Account Executive

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

📋 Description

• Take charge of new business initiatives for small to mid-sized enterprises with a workforce of up to 3,000 employees throughout the Americas.

• Quickly respond to inbound requests for demos, pricing, and contact, ensuring same-day qualification.

• Conduct combined discovery and demonstration calls.

• Identify the key buying trigger and the decision-maker.

• Provide same-day proposals and establish mutual action plans leading to signature and go-live.

• Successfully secure competitive deals against vendors specializing in ethics and compliance.

• Negotiate pricing and terms within the established tiered model.

• Collaborate with legal teams on security reviews and contractual inquiries.

• Maintain accurate and up-to-date information in HubSpot for dependable forecasting.

• Transition new clients to Customer Success with thorough documentation.

• Relay market insights to product and marketing teams.

• Acquire knowledge about products, pricing, and competition during the first 30 days.

• Shadow sales calls and gradually assume responsibility for discovery and demo calls.

• Manage the inbound lead queue for the segment within the first 90 days.

• Follow up on each lead within one business day.

• Close initial deals within the first 90 days.

• Meet full sales quota within a six-month timeframe.

• Sustain a robust sales pipeline with no deals stalled.

• Achieve at least one competitive displacement deal within six months.

⛳️ Requirements

• Mid-level sales professional.

• 2 to 4 years of experience in B2B SaaS sales.

• Either 12+ months as an SMB or commercial Account Executive with a record of closing deals, or 18+ months as a top-tier Business Development Representative/Sales Development Representative with experience in demos or closing.

• Proven track record against measurable goals, including quota attainment, stack ranking, or meetings converted to revenue.

• Capability to manage a high volume of short-cycle deals while ensuring follow-ups are not overlooked.

• Excellent discovery abilities.

• Confidence in leading demos and navigating pricing and objection discussions.

• Consistent daily CRM usage; familiarity with HubSpot is preferred, while Salesforce is acceptable.

• Ability to write clearly and concisely for proposals and follow-up correspondence.

• Based in the Americas, with availability during US business hours.

• Experience in selling ethics and compliance, whistleblowing, GRC, legal tech, HR tech, or EHS software is highly valued.

• Experience competing against or working with vendors such as NAVEX (EthicsPoint), EQS (IntegrityLine), or similar firms is significantly preferred.

• Familiarity with SOX, the Dodd-Frank whistleblower program, the EU Whistleblowing Directive, or state and federal anti-retaliation regulations is greatly advantageous.

• Experience selling to the public sector, educational institutions, or non-profits is a plus.

🏝️ Benefits

• Competitive base salary along with uncapped commission opportunities.

• A consistent influx of inbound leads.

• A streamlined, proven sales process to facilitate rapid ramp-up.

• Comprehensive benefits package.

• Encouragement of a healthy work-life balance.

• PTO and remote or hybrid work arrangements to be confirmed.