New Business Account Executive, SLED

About This RoleAI processing…

Key Responsibilities

• 1
  Own the full new logo acquisition cycle
• 2
  Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation
• 3
  Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities
• 4
  Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels
• 5
  Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees
• 6
  Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy
• 7
  Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
• 8
  Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
• 9
  Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
• 10
  Exceed quotas while maintaining high activity levels and pipeline velocity metrics

Requirements

• Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition
• Proven track record as a top performer with success in closing new logos
• Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts
• Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
• Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders
• Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)
• Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win
• Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback
• Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

Perks & Benefits