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Our client, a global AI-native document and information management software company, is seeking an Account Executive to identify, qualify, and close new business opportunities while expanding relationships within existing customer accounts. This individual will conduct discovery conversations, understand customer challenges, and position the company’s platform as a solution to complex business and information-management needs. The Account Executive will manage strategic sales cycles involving multiple stakeholders, deliver product demonstrations, negotiate contracts, and collaborate closely with Sales Engineering, Customer Success, Marketing, Professional Services, and other internal teams.
This is a highly accountable, performance-driven environment that values direct communication, strong cultural alignment, strategic selling, and individuals who take ownership of their results. The position is remote and open to candidates located in the Central time zones, with travel required as needed for customer meetings, industry events, and onsite presentations. This is a permanent, direct-hire opportunity. Base salary is up to 140K based on experience with a commission structure.
Job Responsibilities:
- Prospect, qualify, and close new-logo business opportunities within an assigned territory or industry vertical.
- Identify and pursue upsell and cross-sell opportunities within existing customer accounts.
- Conduct consultative discovery conversations to understand customers’ operational challenges, priorities, and business needs.
- Position and tailor the company’s intelligent information management solutions according to each customer’s requirements.
- Deliver compelling product demonstrations and lead consultative sales presentations.
- Build, manage, and maintain an accurate sales pipeline using Salesforce.
- Navigate complex sales cycles involving multiple decision-makers, influencers, and technical stakeholders.
- Generate proposals, lead contract negotiations, and move opportunities through the sales process to close.
- Partner with Sales Engineering, Customer Success, Marketing, Professional Services, Product Management, BDRs, and SDRs to provide a strong customer experience.
- Maintain knowledge of product capabilities, competitive positioning, industry developments, and relevant market trends.
- Travel for strategic customer meetings, industry events, and onsite presentations as needed.
Qualifications:
- Bachelor’s degree or equivalent combination of education and relevant professional experience.
- Three to five years of full-cycle B2B SaaS sales experience.
- Demonstrated success winning new business and expanding existing customer relationships.
- Experience managing complex, strategic sales cycles involving multiple stakeholders.
- Strong consultative and solution-selling skills, including the ability to lead effective technical discovery conversations.
- Excellent written and verbal communication, presentation, and relationship-management skills.
- Experience selling to mid-market or enterprise customers, preferably within information management, enterprise software, or document/content management.
- Proficiency with Salesforce or a comparable CRM platform.
- Highly motivated, organized, accountable, and comfortable working in a results-driven sales environment.
- Familiarity with methodologies such as SPICED, MEDDIC, or Challenger is preferred.
- Experience within manufacturing, energy, utilities, professional services, or another knowledge-work industry is preferred.
- Experience working in a fast-paced, high-growth SaaS organization is preferred.
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