Account Executive - Software Sales

About the role

The Account Executive (AE) at plays a critical role in sustaining and expanding revenue within the Revenue Operations (RevOps) division. This role maintains a primary focus on the strategic partnerships with Adobe and Zendesk, while also engaging with other key partners, including HubSpot and Salesforce.

Responsibilities

• Lead Generation & Prospecting
• New Net: Research and identify new accounts to build a robust pipeline of target accounts.
• Discovery & Qualification: Rapidly identify decision-makers, assess prospect pain points, and qualify leads based on budget, authority, need, and timeline.
• Strategic Partner Relationship Development
• Relationship Mapping: Build, nurture, and maintain tight-knit collaborative relationships with all partners including, but not limited to RevOps Executives (AEs), Customer Success Managers (CSMs), and partner channel representatives.
• Co-Sell & Referral Management: Manage incoming warm leads from partners, handle account mapping, target uncontacted partner account lists, and work side-by-side with partner reps to successfully advance and close co-sell motions.
• Business Value Management: Transition clients beyond a project-based focus to continuous, long-term business value utilizing the internal RevOps playbook.
• Partner Alignment Syncs: Execute a minimum of 2 strategic check-ins and 2 tactical/opportunity-focused syncs with Adobe and Zendesk partner teams each month.
• Partner Page & Portal Upkeep: Oversee the accuracy and strategic updates of Zirous' partner pages and portal registrations to retain premium partner status benefits.
• Activity Reporting: Create and track weekly activity, displaying touch points within Salesforce.
• Client Engagement & Check-In
• 100% Coverage: Own, schedule, and execute the Quarterly Check-In (QCI) process for 100% of active clients within the RevOps division, every quarter to evaluate satisfaction, mitigate retention risks, and uncover expansion avenues.
• Meeting Synchronization: Coordinate internal alignment meetings with the Director of RevOps and assigned consulting teams to compile client insights before conducting the client-facing QCI.
• Follow-up Execution: Define and distribute post-meeting action plans to internal technical teams within 5 business days of the QCI.
• Division Briefings: Deliver documented follow-up action and pipeline update reports to the Director of RevOps within one business day for any cross-sell or upsell opportunities surfaced.
• Client Lifecycle Onboarding: Actively attend onboarding sessions for Net New RevOps clients to establish early relationships and align long-term relationship mapping.
• Cross-Sell Strategy & Execution
• Account Research: Research and identify a minimum of 10 existing client companies per month that demonstrate technical gaps or are ideal fits for expanded RevOp services.
• Stakeholder Coordination: Sync with internal division leads and Account Executives at the beginning of each month to finalize target account assignments and collaborative outreach approaches.
• Brokered Introductions: Drive qualified outreach loops (via email, targeted content campaigns, or QBR positioning) to land at least 1 brokered meeting per month between an existing client and a Zirous division lead.
• Pipeline Logging: Maintain pristine documentation of all client interactions, partner notes, meeting summaries, and pipeline opportunities inside Salesforce.
• Cross-Divisional Selling: Identify, research, and qualify existing client accounts for expansion into other Zirous divisions, and facilitate brokered introductions to internal division leads to drive cross-sell opportunities, with a goal of closing at least one deal per quarter.

Requirements

• Lead Generation & Prospecting
• 3 – 5 years of professional experience in sourcing, cold calling, and leveraging sales intelligence and data platforms such as ZoomInfo and LinkedIn Sales Navigator.
• Account Management
• 3 – 5 years of professional experience in customer success, or technology-focused customer relationship roles.
• Quota Attainment
• Proven track record of consistently meeting or exceeding assigned sales targets and revenue goals.
• SaaS & Services Sales
• Proven background in a B2B technology consulting ecosystem or in selling technical professional services (implementation, integration, or digital transformation) is highly preferred.
• Platform Familiarity
• Prior exposure to customer experience or enterprise Revenue Operations platforms is a significant plus.
• Previous Experience Leading Software Demos
• Highly desirable.
• Travel Requirements
• 25% - 30% travel to partner hubs such as Atlanta, GA, Austin, TX, Madison, WI, and Chicago, IL for in-person relationship building and partner sales-related events such as Sales Kick-Offs (SKOs) and partner-vendor sponsored events.
• Educational Background
• Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent practical experience).

Skills & Competencies

• Tools Fluency: Strong proficiency in navigating CRM tools (specifically Salesforce) for activity logging, opportunity tracking, and pipeline reporting.
• Communication & Presence: Exceptional verbal, written, and public communication skills, with a demonstrated comfort level engaging executive decision-makers or pitching collaborative ideas to partner teams.
• Agility & Collaboration: Strong analytical judgment and a proven capacity to handle highly cross-functional team dynamics (Sales, Marketing, Technical Architects, and Vendor Partners).

Benefits

• A competitive compensation based on previous sales experience, along with an attractive benefits package, including a 401(k) match.
• A dynamic and supportive work environment.
• Play a vital role in the success of an exceptional team.
• Thrive in a supportive environment that promotes both personal and professional development.
• Experience the best of both worlds with our hybrid model.
• Benefit from flexible scheduling options.
• Receive paid holidays to recharge and relax.
• Access a cell phone subsidy and discounts with Verizon.