Account Executive

John R White Company, Inc.; Birmingham (AL); On-site; USD 80,000 - 140,000; Full time

Job summary

John R White Company, Inc. is seeking an Account Executive to own and grow strategic customer accounts by building executive-level relationships and leading complex initiatives.

The AE will operate as a trusted advisor to senior customer stakeholders, leveraging JRW’s full capabilities to deliver measurable business value and drive sustained revenue growth. The AE will collaborate with an area Business Development Executive for prospecting and new account development, travel ~30-50% to manage

Qualifications

• 5–10+ years in strategic sales or account executive roles.
• Proven success engaging C-suite and senior executives.
• Strong consultative selling and business acumen.
• Experience leading complex, multi-stakeholder initiatives.
• Excellent presentation and executive communication skills.
• Strong CRM discipline and advanced technological acumen including Microsoft 365/Google Workspace, and executive presentation tools.
• Travel: ~30-50%.

Responsibilities

• Own commercial responsibility for a portfolio of strategic, high-impact accounts.
• Develop and maintain Business Reviews (BRs) and Capability Presentations for executive stakeholders and prospective customers.
• Work directly with our Technology Services team to support consultative selling, complex projects, pilots, and value realization.
• Identify, structure, and advance complex multi-project account strategies with cross-functional teams to ensure alignment with customer goals.
• Define and own revenue, margin, and growth performance for strategic accounts.
• Build and maintain senior executive relationships, ensuring all activity aligns to long-term account strategy and JRW growth objectives.
• Maintain accurate account plans, executive maps, and opportunities in JRW CRM software.
• Anticipate risk, manage escalations, and protect key relationships.
• Work with area Business Development Executive to identify and target key prospects in the territory.

Skills

Strategic selling

Executive communication

CRM discipline

Business acumen

Cross-functional leadership

Tools

CRM software

Microsoft 365

Google Workspace

Executive presentation tools

Job description

Description

We are looking for an Account Executive to join our team! The AE will own and grow strategic customer accounts by building executive-level relationships, leading complex initiatives, and driving sustained revenue growth. The Account Executive operates as a trusted advisor to senior customer stakeholders, leveraging JRW’s full capabilities to deliver measurable business value. The AE will work with an area Business Development Executive for prospecting and new account development.

Description

We are looking for an Account Executive to join our team! The AE will own and grow strategic customer accounts by building executive-level relationships, leading complex initiatives, and driving sustained revenue growth. The Account Executive operates as a trusted advisor to senior customer stakeholders, leveraging JRW’s full capabilities to deliver measurable business value. The AE will work with an area Business Development Executive for prospecting and new account development.

Responsibilities

• Own commercial responsibility for a portfolio of strategic, high-impact accounts.
• Develop and maintain Business Reviews (BRs) and Capability Presentations for executive stakeholders and prospective customers.
• Work directly with our Technology Services team to support consultative selling, complex projects, pilots, and value realization.
• Identify, structure, and advance complex multi-project account strategies with cross-functional teams to ensure alignment with customer goals.
• Define and own revenue, margin, and growth performance for strategic accounts.
• Build and maintain senior executive relationships, ensuring all activity aligns to long-term account strategy and JRW growth objectives.
• Maintain accurate account plans, executive maps, and opportunities in JRW CRM software.
• Anticipate risk, manage escalations, and protect key relationships.
• Work with area Business Development Executive to identify and target key prospects in the territory.

Requirements

Key Outcomes and KPIs

• Strategic account revenue and margin growth with strong executive sponsorship and long-term partnerships.
• Expanded penetration of JRW capabilities and Technology Services through consistent delivery of high-impact projects.
• Strategic account revenue and margin growth.
• Net revenue retention and expansion.
• Activity goals including: Total sales visits within territory, BR and Capability Presentation number and quality, and project pipeline value and conversion.
• Technology Services engagement and revenue influence.

Experience & Education

• 5–10+ years in strategic sales or account executive roles.
• Proven success engaging C-suite and senior executives.
• Strong consultative selling and business acumen.
• Experience leading complex, multi-stakeholder initiatives.
• Excellent presentation and executive communication skills.
• Strong CRM discipline and advanced technological acumen including Microsoft 365/Google Workspace, and executive presentation tools.
• Travel: ~30-50%.