ACCOUNT SALES EXECUTIVE JOB DESCRIPTION

A quota miss in enterprise technology is rarely about the product. It usually traces to a single gap: nobody owned the account deeply enough to translate a C-suite challenge into a solution the customer was willing to fund. Account Sales Executives fill that gap. They hold named books of business across large enterprise accounts, owning both net-new pipeline and renewal revenue within markets that include AEC, manufacturing, energy, and SaaS infrastructure. What makes the role difficult is the dual mandate: hunting new logos while protecting existing revenue - often across indirect channel relationships and multi-stakeholder deal cycles simultaneously.

As the Account Sales Executive, you will own a portfolio of enterprise accounts and drive quota attainment through new business generation, renewal ownership, and C-level relationship development within high-tech and software markets. The role operates within a structured territory program and collaborates closely with channel partners, inside sales teams, and field sales to move opportunities through complex, multi-stage deal cycles.

Career Impact: Sustained quota attainment in enterprise software or SaaS markets, particularly across direct and indirect channels, signals deal complexity that accelerates a seller's path toward Senior Account Executive or Strategic Accounts roles.

Business Impact: The accounts this role manages carry quarterly and annual revenue targets that feed directly into regional attainment; a well-run portfolio sustains renewal rates and expands the customer base into adjacent product lines.

Growth Opportunity: Managing both on-premise and SaaS or hybrid deal structures builds the commercial range to pursue larger strategic accounts or move into sales leadership with a credible track record across delivery models.

• Own new business generation within assigned accounts by identifying expansion opportunities and converting prospects to customers.
• Manage the full sales cycle from initial prospecting through post-sale support, ensuring consistent pipeline progression.
• Develop account-level business plans for each assigned account to guide quarterly and annual revenue strategy.
• Negotiate enterprise agreements at C-level, including proposals, business terms, and contract closure.
• Partner with channel and reseller partners to extend market reach and improve win rates on selective opportunities.
• Deliver accurate weekly and quarterly revenue forecasts to sales leadership to support territory planning.
• Translate customer business challenges into differentiated value propositions aligned to the product portfolio.
• Collaborate with inside sales and field sales counterparts to coordinate account coverage and escalate complex opportunities.

Because hiring teams weigh multi-stage pipeline ownership heavily, how these duties read on a resume shows them the deal complexity employers expect.

• Bachelor's degree in Business, Technology, or a related field, or equivalent work experience.
• 5 or more years of quota-carrying sales experience, with a track record of attainment in enterprise or mid-market accounts.
• Demonstrated ability to manage complex, multi-stakeholder deal cycles, including legal, procurement, and C-suite engagement.
• Experience selling through both direct and indirect channel models, including resellers or technology partners.
• Familiarity with SaaS, on-premise, and hybrid software delivery models and how each affects the customer buying process.
• Strong forecasting discipline with the ability to maintain pipeline accuracy across weekly, monthly, and quarterly cadences.
• Excellent written and verbal communication skills, including the ability to present value propositions to executive audiences.

More postings now expect multi-stakeholder deal experience, and the qualification bar for this role shows how that standard has moved.

• Domain knowledge in Architecture, Engineering, Construction, Manufacturing, or Energy/Oil and Gas verticals.
• Experience responding to formal RFPs or RFIs and contributing to solution design documentation in a team environment.
• Prior exposure to channel partner management or co-selling motions within a named-account territory model.
• Familiarity with identity management, data center infrastructure, or enterprise security concepts in a sales context.

• Quarterly quota attainment rate, measuring performance against assigned revenue and margin targets.
• Pipeline coverage ratio, reflecting the multiple of qualified opportunities relative to the quarterly target.
• Renewal rate across managed accounts, indicating retention health within the assigned book of business.
• Average deal cycle length, tracking efficiency from first qualified conversation to closed-won.
• New logo count per quarter, measuring net-new customer acquisition within the assigned territory.
• Typical tools: CRM platforms (commonly Salesforce); sales intelligence tools (commonly LinkedIn Sales Navigator).

Pipeline coverage ratio and quota attainment vary by territory, and salary benchmarks and career progression map the earning range tied to each level.

