills & Abilities

• Sales & Business Development: Proven ability or strong potential to achieve monthly sales and revenue goals. Ability to conduct consultative analyses and provide tailored product and solution recommendations. Capability to develop long-term client relationships supporting renewals, upsell, and cross-sell opportunities. Experience driving the sales process through face-to-face meetings with key decision makers.
• Networking & Prospecting: Ability to build an expansive network through persuasive sales calls, customer visits, industry events, and internal referrals. Comfort with cold calling and initiating contact with new prospects.
• Communication & Professionalism: Effective written and spoken English communication skills with all levels of customer and internal stakeholders. Strong presentation and interpersonal skills; able to communicate value propositions clearly and confidently.
• Organization & Execution: Strong time management, organizational, and follow-up skills. Ability to maintain and update CRM databases with all required customer, contact, and activity information. Proven ability to meet or exceed assigned revenue goals and sales quotas.

Benefits

• Competitive salaries and a benefits package, including a 401(k).
• Opportunities for career growth and advancement within the organization.

Pay

The salary range for this role is $45,000/year to $50,000/year, with adjustments made to comply with all state and local minimum wage laws. This role is eligible for an annual performance-based incentive target of 100% of base salary and uncapped earning potential. Incentive payouts are based on individual sales results and company performance objectives.