Account Executive - New Business Acquisition (Distribution Market)

What You’ll Do:

• New Business Acquisition: Identify, engage, and convert new logo opportunities within the Distribution market
• Prospecting: Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers
• Full-Cycle Sales: Manage SaaS sales opportunities from qualification through close
• Product Demonstrations: Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups
• Consultative Selling: Conduct deep discovery to identify customer pain points, align solutions to business objectives, and build ROI-based value propositions
• Sales Methodology: Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy
• Opportunity Strategy: Develop and execute opportunity strategies that balance customer outcomes with business goals
• Negotiation: Negotiate contract terms that establish long-term, mutually beneficial partnerships
• Pipeline Development: Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage
• Team Collaboration: Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging
• Customer Handoff: Ensure seamless handoffs to Customer Success for onboarding and adoption
• Pipeline Management: Maintain high CRM hygiene and data accuracy in HubSpot and deliver consistent, data-driven forecasting

What You Bring:

• 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota
• Demonstrated success in new business acquisition within Distribution mid-market customers ($100K+ ARR typical deal size)
• Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates
• Proven ability to engage and influence multiple stakeholders, including senior decision-makers in Pricing, Sales, and Finance
• Exceptional communication, presentation, and negotiation skills
• CRM proficiency (HubSpot preferred)
• Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment

What Will Help You Stand Out:

• Experience selling into Distribution
• Experience selling multi-threaded $100K+ SaaS, especially Profit Optimization
• Demonstrated success working cross-functionally with SDRs, Sales Leadership, and Marketing to optimize GTM execution
• Background in new logo acquisition within Distribution

This is a fully remote role; all candidates must be based in the US.