Account Executive, New Business – Expansion

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

📋 Description

• Take full ownership of the sales cycle for mid-market clients, encompassing prospecting, discovery, demonstrations, business case formulation, negotiation, and closing.

• Secure new business with average annual deal sizes ranging from $5K to $30K and sales cycles lasting between 30 to 90 days.

• Expand existing accounts throughout the customer base.

• Generate pipeline through inbound leads, opportunities for Customer Success expansion, outbound prospecting, and campaigns supported by marketing efforts.

• Identify customer business impacts and critical decision-making events or deadlines.

• Manage multi-threaded deals involving stakeholders from IT, security, finance, and budget sectors.

• Provide champions with well-crafted business cases for decision-makers.

• Rigorously qualify leads and establish realistic customer expectations.

• Safeguard deal value by negotiating concessions in exchange for commitments such as contract duration or agent minimums.

• Assist IT, security, and procurement stakeholders with on-premise and hybrid deployment processes.

• Collaborate with Customer Success Managers on upgrades and cross-selling initiatives across different departments.

• Maintain deal agendas, summaries, prompt follow-ups, and up-to-date records in HubSpot.

• Monitor use cases, timelines, success metrics, risks, and forecasts.

• Develop a deep understanding of the help desk, ITSM, and self-hosted software markets.

• Convey market insights to product and marketing teams.

⛳️ Requirements

• 2 to 4+ years of experience as a quota-carrying Account Executive successfully closing deals in the $5K to $30K range with sales cycles of 30 to 90 days.

• Proven track record of achieving sales quotas.

• Demonstrated ability to create pipeline independently, not solely relying on meetings arranged by others.

• Examples of successfully closing deals by engaging multiple stakeholders and empowering champions.

• Comfort in selling to technical buyers, including IT, security, infrastructure, and procurement professionals.

• Experience in land-and-expand selling strategies, including cross-selling to new departments, while collaborating closely with Customer Success or Account Management.

• Consultative approach centered on addressing customer challenges, business impacts, and timelines.

• Proficiency in CRM systems, forecasting, and qualification frameworks like BANT, SPICED, or MEDDPICC.

• Experience in selling help desk, ITSM, customer service, or other self-hosted/hybrid software (preferred).

• Familiarity with public-sector or regulated buyers (preferred).

• Practical experience using HubSpot (preferred).

🏝️ Benefits

• Target variable compensation of $100K.

• Support during the ramp-up phase as you establish your pipeline.

• Gradual increase in quota requirements.

• Earn commission on every deal you finalize.

• Monthly activity bonuses aligned with goals established with your manager.

• Commission available for both New Business and Expansion deals.

• Comprehensive health benefits.

• Retirement plan options.

• Paid Time Off (PTO).

• Equipment provided for work purposes.