Account Executive – New Logo, East Coast

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

📋 Description

• Acquire new business for BrandTV within a global marketplace.

• Identify, qualify, advance, and finalize new enterprise opportunities.

• Collaborate with the New Logo Hunter / BDR and Sales Director to convert targeted accounts into qualified opportunities and signed clients.

• Take charge of the sales process from qualified opportunity to closing, which includes discovery, stakeholder mapping, consultative selling, demonstrations, proposals, commercial negotiation, and contract finalization.

• Establish trusted relationships with senior decision-makers and effectively communicate the value of BrandTV's platform, production, creative, and content ecosystem.

• Act as the commercial lead during the initial 6–12-month onboarding/transition period following a successful close.

• Work alongside the Account Director and Customer Success Manager to ensure a smooth transition and lay the groundwork for long-term customer success.

• Convert qualified meetings into clearly defined sales opportunities and keep track of subsequent steps.

• Conduct discovery sessions that address business objectives, communication challenges, current technology, stakeholders, decision-making processes, and commercial drivers.

• Provide customized BrandTV demonstrations tailored to the customer’s use case, buyer persona, vertical, and desired outcomes.

• Cultivate relationships with VP and C-level stakeholders in communications and employee experience sectors.

• Create proposals and business cases that articulate the value of BrandTV across platforms, live experiences, VOD, production, and the creative ecosystem.

• Oversee commercial negotiations, procurement, and internal approvals until closure.

• Ensure accurate opportunity management in HubSpot, encompassing qualification, stakeholders, stages, close dates, next steps, value, and forecasts.

• Develop and maintain a disciplined new-logo pipeline that aligns with commercial targets and sales methodologies.

• Perform market and account research to pinpoint high-fit enterprise accounts, buying triggers, priority personas, and competitive dynamics.

• Collaborate with Solutions, Production, Creative, and other internal teams to create commercially and operationally viable solutions.

• Formulate transition plans for each new customer.

• Contribute to the sharing of sales best practices, development of messaging, handling objections, creating battle cards, and ongoing improvement of the sales process.

• Ensure ongoing renewals and account expansions are transitioned to the existing-business team.

⛳️ Requirements

• Proven success in selling net-new enterprise software, technology, or technology-enabled services.

• Experience managing complex, consultative sales cycles from qualification to contract closing.

• Familiarity with selling to VP and C-level stakeholders and navigating intricate buying committees.

• Strong skills in discovery, consultative selling, presentations, and negotiations.

• Confidence in delivering personalized product and solution demonstrations to various stakeholders and business audiences.

• Demonstrated capability in building pipelines, creating urgency, and advancing opportunities through multi-month sales cycles.

• Excellent commercial judgment and the ability to develop a compelling business case centered on customer outcomes and value.

• Highly organized, disciplined, and precise in CRM and pipeline management.

• Self-driven, resilient, and comfortable operating in a high-accountability new-business environment.

• An entrepreneurial mindset with a readiness to establish a new sales approach, test different strategies, and strive for continuous improvement.

• Strong written and verbal communication skills in English.

• Experience in events, streaming, SaaS, internal communications, employee experience, or a related technology/service sector is preferred.

🏝️ Benefits

• Full-time salaried position.

• Commitment to equal opportunity employment.

• Background checks conducted on final candidates following a formal job offer.

• Consideration of qualified applicants with arrest and conviction records in accordance with applicable law.