The Account Executive is responsible for generating new recurring revenue by acquiring mid-market clients and expanding the company’s footprint with new logos. This role focuses on developing new client relationships, identifying strategic opportunities, and leading consultative sales engagements that position the organization as a trusted technology partner.

The Account Executive manages the full sales lifecycle—from prospecting and discovery through solution design, proposal development, negotiation, and contract execution. Working closely with marketing, sales engineering, and service delivery teams, this role develops tailored managed services, cybersecurity, and cloud solutions that address client business challenges and deliver long-term value.

In addition to new business development, the Account Executive will own a small number of strategic client relationships with high growth potential, partnering with account management and delivery teams to identify expansion opportunities and drive additional revenue within those organizations.

Success in this role is measured by new client acquisition, recurring revenue growth, strong pipeline development, and the ability to close complex multi-stakeholder sales opportunities.

Essential Functions

• Identify, develop, and close new business opportunities within mid-market organizations (typically 50–500 employees)

• Build and maintain a consistent pipeline of qualified opportunities through networking, referrals, industry events, and outbound prospecting

• Lead structured discovery conversations to understand client business objectives, operational challenges, and technology needs

• Collaborate with sales engineering and delivery teams to develop tailored managed services, cybersecurity, and cloud solutions

• Present solutions and business cases that clearly demonstrate the operational and financial value of managed IT services

• Lead complex sales cycles involving executive stakeholders, IT leadership, and financial decision-makers

• Structure and negotiate multi-year managed services agreements and other technology services contracts

• Own and develop 1–2 strategic client relationships with high growth potential, driving expansion opportunities in collaboration with account management teams

• Coordinate internal resources across engineering, service delivery, revenue operations, and leadership throughout the sales cycle

• Maintain accurate CRM pipeline data and provide reliable revenue forecasting

• Participate in pipeline reviews, deal strategy sessions, and ongoing sales planning

• Represent the company at industry events and build strategic relationships with vendors, consultants, and referral partners

• Demonstrated success generating new business in a B2B technology sales environment

• Experience leading consultative sales engagements with multiple stakeholders and complex decision processes

• Strong ability to conduct business discovery and translate client challenges into technology solutions

• Proven ability to manage full sales lifecycle including prospecting, qualification, proposal development, negotiation, and closing

• Ability to communicate complex technical solutions in clear business terms

• Strong collaboration skills with sales engineering, delivery teams, and internal stakeholders

• Experience maintaining CRM pipeline discipline and providing accurate revenue forecasts

• Strong written and verbal communication skills with ability to engage executive-level decision makers

Preferred Qualifications

• Experience selling managed IT services, cybersecurity services, or cloud solutions

• Familiarity with cybersecurity frameworks, cloud platforms, and infrastructure modernization initiatives

• Experience selling into industries such as manufacturing, healthcare, financial services, or professional services

• Experience selling within MSP, IT services, or technology consulting environments