Account Executive

John R White Company; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

John R White Company is seeking an Account Executive to own and grow strategic customer accounts by developing executive relationships and leading complex initiatives that drive revenue growth.

You will collaborate with the Business Development Executive to prospect new accounts, work with Technology Services on consultative projects, and maintain accurate CRM data while managing risk and delivering measurable value for senior stakeholders.

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 technology acumen including Microsoft 365/Google Workspace, and executive presentation tools.

Responsibilities

• Own commercial responsibility for a portfolio of strategic, high-impact accounts.
• Develop and maintain 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 sales

Executive communication

CRM discipline

Consultative selling

Tools

Microsoft 365

Google Workspace

CRM software

Job description

Job Type

Full-time

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%.