• Base Salary Range: $85,000 to $120,000 annually, depending on territory and experience.
• Bonus: Variable commission plan; on-target earnings typically 50% to 100% above base.
• Equity: Occasionally offered at larger tech employers; less common at mid-market firms.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company size.
• PTO: 15 to 20 days annually; some employers offer flexible or unlimited PTO.
• Common Perks: Home office stipend, mileage or car allowance, sales incentive travel programs.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Work authorization in the United States is required for this position. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the application and employment process upon request. Final offers are contingent on the successful completion of a background check.

Match Salesforce CRM work to a resume that earns a first interview.

Sustained budget attainment and profitability within the ASOS account depend on the Account Sales Executive, who shapes seasonal apparel assortments, GTM plans, and long-term customer relationships as the Sportstyle Apparel category expert for PUMA. Based within a cross-functional PUMA environment, this role serves as the primary interface with ASOS buyers across product presentations, marketing meetings, and sales performance analysis.

Accountabilities

• Achieve set annual sales targets.
• Serve as the Sportstyle Apparel category expert for the ASOS account.
• Interface with buyers through product presentations and marketing meetings.
• Develop strong long-term customer relationships.
• Deliver high-quality forecasting to ensure budgets and profitability are achieved.
• Identify target consumers and build seasonal apparel assortments and GTM plans.
• Analyse sales and margin performance versus target and take action to remedy challenges.
• Actively engage across all PUMA functions to ensure cross-functional alignment.
• Promote and positively develop PUMA's image while operating within company policies.

Experience & Qualifications

• Advanced knowledge of global fashion brands, current apparel trends, and direct competition apparel products.
• Understanding of the UK, EU, and US sports markets.
• Experience managing strategic key accounts with multiple doors or e-commerce platforms.
• Skilled at creating long-term strategies and GTM plans in partnership with accounts.
• Proficient in Microsoft Office, with a high standard in PowerPoint and Excel.
• Able to consistently create and deliver inspiring presentations tailored to the audience.
• Solution-based mindset with the ability to make quick decisions and create projects that drive incremental growth.
• Proactive, high-energy, and determined approach.

As the Account Sales Executive, this role leads territory development across the specification community through product presentations, demonstrations, and project-level engagement with contractors, architects, engineers, and channel partners. The sales team relies on this work to convert prospects into customers, maintain CRM-tracked pipeline health, and deliver competitive market intelligence that informs pricing strategy for waterproofing and roofing product lines.

Key Deliverables

• Develop territory through product presentations, demonstrations, and decision tree-based specifications and scopes of work.
• Build and maintain strong relationships with contractors, architects, engineers, distributors, and channel partners.
• Manage independent sales reps, distributors, and channel partners in the assigned region.
• Convert prospects and leads into customers through strong negotiating and closing skills.
• Meet with clients to develop project designs and follow up with business contacts on potential projects.
• Maintain business pipeline through CRM and KPI reporting, including visits, presentations, contacts, and sample requests.
• Assist with market research for new product development and evaluation of new product prototypes and fire testing requirements.
• Provide competitive market intelligence to support management in setting and managing product pricing.

Background & Experience

• 6-8 years of sales and technical experience in building materials with significant participation in the specification community.
• Strong customer service skills with established relationships in the local architectural and construction community.
• Technical sales professional with strong product orientation and persuasive approach.
• Effective at setting and achieving monthly, quarterly, and annual sales targets and quotas.
• Proficient in CRM and KPI reporting tools.
• Independent, competitive, and self-motivated with strong business acumen for territory and product line management.

The Territory Account Sales Executive owns a quota-carrying book of business across key accounts, driving new business generation and renewals through up-selling, cross-selling, and C-level deal negotiation within Autodesk's Construction Midmarket Program. Reporting to a Territory Sales Leader and collaborating with Inside Sales, Channel Partners, and Field Sales, this role fuels pipeline growth and revenue attainment across the Western Region.

Key Responsibilities

• Generate new business by expanding existing accounts creatively.
• Own renewals proactively in key accounts.
• Evaluate and prepare business plans for each assigned account.
• Develop relationships with key executives and translate customer challenges into unique business value.
• Ensure the team delivers business value, builds account plans, and grows the opportunity pipeline.
• Manage accounts through the entire sales process, from prospecting to post-sales support.
• Deliver accurate weekly, monthly, and quarterly business forecasts.
• Partner with channel partners to drive new revenue and expand relationships.
• Negotiate deals and contracts at the C-level and enterprise level.
• Sell complex service engagements and seek alternative solutions where necessary.

