Account Executive

About the Role
  
A technology company is seeking an experienced Account Executive to manage mid-market and enterprise-level clients. In this individual contributor role, you will oversee the full sales cycle within a designated territory that includes major public infrastructure agencies as well as medium to large construction firms.
As one of the early members of a growing team, you will play a meaningful role in shaping the organization’s long-term success. The position offers remote work flexibility with travel within the United States as required.
  
Key Responsibilities

• Engage with senior leaders, such as C-suite executives, construction and development heads, and project management teams, through proactive outbound outreach.
• Evaluate revenue opportunities within the assigned region and develop a clear territory plan and execution strategy.
• Collaborate with Sales Development Representatives to manage early-stage leads and improve conversion rates from initial qualification to active opportunities.
• Lead top-of-funnel efforts, including cold outreach with the business development team, coordinating targeted email campaigns, and participating in relevant industry events.
• Maintain a robust and well-balanced sales pipeline (3–5× quota) across target accounts, active prospects, and qualified opportunities.
• Partner with local resellers and channel organizations to expand market reach and support solution adoption.
• Use a consultative approach to understand prospect needs and recommend appropriate solutions.
• Deliver persuasive sales presentations that clearly communicate the company’s value proposition.
• Build and manage strategic account plans for high-priority customers.
• Develop and present ROI analyses demonstrating the financial benefits of the proposed solutions.
• Formulate effective competitive strategies in a rapidly evolving and highly contested market.
• Fully manage responses to RFPs, RFIs, and other formal prospect inquiries.
• Collaborate with internal teams, product, operations, leadership, and engineering to address customer challenges and support a team-selling approach.
• Provide accurate sales forecasts to leadership.
• Log all sales activities and updates comprehensively in the CRM system.

Requirements

• 5–10 years of experience selling B2B SaaS solutions, with a solid grasp of SaaS sales cycles, metrics, and performance drivers.
• Strong familiarity with the construction technology or broader construction industry.
• Demonstrated expertise in value-based selling, consistently outperforming competitors in crowded markets.
• Successful history closing deals in the mid–five- to low–six-figure range, with typical sales cycles of 2–6 months.
• Comfortable using data and KPIs to guide decisions and measure performance.
• Thrives in entrepreneurial, fast-evolving environments where processes and playbooks are still being established.
• Shows an effective mix of persistence and patience throughout complex sales cycles.
• Able to collaborate with cross-functional teams when needed.
• Proven hunter mentality, consistently exceeding quota and ranking among top performers.
• Trained in one or more value-driven sales methodologies.
• Skilled at running polished, persuasive, and professional virtual meetings.
• Excellent written, verbal, and interpersonal communication abilities.
• Willingness to travel as required.
• Strong working knowledge of major CRM and sales tools (e.g., LinkedIn, HubSpot, ZoomInfo, Zoho, SalesLoft).