We are seeking an experienced Account Executive, United States to own full-cycle revenue across new business, platform partnerships, and existing account growth. The role will focus on opening new enterprise and mid-enterprise accounts, and expanding existing client relationships through new workstreams.
The ideal candidate will bring 5–8 years of quota-carrying, full-cycle B2B sales experience in services, solutions, or platforms, with a proven track record of closing six-figure engagements with Director-to-C-level buyers. They should have experience selling through platform ecosystems such as HubSpot, Acquia/Drupal, Salesforce, Contentful, Sitecore, or similar platforms.
This is a consultative, discovery-led sales role focused on selling digital programs and business outcomes rather than SaaS seats or staff augmentation. The Account Executive will work closely with sales, solutions, delivery, marketing, and platform partners to build pipeline, win new logos, and grow strategic accounts
Responsibilities
- Own the full-cycle sales process across new business, platform partnerships, and existing account growth.
- Identify and open new enterprise and mid-enterprise accounts across the US.
- Build targeted sales plays based on ideal customers, buying signals, stakeholders, entry offers, and partner relationships.
- Develop and execute a US territory plan focused on high-fit sectors and accounts.
- Lead consultative, discovery-led sales conversations using audits, working sessions, architecture points of view, and prototypes.
- Engage multiple stakeholders, including business, technology, finance, procurement, and end-user teams, before proposals.
- Build business cases around measurable client outcomes such as revenue, membership, operating costs, and time to launch.
- Run joint discovery, proposals, deal registration, and partner-led sales motions.
- Manage and grow a portfolio of existing US accounts by identifying new workstreams, business units, and service opportunities.
- Build relationships with Director, VP, and C-level stakeholders and maintain account growth plans.
- Conduct executive business reviews and use delivered value to identify expansion opportunities.
- Own proposals, commercial negotiations, forecasting, pipeline management, and deal closure.
- Work closely with Solutions, Engineering, Delivery, Marketing, and Partnerships teams to shape and close opportunities.
- Maintain accurate CRM and partner attribution in HubSpot.
- Generate client references, case studies, referrals, and introductions from successful engagements.
- Travel occasionally for client and partner meetings and industry events.
Requirements
Must-Have Requirements
- 5–8 years of quota-carrying, full-cycle B2B sales experience in services, solutions, or platforms.
- At least 2 years of experience closing own deals.
- Proven track record of closing six-figure engagements with Director-to-C-level buyers.
- Experience selling with or through a platform ecosystem, such as HubSpot, Acquia/Drupal, Salesforce, Contentful, Sitecore, BigCommerce, CommerceTools, Optimizely, WP Engine, AWS, or similar.
- At least one proven example of growing an existing account into a new workstream, business unit, or service line.
- Strong consultative and discovery-led selling skills, with the ability to translate technology into business outcomes.
- Ability to have credible business conversations with both CMO and CTO-level stakeholders.
- Strong written communication skills for creating proposals and points of view.
- Comfortable working remotely across US, India, and European time zones.
Strong Plus
- Experience selling to sports/events, associations, nonprofits, healthcare associations, higher education, certification bodies, or multi-brand manufacturing.
- Experience with post-acquisition companies and consolidation programs.
- Existing relationships with HubSpot, Acquia, or other platform sales teams.
- Experience selling CRM/ERP integration, data programs, or commerce.
- Understanding of how AI is changing discovery, delivery, and the buying process.