Account Executive

USA-Today-Co.; City of Rochester (NY); Hybrid; USD 55,000 - 65,000; Full time

Benefits offered by this job

Competitive base salary + uncapped?

Uncapped commission

401(k) with company match

Career progression

Hybrid work environment

Health, dental & vision benefits

Onboarding and coaching

Job summary

LocaliQ, powered by the USA TODAY Network, is seeking an Account Executive for a territory-based hybrid role around Rochester, NY. You will own the full sales cycle from prospecting to close, engaging clients with data-driven marketing solutions and a consultative approach.

You will work with a post-sales team and utilize a broad set of digital and traditional marketing tools, driving growth and renewals while balancing in-market activity with remote work flexibility.

Qualifications

• 2+ years of B2B sales experience with success in new business development, account growth, or business development roles.
• Ability to run a full-cycle, consultative sales process—from discovery through proposal, negotiation, and close.
• Strong prospecting skills across phone, email, social, networking, and relationship-based outreach.
• Experience using CRM and sales tools with disciplined pipeline management and follow-up.

Responsibilities

• Build a consistent prospecting cadence to develop a strong pipeline.
• Manage and grow a territory by balancing new business, client retention, and account expansion.
• Lead discovery conversations to understand goals, challenges, and growth opportunities.
• Present data-informed marketing proposals connecting strategy, tactics, and budget.
• Own the full sales cycle—from outreach through close—with accurate CRM activity and forecasting.
• Collaborate with internal teams to support client outcomes.
• Maintain post-sale engagement through reporting and optimization.

Skills

B2B sales

Full-cycle sales

Prospecting

CRM experience

Driver's license

Job description

Account Executive

Territory-Based | Hybrid | Client-Facing Market Role

Company: LocaliQ, powered by the USA TODAY Network

Location: This is a hybrid, outside sales role supporting a designated geographic territorysurrounding Rochester, New York. Success in this position requires regular in-market client and prospect engagement. While much of the work is performed remotely (home office) and in the field, periodic attendance at a company office for meetings, training, collaboration, and business activities may be required.

Why This Role Stands Out:

• Competitive base salary with uncapped commission and strong earning potential

• Contests, and recognition programs

• Consultative, full-cycle sales

• Hybrid flexibility with autonomy to manage your schedule and territory

• Strong onboarding, coaching, and sales enablement

• Access to an extensive mix of digital and traditional marketing solutions, enabling consultative, end-to-end strategies tailored to each client’s growth objectives

• Career Development – Clear paths to career advancement, mentor programs, and tools to manage your long-term career.

• Backed by marketing expertise, post-sale specialists, and industry-leading tools

About LocaliQ

AtLocaliQ, the digital marketing division of USA TODAY Co.,we help businesses grow by bringing together advancedmarketing technology, trusted audience reach, and the expertiseto turn it into results. In this role, you’ll work at the intersection ofdigital marketing and one of the most trusted media networksin the country—helping businesses connect with customers across the full marketing funnel.

You’llpartner with clients to understand their goals, build strategies that combineperformance-driven digital solutions with the reach of the USA TODAY Network, and deliver measurable outcomes. This is an opportunity to be part of a team thatdoesn’tjust sell products. We bring together the right mix of solutions to drivereal businessgrowth.

About the Role

Our Integrated Media Specialist – Outside sales role is a consultative, relationship-driven sales position for someone who loves owning the full sales cycle—fromnet-new prospecting throughlong-term account growth—and who thrives in both hunting and managing client relationships

In this role, you willactively hunt fornet-newbusiness, while alsomanaging, growing, and expanding an ongoing book of clients. You’ll create tailored marketing strategies, guide businesses from first conversation through ongoing performance discussions, and continually identify opportunities to deepen partnerships over time. You’ll act as a trusted marketing partner—not a transactional seller—balancing new business development with retention, upsell, and account expansion to drive long-term client value.

Our Account Executive - Integrated Media Specialist role is partnered with a post-sales team that manages campaign performance, optimizes results, and prepares reporting. Additional support resources are available, including the Data and Insights team, Client Strategists, and other product-specific resources.

In your first 90 days, you’ll gain confidence in LocaliQ’s solutions, tools, and sales approach while building meaningful prospecting and discovery habits. By the end of this period, you’ll be owning your territory and sales cycle end-to-end, with the support and coaching needed to set you up for long-term success.

What You Will Do

• Build a consistent prospecting cadence using cold calls, email, social outreach, networking, and in-person or virtual meetings to develop a strong pipeline.

• Manage and growa territoryby balancing new business development, client retention, and account expansion.

• Lead thoughtful discovery conversations to understand business goals, marketing challenges, and growth opportunities.

• Build and present data-informed digital and traditional marketing proposals that connect strategy, tactics, and budget to client goals.

• Own the full sales cycle—from initial outreach through close—while maintaining accurate CRM activity, pipeline management, and forecasting.

• Partner with internal account management, creative, and strategy teams to support strong client outcomes.

• Stay engaged post-sale through reporting, optimization, and performance conversations that support renewals and continued growth.

Qualifications

• 2+ years of B2B sales experience with success in new business development, account growth, or business development roles

• Ability to run a full-cycle, consultative sales process—from discovery through proposal, negotiation, and close.

• Strong prospecting skills across phone, email, social, networking, and relationship-based outreach.

• Experience using CRM and sales tools with disciplined pipeline management and follow-up.

• Comfort learning and discussing digital marketing solutions such as search, social, display, and video (direct experience is a plus, not required).

• Excellent communication skills, business curiosity, and the ability to build credibility with diverse clients and stakeholders, influencing decisions through clear data-driven recommendations.

• Proficiency with CRM, Microsoft Office Suite, and AI tools such as Microsoft Copilot.

• Valid driver’s license and vehicle insurance

Who Thrives Here

High performers in this role are resilient, self-motivated,strategic and creative mindedand competitive, with a strong drive to outperform and continuously take on greater impact. They are coachable and highly self-directed, comfortable initiating outreach, staying organized, asking thoughtful questions, and using data and tools to work efficiently. Energized by real-time results, they handle rejection well andmaintainfull ownership of their performance and trajectory.

Benefits

We believe high performance should be recognized and supported through compensation, development, and real opportunity to grow your skills.

• Competitive base salary + Uncapped commission opportunity

• 401(k) with company match

• Career Progression Opportunities

• Flexibility and autonomy in a hybrid work environment
• High-performance culture with recognition, incentives

• Comprehensive health, dental & vision coverage options and more

• Unlimited MTO time off, including paid holidays

• Structured onboarding to get you ramped fast

• Ongoing coaching from experienced leaders

• Access to industry-leading tools, resources, and marketingexpertise

Step into a territory where you can own the full sales cycle, bring smart marketing solutions to the table, and be recognized for the results you deliver. If you’re ready to grow your career and be part of a high-performing team, we encourage you to apply.

The annualized base salary for this role will range between $$55,000 - $65,000. Base compensation is reflective of many factors, including, but not limited to, the market in which one lives/works, individual education level, skills, certifications and experience. Note: variable compensation is not reflected in these figures and based on the role, may be applicable.

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