Account Executive – SaaS Sales

Diligent Solutions; United States; On-site; USD 70,000 - 110,000; Full time

Job summary

Diligent Solutions is seeking an Account Executive to drive the full SaaS sales cycle, from prospecting to closing, targeting federal contracting customers. You will demonstrate value, handle negotiations, and close deals with senior stakeholders.

The role emphasizes building a robust pipeline, delivering tailored demos, and maintaining accurate CRM records to forecast revenue and meet targets.

Qualifications

• 2+ years in B2B sales, preferably SaaS or recruiting tech.
• Proven success meeting sales goals and closing new business.
• Experience generating pipeline and managing full sales cycle.
• Strong discovery, presentation, product demonstration, and negotiation skills.
• Ability to communicate business value to operational teams and executives.
• Experience using a CRM and sales prospecting tools.
• Strong organization and ability to work independently in a growing company.

Responsibilities

• Identify and engage prospective customers within federal contracting market.
• Build a qualified pipeline through outbound activities and inbound leads.
• Conduct discovery calls to understand staffing and hiring processes.
• Deliver tailored product demonstrations to stakeholders.
• Explain platform value to reduce manual work and improve readiness.
• Manage opportunities from contact to signed agreement.
• Develop relationships with decision-makers across multiple stakeholders.
• Meet revenue, pipeline, and activity goals.
• Maintain CRM records, next steps, and forecasts.
• Follow up with prospects and address objections.
• Coordinate handoffs and feed product/customer success with feedback.

Skills

B2B sales

SaaS selling

Pipeline generation

Discovery and presentation

Negotiation

CRM usage

Independent worker

Tools

CRM

Job description

Account Executive – SaaS Sales

About the Role: You will own the full sales cycle—from prospecting and discovery through product demonstrations, negotiation, and closing. This role requires someone who can generate opportunities, understand customer challenges, and connect software capabilities to measurable business value.

Key Responsibilities

• Identify and engage prospective customers within the federal contracting market, including prime contractors and subcontractors.

• Build a qualified pipeline through outbound calls, email, LinkedIn outreach, referrals, and inbound leads.

• Conduct discovery calls to understand each prospect’s proposal staffing, recruiting, and hiring processes.

• Deliver tailored product demonstrations to business development, capture, proposal, recruiting, and executive stakeholders.

• Explain how the platform can reduce manual work, improve candidate alignment, and strengthen proposal readiness.

• Manage opportunities from initial contact through proposal, negotiation, and signed agreement.

• Develop relationships with decision-makers and coordinate sales involving multiple stakeholders.

• Meet established revenue, pipeline, and sales activity goals.

• Maintain accurate CRM records, next steps, and sales forecasts.

• Follow up consistently with prospects and address objections.

• Coordinate customer handoffs and share feedback with product and customer success teams.

Required Qualifications

• At least 2 years of experience in B2B sales, preferably selling SaaS, recruiting technology, HR technology, or business software.

• Demonstrated success meeting sales goals and closing new business.

• Experience generating pipeline and managing the full sales cycle.

• Strong discovery, presentation, product demonstration, and negotiation skills.

• Ability to communicate business value to both operational teams and senior executives.

• Experience using a CRM and sales prospecting tools.

• Strong organization, follow-through, and ability to work independently in a growing company.

Preferred Qualifications

• Experience selling to federal contractors or working within the government contracting industry.

• Familiarity with capture management, proposal development, key personnel staffing, and contingent-on-award recruiting.

• Experience selling applicant tracking systems, recruiting platforms, or AI-powered software.

• Experience conducting virtual demonstrations and managing subscription-based sales.

What Success Looks Like

• A consistent pipeline of qualified prospects.

• Product demonstrations that connect directly to customer needs.

• Achievement of agreed sales and revenue targets.

• Accurate forecasting and timely prospect follow-up.

• Strong customer relationships and smooth transitions after the sale.