Account Executive, Midwest ECM

MCCi; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

MCCi is seeking a driven Account Executive to grow our Enterprise Content Management (ECM) business across the Midwest. You will build new opportunities, expand existing accounts, and position Laserfiche and related solutions through complex, multi-stakeholder sales cycles.

The ideal candidate thrives in field-based roles, travels about 50% within Nebraska, North Dakota, South Dakota, Minnesota, Iowa, and Wisconsin, and excels at relationship building with department leaders, IT professionals,

Qualifications

• Bachelor's degree or equivalent professional experience.
• Proven success in consultative, solution-based B2B sales.
• Experience selling software, SaaS, ECM, or workflow solutions.
• Experience selling into state/local government or education preferred.
• Laserfiche or comparable ECM experience highly preferred.

Responsibilities

• Own and grow an assigned territory through new-logo acquisition and expansion in existing accounts.
• Develop and execute a strategic territory plan to create pipeline and hit annual targets.
• Conduct a minimum of 10 meaningful sales meetings per week with clients and prospects.
• Prospect and develop opportunities within government, education, and other markets.
• Lead discovery conversations to understand challenges, processes, environments, and outcomes.
• Position and sell Laserfiche, ECM, workflow automation, and services.
• Communicate MCCi solutions to technical and non-technical stakeholders.
• Navigate complex sales cycles with multiple stakeholders, procurement, and budgets.
• Build long-term relationships and act as trusted advisor through the sales process.
• Collaborate with Sales Engineering, Client Success, and Marketing on account strategies.
• Maintain accurate pipeline, activity, and forecasting in CRM.
• Provide reliable forecasts with <=10% variance.
• Participate in weekly pipeline and account strategy discussions.
• Develop ability to demonstrate MCCi products within 90 days.

Skills

Consultative selling

B2B sales

Stakeholder management

Territory management

Presentation skills

Education

Bachelor's degree

Tools

CRM software

Job description

About the Role

We are looking for a driven, consultative Account Executive to grow MCCi's Enterprise Content Management (ECM) business throughout the Midwest. This role is responsible for developing new business opportunities, expanding relationships within existing accounts, and positioning MCCi's portfolio of Laserfiche, ECM, workflow automation, and professional services solutions.

The ideal candidate understands how to navigate complex, solution-based sales cycles and can build relationships with stakeholders ranging from department leaders and IT professionals to executive decision-makers.

This is a field-based sales role requiring approximately 50% travel. Candidates should ideally be located within the assigned territory, which includes Nebraska, North Dakota, South Dakota, Minnesota, Iowa, and Wisconsin.

What You'll Do

• Own and grow an assigned territory through a combination of new-logo acquisition and expansion within existing client accounts.
• Develop and execute a strategic territory plan that creates a consistent pipeline and supports achievement of annual sales targets.
• Conduct a minimum of 10 meaningful sales meetings per week through virtual and face-to-face client and prospect engagement.
• Prospect and develop new opportunities within state and local government, education, and other assigned markets.
• Lead consultative discovery conversations to understand client challenges, business processes, technology environments, and desired outcomes.
• Position and sell Laserfiche, ECM, workflow automation, professional services, and other MCCi solutions.
• Effectively communicate and demonstrate MCCi's solutions to both technical and non-technical stakeholders.
• Navigate complex sales cycles involving multiple stakeholders, procurement requirements, budgets, and executive decision-makers.
• Build strong, long-term relationships with clients and serve as a trusted advisor throughout the sales process.
• Collaborate with Sales Engineering, Client Success, Professional Services, Marketing, and other internal teams to develop and execute account strategies.
• Maintain accurate and timely opportunity, pipeline, activity, and forecasting information within the CRM.
• Consistently provide reliable sales forecasts with a target variance of no more than 10%.
• Participate in weekly pipeline, lead-sharing, and account strategy discussions with key internal partners.
• Develop the ability to effectively demonstrate key MCCi products and solutions within the first 90 days.

What We're Looking For

• Bachelor's degree or equivalent relevant professional experience.
• Proven success in consultative, solution-based B2B sales.
• Experience selling software, SaaS, ECM, document management, workflow automation, or related technology solutions.
• Experience selling into state and local government, education, or similarly complex organizations is strongly preferred.
• Laserfiche or comparable ECM platform experience is highly preferred.
• Demonstrated ability to prospect, build pipeline, manage a territory, and close complex opportunities.
• Strong presentation, discovery, negotiation, and relationship-building skills.
• Ability to communicate effectively with technical, operational, financial, and executive stakeholders.
• Strong organizational skills and disciplined CRM and pipeline management.
• Self-motivated, accountable, and comfortable working in a remote and field-based environment.
• Willingness and ability to travel approximately 50%.

What You Can Expect From Us

We really ARE more than a company! We have a passion for growth and crushing goals, but we want to do it together as a team and enjoy the ride as we go.

WE ARE APPROACHABLE.

Want to talk to a member of management or leadership, walk up and say hi.

WE TRUST YOU.

We don't have a million rules because we believe you will embrace our Culture Code and make good decisions.

WE EMBRACE TECHNOLOGY!

We love it, sell it, support it, use it, and need it.

WE DRESS COMFORTABLY.

We need you to work hard, not wear a tie.

WE ARE KIND.

Being kind, forgiving, empathetic, and respectful can change your life and everyone around you.

WE ENJOY OUR TEAM.

Use your webcam, collaborate, build relationships, and recognize others for doing a great job. You work a lot; make the most of your time here.

WE VIRTUALIZE EVERYTHING.

We strive for 100% inclusion of our remote teammates.

MCCi is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.