Senior Account Executive (B2B SaaS)

About the role

HSI helps organizations create safer, smarter, and more compliant workplaces through industry-leading EHS, workforce training, compliance, and operational risk management solutions. We are hiring a full-cycle Senior Account Executive to drive new business growth across mid-market and enterprise organizations. This role is ideal for a consultative SaaS seller with a proven track record of prospecting, winning new business, and managing complex sales cycles. Experience selling EHS, compliance, workforce training, or related solutions is preferred.

This role is best suited for a proactive, hunter-minded sales professional who enjoys building pipeline, opening new accounts, and creating opportunities through a combination of prospecting and consultative selling. You'll manage qualified inbound opportunities while also building outbound pipeline across industries including manufacturing, construction, healthcare, utilities, transportation, energy, and industrial operations.

Responsibilities

• Own the full sales cycle from prospecting and discovery through negotiation and close.
• Generate new business opportunities through outbound prospecting, strategic account development, networking, and referral generation.
• Manage qualified inbound opportunities and convert interest into revenue.
• Conduct consultative discovery conversations focused on business challenges, compliance initiatives, workforce development, risk management, and operational improvement opportunities.
• Deliver tailored software demonstrations and value-based presentations.
• Build relationships with Safety, Operations, HR, Compliance, Learning & Development, and executive stakeholders.
• Navigate complex, multi-stakeholder sales cycles and buying committees.
• Develop ROI-driven business cases and negotiate SaaS agreements.
• Maintain accurate forecasting, pipeline management, and sales activity within Salesforce.
• Consistently achieve or exceed quota and revenue targets.

Requirements

• 5+ years of quota-carrying B2B SaaS sales experience.
• Significant experience in a closing role as an Account Executive, Senior Account Executive, or National Sales Executive.
• Proven success generating outbound pipeline through prospecting, account development, and relationship-building activities.
• Demonstrated track record of acquiring net-new customers and consistently meeting or exceeding quota.
• Experience managing full-cycle SaaS opportunities from prospecting through close.
• Experience selling into mid-market and enterprise organizations.
• Experience selling to executive buyers and navigating complex buying processes.
• Strong consultative selling, discovery, presentation, negotiation, and closing skills.
• Ability to manage complex, multi-stakeholder sales cycles.
• Proficiency with Salesforce and modern sales tools.

Skills

• Experience selling within the Environmental Health & Safety (EHS) industry.
• Experience selling workforce training, compliance, risk management, HR technology, HCM, or related solutions.
• Experience selling into manufacturing, construction, utilities, energy, healthcare, transportation, logistics, or other regulated industries.
• Familiarity with operational risk management, compliance initiatives, workforce development, or industrial safety environments.
• Experience with MEDDIC, MEDDPICC, Challenger, SPIN, or other consultative sales methodologies.
• Proficiency with Gong, ZoomInfo, LinkedIn Sales Navigator, or similar sales enablement tools.

Benefits

• Full Healthcare: Health, dental, vision, and more.
• Parental Leave, Tuition Reimbursement, Volunteer Time, and more for personal and professional development.
• Unlimited resources via HSI's Learning Management System and career training.
• Remote Work: Work from anywhere that boosts your productivity.
• Flexible Vacations: Generous time-off policy.
• Retirement Security: $1:$1 company match for retirement savings.