Account Executive

Advantive; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

Advantive Account Executive drives new revenue by relentlessly prospecting and qualifying opportunities, then closing them through a disciplined sales process. You’ll own your territory's pipeline—from lead generation to signed deals against quotas.

The role demands a hunter mentality: outbound prospecting, sharp qualification (BANT/MEDDIC), and strong deal management for multi-stakeholder cycles. Build relationships at all levels and maintain CRM hygiene (Salesforce) to track stage and forecast.

Qualifications

• Hunter mentality with relentless prospecting.
• Ability to qualify leads with BANT/MEDDIC.
• Experience managing multi-stakeholder sales cycles.
• Strong CRM discipline with Salesforce.

Responsibilities

• Own full-cycle sales: prospect, qualify, negotiate, close.
• Prospect into target accounts daily via calls, emails, social.
• Qualify inbound and BDR leads to prioritize high-value deals.
• Research accounts and identify key decision-makers.
• Coordinate internal resources and drive towards signature.
• Maintain a territory business plan and enable pipeline cadence.

Skills

Outbound prospecting

Qualified leads

Deal management

CRM (Salesforce)

Territory planning

Relationship building

Negotiation

Tools

Salesforce

Job description

Account Executive

As an Account Executive, you'll report to the Manager, Sales. Your core mission is to drive new revenue by relentlessly prospecting and qualifying opportunities, then managing them through a disciplined sales process to close. You'll own your territory's pipeline — from generating and qualifying leads yourself, to working leads passed from marketing and the BDR team — and you'll be measured on your ability to convert that pipeline into signed business against monthly and quarterly quotas.

This role demands a hunter's mentality: heavy outbound prospecting, sharp qualification instincts (so you're spending time on deals that can actually close), and strong deal management skills to keep multi-stakeholder sales cycles moving. You'll build relationships at every level of a prospective customer's organization, run a tight sales process, and close with confidence and urgency.

Key Responsibilities

• Own full-cycle sales execution: prospect, qualify, negotiate, and close new business to consistently hit and exceed monthly and quarterly quotas
• Proactively prospect into target accounts daily — outbound calls, emails, social selling, and industry networking — to build and sustain a healthy pipeline independent of inbound flow
• Rigorously qualify all inbound and BDR-sourced leads (BANT/MEDDIC or equivalent) to prioritize time against winnable, high-value opportunities
• Research accounts, map organizational structure, and identify economic buyers and key decision-makers before engaging
• Manage complex deal cycles end-to-end — coordinating internal resources, navigating procurement/legal, managing timelines, and driving toward signature
• Build and execute a territory business plan that translates into a predictable pipeline generation and closing cadence
• Partner with BDRs to align messaging and run targeted campaigns that drive qualified pipeline into your territory
• Deliver compelling, consultative product demonstrations tailored to prospect needs, including our AI-powered capabilities
• Negotiate pricing, terms, and contracts to close deals that are profitable and sustainable for both parties
• Represent the company at industry conferences, networking events, and webinars to build brand presence and generate opportunities
• Maintain rigorous, real-time CRM hygiene (Salesforce) — accurate stage, forecast, and next-steps tracking on every opportunity
• Build lasting relationships and maintain proactive, ongoing communication with prospects and customers across your territory