Senior Account Executive (SaaS - EHS & Compliance)

About the role

We are hiring a full-cycle Account Executive to drive new business growth across mid-market and enterprise organizations. This role is ideal for a consultative SaaS seller with experience in Environmental Health & Safety (EHS), compliance, safety management, workforce training, or other regulated and operationally complex industries.

You'll manage qualified inbound opportunities while also building outbound pipeline across industries including manufacturing, construction, healthcare, utilities, transportation, energy, and industrial operations. This role is ideal for a proactive seller who enjoys building pipeline, opening doors, and creating new business opportunities while managing qualified inbound demand.

Responsibilities

• Own the full sales cycle from prospecting and discovery through negotiation and close
• Generate new business opportunities through strategic outbound prospecting and account development
• Manage qualified inbound opportunities and convert interest into revenue
• Conduct consultative discovery conversations focused on EHS, compliance, workforce training, and operational challenges
• Deliver tailored software demonstrations and value-based presentations
• Build relationships with EHS leaders, HR teams, Operations leaders, Compliance stakeholders, and executive decision-makers
• 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

Requirements

• 4+ 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 and winning new business
• Demonstrated success managing full-cycle SaaS opportunities from prospecting through close
• Experience selling into mid-market and enterprise organizations
• Experience selling within the Environmental Health & Safety (EHS) industry
• Experience selling to executive buyers, EHS leaders, and HR or L&D stakeholders
• Strong consultative selling, discovery, presentation, negotiation, and closing skills
• Ability to navigate complex, multi-stakeholder sales cycles
• Proficiency with Salesforce and modern sales tools
• Experience with MEDDIC and Challenger sales methodologies

Skills

• 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
• Proficiency with Gong, ZoomInfo, and LinkedIn Sales Navigator

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