Account Executive

Industry Analysts, Inc.; Milwaukee (WI); Hybrid; USD 100,000 - 140,000; Full time

Benefits offered by this job

PTO & holidays

401(k) plan

Health insurance

Professional development

Job summary

Impact is seeking an Account Executive to own the full cycle of net-new B2B sales, from discovery to closing, in a growth-oriented environment. You will identify opportunities, build credibility with decision-makers, and drive revenue outcomes for mid-market clients.

You will partner with SDRs and delivery teams, translate complex technology into measurable business value, and manage a robust pipeline with accurate forecasting.

Qualifications

• Relevant background in managed services, IT, cybersecurity, cloud, or other complex B2B technology environments preferred.
• Ability to own full net-new sales cycle from target-account planning to discovery, negotiation and closing.
• Proven ability to create and convert pipeline with activity translating into qualified opportunities and revenue.
• Demonstrated ability to move opportunities to a decision, manage momentum and navigate objections.

Responsibilities

• Identify, pursue, advance, and close net-new business opportunities within an assigned territory.
• Collaborate with SDRs and self-source opportunities through outreach and events.
• Conduct discovery to surface business pain, risk, inefficiency, and growth constraints.
• Translate technical capabilities into business outcomes for executives and IT leaders.
• Build consensus across buying groups and move deals toward a decision.
• Coordinate with consultants, engineers, and delivery teams to shape valuable solutions.
• Maintain CRM activity, forecast, and communicate deal health and next steps.

Skills

Sales prospecting

CRM proficiency

Stakeholder communication

Consultative selling

Forecasting & pipeline management

Tools

CRM (Salesforce)

Job description

Impact exists because a small group of industry leaders believed companies in our space were doing it wrong. Many prioritized margins while the people doing the work and the clients relying on it became an afterthought. Impact was built differently: invest in great people, trust them to do great work, and deliver the kind of service clients remember. That approach helped us grow from a small office technology company into a national managed services provider, while remaining privately owned and people-first.

What makes Impact special is that growth has never come at the expense of the values that got us here. We continue to reinvest in our people, our capabilities, and the opportunities ahead so employees can grow alongside the business. We’ve built something special, but we’re far from finished. The people who join Impact now will help define what comes next.

Job Overview

The Impact Account Executive owns the full scope of net-new B2B sales: creating pipeline, leading consultative discovery, building credibility with decision‑makers, and closing business tied to meaningful customer outcomes. This is a revenue‑producing role. Hunting activity and pipeline creation are critical leading indicators, but success is ultimately measured by the ability to advance opportunities, win business, and consistently close new deals.

Responsibilities

Identify, pursue, advance, and close net‑new business opportunities within an assigned territory.

Partner with Sales Development Representatives (SDRs) while also self‑sourcing opportunities through targeted outreach, referrals, research, events, and territory activity that convert into qualified pipeline and closed business.

Run discovery that exposes business pain, risk, inefficiency, growth constraints, and operational opportunities

Translate technical capabilities into business outcomes for executives, owners, IT/security leaders, and operational stakeholders

Build consensus across complex buying groups, create urgency, manage objections, and move deals forward to a decision.

Collaborate with consultants, engineers, solution architects, and internal delivery teams to shape realistic, valuable solutions

Manage pipeline, forecast accurately, document activity in CRM, and maintain clear communication with leadership on deal health, risks, next steps, and expected revenue outcomes.

Stay aware of technology, cybersecurity, infrastructure, cloud, AI, and digital transformation trends that matter to mid‑market businesses

Qualifications & Experience

Relevant background in managed services, IT, cybersecurity, cloud, infrastructure, SaaS, digital transformation, business automation, professional services, or another complex B2B technology environment preferred.

Ability to own the full net‑new sales cycle from target‑account planning and prospecting through discovery, proposal, negotiation, and closed business.

Proven ability to create and convert pipeline, with a clear understanding that activity only matters when it produces qualified opportunities and closed revenue.

Demonstrated ability to manage deal momentum, create urgency, navigate objections, and move opportunities to a decision.

Strong consultative sales ability, including uncovering business problems, qualifying urgency, influencing multiple stakeholders, and connecting solutions to measurable value.

Ability to communicate clearly with owners, executives, IT/security leaders, and operational stakeholders while simplifying complex topics into business terms.

Technical curiosity and learning agility to understand Impact’s service model, ask credible questions, and apply coaching quickly.

Process discipline to manage CRM activity, follow‑up, qualification, forecasting, and deal progression with consistency.

What Drives Impact

Behaviors define what our core values look like in action. Leaders are expected to model them; teams are expected to live them:

Innovation: We embrace change because innovation lives outside the comfort zone.

Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.

Honesty: We are fiercely transparent and consistently honest.

Fun: We fuel work with fun, knowing life’s too short for boring.

Low Ego: We champion ideas over titles, because brilliance knows no rank.

One Team: We win as a team, we lose as a team, we are one team.

Compensation

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skillset, experience and training, licensures and/or certifications, and other organizational needs.

Impact may offer applicable incentive compensation plans depending on role and/or department.

Full compensation details can and will be discussed with an Impact Talent Acquisition team member at the start of the interview process.

Benefits We Take Pride In

5-year Tiffany & Co. Gift Card or Custom Menswear, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards

Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave

Development and growth opportunities with on‑going training & continued education reimbursement

401(K) & retirement plans with complimentary financial advisory services

Comprehensive health, disability, life, dental, and vision plans

Work Authorization & Immigration Sponsorship

Candidates must be authorized to work in the United States at the time of application. Immigration sponsorship may be considered in select cases based on business need, cost, workforce planning, and applicable government requirements. Impact does not guarantee sponsorship for any visa category and may decline certain petitions based on associated costs or regulatory requirements.

Certain positions within Impact may involve access to information, technology, software, or technical data that is subject to U.S. export control laws and regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR). Where required by applicable law based on the nature of the role, individuals in such positions must qualify as a “U.S. Person,” as defined by law, or otherwise be eligible to obtain any required government authorizations.

Scholarships for Veterans and their Families

BTA Disaster Grant Donation

BTA established the association’s Disaster Grant Program in 1992 to provide emergency financial support to BTA dealer members who have suffered a loss due to a natural disaster.