Account Executive
Position Overview As an Account Executive , you will play a key role in driving revenue growth by identifying, qualifying, and closing new business opportunities while expanding existing customer relationships. You will act as a trusted advisor to prospective and existing customers, understanding their business challenges and recommending solutions that align with their operational and strategic needs. This role requires an entrepreneurial mindset, strong consultative selling capabilities, and the ability to collaborate effectively with cross-functional teams to deliver an excellent customer experience.
Key Responsibilities
Identify, prospect, qualify, and close new business opportunities within assigned territories or industry segments. Identify upselling and cross-selling opportunities within existing customer accounts. Conduct discovery conversations to understand customer challenges and recommend appropriate solutions. Deliver compelling product demonstrations and lead consultative sales discussions. Build, maintain, and manage a healthy sales pipeline using CRM platforms such as Salesforce. Collaborate with sales engineering, customer success, marketing, and other internal teams to deliver a high-quality customer experience. Prepare proposals, lead contract negotiations, manage stakeholder expectations, and close deals. Stay informed about product capabilities, competitive positioning, industry developments, and market trends. Travel for important customer meetings, industry events, and onsite presentations as required. Key Internal Stakeholders Direct Sales Team Sales Engineering Business Development Professional Services Customer Success Product Management Marketing Qualifications and Requirements Bachelor's degree or equivalent relevant professional experience. 3 to 5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content and document management solutions. Demonstrated success in acquiring new customers and expanding existing accounts. Strong written and verbal communication, presentation, and negotiation skills. Proven consultative selling capabilities and the ability to lead discovery discussions involving technical and business requirements. Experience managing complex sales cycles and engaging multiple decision-makers. Self-motivated, organized, commercially minded, and results-oriented. Proficiency in Salesforce or similar CRM platforms.
Preferred Qualifications
Familiarity with structured sales methodologies such as SPICED, MEDDIC, or Challenger. Experience selling to mid-market or enterprise customers. Exposure to industries such as energy, utilities, professional services, or other knowledge-intensive sectors. Experience working in a fast-paced, high-growth SaaS environment. Ideal Candidate Profile The ideal candidate is a commercially driven B2B sales professional who can build strong customer relationships, identify business opportunities, manage complex sales processes, and consistently deliver revenue results. They should be comfortable engaging with both business and technical stakeholders and translating customer challenges into practical, value-driven solutions.