Account Executive

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

📋 Description

• Take ownership of and meet annual revenue targets within a designated territory.

• Formulate and implement strategic plans for the territory and individual accounts.

• Recognize priority accounts, whitespace opportunities, key stakeholders, competitive dynamics, and compelling events.

• Establish and sustain a qualified pipeline through prospecting, account-based strategies, executive engagement, referrals, events, and internal collaborations.

• Promote new client acquisition and strategic growth within current accounts.

• Utilize Salesforce as the central system for managing accounts, opportunities, pipeline, and forecasting.

• Provide precise, evidence-based forecasts grounded in customer-validated timelines, commitments, decision-making processes, and procurement requirements.

• Conduct discovery sessions to grasp customer priorities, challenges, desired outcomes, decision criteria, stakeholders, and compelling events.

• Implement ImageTrend’s sales methodology and qualification framework to qualify, progress, and close opportunities.

• Manage complex, multi-stakeholder, multi-year sales cycles from discovery through technical evaluation, procurement, negotiation, contracting, and closing.

• Navigate RFP/RFQ, procurement, information security, legal, contract review, budgeting, and executive approval processes.

• Cultivate relationships within complex buying organizations and highlight ImageTrend’s value proposition.

• Establish accountability, mutually agreed-upon next steps, and closure strategies.

• Utilize Gong and other sales intelligence tools to prepare for engagements, gather insights, and enhance deal strategies.

• Use approved AI tools responsibly while safeguarding customer and proprietary information.

• Coordinate resources from Sales Engineering, Customer Success, Marketing, Proposals, Legal/Contracts, Implementation, Product, and executive teams.

• Ensure a smooth transition from Sales to Implementation and Customer Success following contract execution.

• Seek and implement feedback while sharing competitive insights, successes, and best practices.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and experience.

• Proven success in full-cycle sales within a complex, strategic sales environment.

• Ideally experienced in selling SaaS solutions within public safety, healthcare, or similarly intricate industries.

• Documented history of meeting or surpassing quotas while cultivating and maintaining a robust qualified pipeline.

• Proven capability to develop and execute strategic territory and account plans and proactively generate new client opportunities.

• Demonstrated experience in leading complex, multi-stakeholder, and multi-year sales cycles involving executive sponsors and sophisticated buying committees.

• Familiarity with navigating RFPs/RFQs, procurement, contracting, information security, budgeting, and executive approval processes.

• Strong skills in discovery, presentation, business-case development, negotiation, and closing.

• Ability to build and influence relationships with executives and other key stakeholders.

• Experience with structured sales methodologies and qualification frameworks such as MEDDPICC, Command of the Message, or similar.

• Ability to swiftly adopt and consistently apply ImageTrend’s sales methodology.

• Commitment to maintaining disciplined CRM practices and delivering accurate, evidence-based forecasts.

• Proficient in leveraging Salesforce, Gong, or similar sales technologies.

• High level of accountability, integrity, and collaboration.

• Ability to handle proprietary and confidential information with discretion.

• Eagerness to learn and enhance knowledge or skills.

• Strong work ethic, integrity, honesty, collaboration, and team orientation.

• Willingness to travel 25–50%, with additional travel as necessary.

🏝️ Benefits

• Annual base salary ranging from $65,000 to $150,000 USD.

• Bonus opportunities.

• Comprehensive benefits package.

• Additional perks.

• Community engagement opportunities.

• Remote work options available for eligible US states.

• Travel opportunities.

• Reasonable accommodations for applicants with disabilities.