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 territory and accounts.

• Identify key accounts, whitespace opportunities, stakeholders, competitive factors, and significant events.

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

• Drive the acquisition of new logos and expand strategically within current accounts.

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

• Provide precise, evidence-based forecasts grounded in customer-validated timelines and commitments.

• Conduct discovery sessions to comprehend customer priorities, challenges, desired outcomes, decision-making criteria, and stakeholders.

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

• Lead intricate, multi-stakeholder, and multi-year sales processes from initial discovery to technical evaluation, procurement, negotiation, contracting, and closure.

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

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

• Establish accountability, agree on next steps, and create close plans.

• Utilize Gong and other sales intelligence tools to enhance discovery, messaging, deal strategy, and execution.

• Responsibly employ approved AI tools for account research, customer preparation, and administrative tasks.

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

• Transition customers from Sales to Implementation and Customer Success following contract execution.

• Actively seek and incorporate feedback, and share competitive intelligence, 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 track record of full-cycle sales success in a complex, strategic sales environment, ideally with SaaS solutions in public safety, healthcare, or similarly intricate industries.

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

• Demonstrated ability to create and execute strategic territory and account plans while proactively generating new-logo opportunities.

• Experience managing complex, multi-stakeholder, and multi-year sales cycles with 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 establish 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.

• Capability to maintain disciplined CRM practices and generate accurate, evidence-based forecasts.

• Proficiency in utilizing Salesforce, Gong, or similar sales technologies.

• High level of accountability, integrity, and collaboration.

• Ability to handle proprietary and confidential information with discretion.

• Passion for learning and expanding knowledge or skills.

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

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

• Ability to work remotely from any US state where ImageTrend is registered to employ, in accordance with the Remote Work Policy.

🏝️ Benefits

• Annual base salary range of $65,000–$150,000 USD.

• Bonus opportunities.

• Comprehensive benefits package.

• Various perks.

• Community involvement opportunities.

• Remote work flexibility from any eligible US state.

• Commitment to equal opportunity in the workplace.

• Reasonable accommodations for applicants with disabilities.