Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Assist senior Business Development executives in creating strategic account plans, developing executive engagement strategies, planning pursuits, and advancing opportunities.

• Engage in selected client meetings, discovery sessions, proposal evaluations, account-planning discussions, and pursuit strategy sessions.

• Perform research on accounts, prospects, markets, competitors, and industry trends.

• Identify opportunities for cross-selling and expansion within DEKRA service offerings.

• Drive practical AI adoption across prospect research, meeting preparation, outreach, CRM management, proposal development, and productivity enhancements.

• Share successful AI-enabled selling techniques and insights with the Business Development team.

• Manage opportunity tracking, next-action planning, and sales-process coordination for designated pursuits.

• Oversee proposal timelines, contributor assignments, reviews, approvals, and submissions.

• Keep account, contact, activity, opportunity, pipeline, and forecast data up to date in Salesforce.

• Generate pipeline reports, forecast updates, sales analytics, and materials for account reviews.

• Coordinate with internal pursuit teams, subject matter experts, operations leaders, legal, and proposal resources.

• Develop and manage a designated portfolio of growth accounts and potential clients.

• Create prospecting and account-development strategies that generate qualified pipelines and new logo opportunities.

• Conduct consultative discovery discussions and foster relationships with operational, EHS, engineering, reliability, human resources, learning, and business leaders.

• Collaborate with practice leaders and subject matter experts to design standalone and integrated solutions.

• Take part in client presentations, pricing negotiations, and contracting processes.

• Work alongside Global Sales Service and Global Account Managers when account assignments intersect.

• Engage in structured mentoring with senior Business Development leaders and executive sales leadership.

• Cultivate expertise in consultative selling, opportunity qualification, account strategy, proposal development, commercial judgment, negotiations, and relationship management.

• Progressively manage more complex and independently handled opportunities.

⛳️ Requirements

• A bachelor's degree in business, engineering, safety, organizational development, environmental health and safety, or a related field is preferred.

• Three to seven years of advancing experience in B2B sales, account management, business development, consulting, training, industrial services, safety services, or a similar complex-services environment.

• Capability to prospect, initiate new relationships, understand customer needs, and articulate business value.

• Experience in supporting complex sales cycles, proposals, account planning, or opportunity management is preferred.

• Familiarity with industrial, manufacturing, energy, transportation, chemical, life sciences, consumer products, or related markets is advantageous.

• Experience utilizing AI tools such as Microsoft Copilot or ChatGPT in a professional or sales context is preferred.

• Demonstrated learning agility and initiative to quickly become proficient and promote AI-enabled selling practices.

• Strong consultative communication, listening, presentation, and written communication skills.

• Professional demeanor and ability to establish credibility with stakeholders across various organizational levels.

• Solid business acumen, curiosity, resilience, coachability, and a strong orientation towards learning.

• Excellent planning, organization, follow-through, and opportunity-prioritization abilities.

• Ability to work independently while collaborating with sales, technical, operational, marketing, legal, and proposal teams.

• Proficiency in Microsoft Office tools and Salesforce, ensuring consistent CRM practices.

• Practical AI fluency, including evaluating outputs, refining prompts and workflows, safeguarding sensitive information, and applying AI responsibly to sales activities.

• Capacity to understand a diverse portfolio of DEKRA services and connect capabilities to client requirements.

• Flexibility to work in remote, office, and client-site settings.

• Ability to engage in extended periods of computer-based and telephone work.

• Willingness to work flexible hours when required by client or business needs.

• Capability to lift and manage standard business travel luggage.

• Domestic travel is required, estimated at up to 40%.

• Eligibility for U.S. work authorization confirmed through E-Verify.

🏝️ Benefits

• Competitive health care benefits, including medical & prescription, dental, and vision (covering Domestic Partners).

• Contributions to the Company Health Savings Account.

• Flexible Spending Account for eligible health care and dependent care expenses.

• Paid time off comprising vacation, sick leave, and floating holidays.

• Employee Assistance Program providing mental and emotional support resources.

• Wellness Program with participation incentives.

• Paid Parental Leave.

• Travel Assist for domestic and international travel.

• 401(k) plan with employer matching contributions.

• Company-paid short- and long-term disability benefits.

• Group term life insurance with options for additional coverage for self and others.

• Working Advantage corporate discount program.

• Education Assistance Program.

• Student Loan Repayment Assistance.

• Resources for internal training and development.

• LEAD Forward Leadership Development Program.

• Participation in an annual Career Goal Setting and Performance Review cycle.

• Eligibility for uncapped commission based on plan terms and conditions.