Required Qualifications

• Bachelor's degree or equivalent.
• 8+ years of consistent quota attainment with on-premise, SaaS, or hybrid models.
• Experience with direct and indirect selling channels.
• Knowledge of Architecture, Engineering, Construction, or Manufacturing industries.
• Enterprise technology software sales experience.
• Passion for disruptive technology.
• Strong team selling and leadership skills.
• Highly driven, determined, and business-oriented.
• Able to serve as a trusted adviser and identify win/win situations for customers.

Embedded within Lenovo's Infrastructure Solutions Group, the Global Accounts Sales Executive develops short and long-term strategies for market share growth and data center portfolio revenue across current and future Global accounts in the Energy/Oil and Gas vertical. Working closely with executive sponsors, partner networks, and interlocking Lenovo teams, this role advances trusted advisor status and drives holistic Data Transformation outcomes for large enterprise clients.

Core Functions

• Meet or exceed quarterly revenue and margin quotas.
• Manage the full sales cycle from quotation to closure.
• Advocate for client needs during the sales cycle and in addressing delivery issues.
• Build professional relationships with clients up to C-level.
• Leverage executive sponsors and Lenovo resources to strengthen client relationships and credibility.
• Build and orchestrate sales pipeline, nurturing deals and moving opportunities to close.
• Represent the entire Lenovo portfolio of products and services.
• Engage partners effectively to improve win rates and delivery of selective deals.

Qualifications & Experience

• 2+ years of proven track record in strategic selling to large enterprise accounts in a high-tech industry.
• Enterprise and infrastructure industry experience.
• Experience in a hunting and acquisition sales role.
• Proven success in selling to C-level executives across multiple complex engagements.
• Strong interpersonal and communication skills, with the ability to manage multiple complex sales engagements concurrently.
• Entrepreneurial, imaginative, and passionate approach to business.
• Strong team player and self-motivated with a drive for success.

Reporting to the sales leadership team, the Enterprise Account Sales Executive leads new business development across the largest global organizations, conducting technical discovery calls and managing full sales cycles through Salesforce CRM. Partnering with Sales, Customer Success, and Product teams, this role shapes pipeline growth and revenue outcomes within the security and identity management space.

Primary Duties

• Conduct discovery calls and demos to develop relationships with potential customers and contribute to the sales pipeline.
• Conduct technical discovery calls, leveraging relationships with development teams to educate customers and drive sales opportunities.
• Manage, track, and drive all stages of the sales process and forecasting using Salesforce CRM.
• Prepare proposals, respond to RFIs, and negotiate business terms to close sales.
• Proactively report on potential customer needs and gather feedback to help the product team improve and prioritize.
• Develop strategies to maximize success and collaborate with Sales, Customer Success, and Product teams.

Skills & Qualifications

• 5+ years in sales with 2+ years in enterprise sales, preferably in security or IT.
• Strong experience managing and closing complex deal cycles across multiple stakeholders, including legal and procurement.
• Familiarity with SCIM, AD, CLI, SSO, and SaaS.
• Personal experience with 1Password or another password manager is a bonus.
• Experience using Salesforce, LinkedIn Sales Navigator, and other sales tools.
• Strong business acumen with the ability to drive business goals and OKRs.
• Hunter mentality with a passion for building outbound account strategies and acquiring new logos.
• Background in customer-centric selling preferred.
• Excellent communication skills across email, chat, phone, and video, including translating technical concepts for non-technical audiences.
• Excellent organizational, time management, and accurate forecasting skills.

Sitting at the intersection of digital marketing and home services, the New Account Sales Executive builds new business relationships with small to mid-sized businesses by identifying client needs and aligning Blue Corona's products and services to drive revenue. Operating across cold outreach, pipeline development, and sales presentations, this role enables the VP of Sales to meet team revenue targets through consistent monthly quota attainment.

