Enterprise Account Executive

Remote
Full Time
Experienced

The Growth Advisor is a dynamic sales professional responsible for driving sustainable revenue growth. This is achieved by strategically identifying and securing new business opportunities, while also expanding existing accounts during their first year in our client portfolio. The Growth Advisor is instrumental in fueling revenue through partnerships, outbound efforts, and adept negotiation.

Key job responsibilities for this role include but are not limited to the following:

New Business Development

  • Lead Generation and Qualification:
    • Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined bands.
    • Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively.
    • Conduct thorough research to understand prospect needs, pain points, and decision-making processes.
    • Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities.
  • Outbound Sales Activities:
    • Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels.
    • Craft compelling messaging and value propositions tailored to prospect needs.
    • Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities.
    • Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg. 
  • Sales Cycle Management:
    • Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value.
    • Collaborate with internal teams to develop customized solutions addressing prospect challenges.
    • Skillfully negotiate terms and contracts, ensuring alignment with company policies.
    • Utilize CRM to track opportunities, activities, and outcomes diligently.
  • Sales Process Management:
    • Serve as the primary contact for sales inquiries and activities.
    • Coordinate and manage large-scale proposals and RFP/RFIs.
    • Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW).
    • Maintain accurate and up-to-date sales records in CRM.

Account Expansion

  • Identify Growth Opportunities:
    • Leverage customer data and insights to anticipate future needs and offer proactive solutions.
    • Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and "Sleeping Giant" (large multi-billion dollar accounts).
  • Account Planning and Execution:
    • Develop and execute strategic account growth plans to foster long-term relationships.
    • Continuously nurture client relationships, providing exceptional support and service.
    • Actively seek referrals and references to expand network and reach.
  • Win-Back Strategy:
    • Identify and analyze inactive accounts aligning with strategic business goals.
    • Assess win-back potential and develop tailored re-engagement strategies.
    • Rebuild relationships with key contacts in churned accounts.

Partnership Engagement

  • Strategic Alliance Development:
    • Cultivate and manage strategic partnerships for lead generation and market expansion.
    • Engage in co-selling activities with partner-based sellers to maximize reach and impact.
    • Collaborate with delivery leaders to identify thought leadership and joint sales opportunities.
    • Coordinate with Partner lead to submit and track opportunities within partner portals.
 
 

Key Skills Required:

Core Sales Skills

  • Sales acumen and consultative selling approach
  • New account acquisition proficiency
  • Deal orchestration and closing expertise
  • Pitching and proposing compelling value propositions
  • Pricing strategy development
  • BANT and other lead qualification methodologies
  • Ability to conduct effective budget discussions and negotiate favorable outcomes

Interpersonal & Communication Skills

  • Strong relationship building and communication skills
  • Teamwork: Collaborative spirit and willingness to contribute to a positive sales culture

Technical & Analytical Skills

  • CRM proficiency (e.g., Salesforce, HubSpot)
  • Technology Skills: Proficiency with sales enablement tools, social selling platforms, and analytics.

Additional Skills & Attributes

  • Industry Knowledge: Experience within specific verticals or domains relevant to the company's offerings.
  • Adaptability: Ability to thrive in a fast-paced, evolving environment.

Prerequisites:

  • 5+ years of proven solution-based selling experience in a services/consulting environment
  • Demonstrated success in meeting sales targets and quotas
  • Existing portfolio of clients and contacts within the relevant technology ecosystems
  • Willingness to provide 3 professional references
  • Ability to deliver a compelling mock sales presentation as part of the interview process

Success is measured by:

  • Revenue generated from key sales bookings
  • Number of new accounts acquired
  • Expansion of business within the first year of new account acquisition
  • Partner engagement and collaboration success

 
Share

Apply for this position

Required*
Apply with
We've received your resume. Click here to update it.
Attach resume or Paste resume
Attach resume as .pdf, .doc, .docx, .odt, .txt, or .rtf (limit 5MB) or Paste resume

Paste your resume here or Attach resume file

Invitation for Job Applicants to Self-Identify as a U.S. Veteran
  • A “disabled veteran” is one of the following:
    • a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or
    • a person who was discharged or released from active duty because of a service-connected disability.
  • A “recently separated veteran” means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
  • An “active duty wartime or campaign badge veteran” means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.
  • An “Armed forces service medal veteran” means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.
Veteran status


Voluntary Self-Identification of Disability
Voluntary Self-Identification of Disability Form CC-305
OMB Control Number 1250-0005
Expires 04/30/2026
Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Please check one of the boxes below:

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

You must enter your name and date
Human Check*