Duties

• Meet assigned monthly sales quotas consistently.
• Identify, connect with, and close new opportunities through a defined market strategy.
• Develop new business by identifying client needs and selling aligned products and services.
• Build and maintain relationships with internal teams to identify opportunities.
• Develop and demonstrate expert knowledge of Blue Corona's product and service offerings.
• Stay current with evolving digital marketing trends and follow best practices on pipeline development, needs discovery, and sales presentations.
• Engage with potential clients via phone and email.
• Communicate accurate revenue forecasts and market intelligence to management.

Education & Experience

• Bachelor's degree in Sales, Marketing, or Business preferred, or equivalent experience in digital marketing.
• Minimum 2 years of outside sales experience.
• Prior digital marketing sales experience.
• Knowledge of the competitive digital marketing landscape for business development and sales analysis.
• Experience prospecting via cold calling, networking, and social media.
• Experience with Salesforce; MS Office proficiency required.
• Highly motivated and self-starting with initiative and drive to succeed.
• Strong verbal, written, and presentation skills with networking and community involvement abilities.
• Strong time management, follow-up, and organizational skills with attention to detail.

A key member of the SBS sales organization, the Major Account Sales Executive delivers against revenue and gross profit expectations by integrating solutions across all business lines within selected large accounts. Collaborating across a team-based environment with C-level contacts, including Presidents, CFOs, and HR Directors, this role grows market share through solution-led account development and post-sale implementation coordination.

Functions

• Prospect and develop relationships with C-level executives, including Presidents, CFOs, and HR Directors.
• Supply product information, conduct business analyses, and develop proposals and value propositions that exceed customer requirements.
• Organize and implement post-sale delivery and implementation of SBS solutions at customer locations.
• Proactively develop new contacts, review leads, and deliver proposals as prescribed by sales management.
• Meet or exceed revenue and gross profit expectations.
• Plan and consult within a team-based environment to coordinate activity.
• Promote products and represent the company at off-site customer meetings.
• Maintain records of all account activity within the sales database.

Professional Experience

• 4-year college degree or equivalent experience in a related field.
• 3-5 years of B2B sales experience, including 2 years of industry selling experience.
• Experience working with C-level decision makers.
• Experience in a dealer or distributor sales environment.
• Good knowledge of sales, service, and administrative functions with broad knowledge of organizational policies, products, and services.
• Proficient in MS Office.
• Excellent written and oral communication skills.

Senior Account Sales Executive builds and manages a multi-year pipeline of sales opportunities by designing learning solutions, leading RFP responses, and developing strategic business plans to achieve territory quotas across major corporations and Federal, State, and Local Government clients. The work directly supports enterprise solution selling outcomes by partnering with internal resources to deliver compelling proposals across training, IT, and consulting services.

Strategic Responsibilities

• Develop and cultivate sales opportunities within new and existing clients through virtual and face-to-face communications.
• Manage a robust client portfolio to develop tactical and strategic relationships.
• Expand client service offerings within existing accounts by leveraging a diverse product portfolio and learning services.
• Identify client needs and design learning solutions to meet client performance expectations.
• Develop and update a monthly strategic business plan to achieve the territory quota.
• Partner with internal resources to develop winning proposals and deliver compelling presentations.
• Actively participate in RFP responses, including solution design, writing, and team collaboration.
• Use LinkedIn Sales Navigator, GovWin, and Gov/Spend to prospect for new opportunities, RFPs, and contracts.
• Build and maintain an accurate multi-year pipeline of sales opportunities.
• Participate routinely in networking events to broaden market presence and subject matter expertise.
• Document all sales activity and customer contacts within the CRM database.

Required Qualifications

• Bachelor's degree required; advanced degree or equivalent experience preferred.
• 5-10 years of sales experience in a complex business environment, with emphasis on selling training or intangible services to major corporations or Federal, State, and Local Governments.
• Proven track record of enterprise solution selling and exceeding sales quotas.
• Prior experience in education, IT training, government, or consulting services.
• Prior experience interacting with C-level decision makers.
• Knowledge of marketing needs, competition, and latest industry trends.
• Proficient in Salesforce, LinkedIn Sales Navigator, MS Word, Excel, PowerPoint, and Outlook.
• Strong written, verbal, and presentation skills with strong conceptual and analytical abilities.
• Customer-centered selling skills with strong business acumen and sound business judgment.
• Independent, self-driven, well-organized, and works well under pressure.
• Team player with the ability to inspire confidence in self, product, and company.