Account Executive (Zoho)

Scale Army Careers; United States; Remote; USD 65,000 - 90,000; Full time

Job summary

Scale Army Careers is seeking an Account Executive to drive outbound prospecting, qualify leads, deliver product demonstrations, and close deals for US-based clients in a fully remote role. The role requires 2+ years in sales, strong Zoho CRM discipline, and the ability to manage a complete sales cycle from lead to close while collaborating with cross-functional teams.

You will own the pipeline, maintain accurate CRM records, and build long-term relationships to sustain revenue growth.

Qualifications

• 2+ years of experience in sales, account management, business development, or a similar revenue-generating role.
• Experience managing sales opportunities from lead generation through closing.
• Proven experience with outbound prospecting, including cold calling and email outreach.
• Experience conducting discovery calls and product demonstrations.
• Experience managing and closing qualified sales opportunities.
• Hands-on experience with Zoho CRM or a comparable CRM platform.

Responsibilities

• Identify and generate new sales opportunities through proactive outbound prospecting.
• Conduct cold calls, email outreach, and consistent follow-ups with prospective customers.
• Research prospects to understand their businesses, potential needs, and buying opportunities.
• Qualify leads based on fit, urgency, needs, and purchasing potential.
• Maintain consistent prospecting activity to build a healthy pipeline of qualified opportunities.
• Conduct discovery calls to understand prospect needs and objectives.
• Lead product demonstrations tailored to each prospect’s requirements.
• Clearly communicate the company’s solutions, capabilities, and value proposition.
• Answer questions and address concerns throughout the evaluation process.
• Establish credibility and build trust with prospective customers and decision-makers.
• Manage leads and opportunities throughout the sales cycle using Zoho CRM.
• Maintain accurate records of prospect conversations, opportunities, follow-ups, and next steps.
• Ensure CRM information remains complete, organized, and current.
• Track deal progression and proactively address stalled opportunities.
• Maintain visibility into pipeline activity and sales forecasts.
• Maintain consistent follow-up after demos and discovery calls.
• Identify and address objections that may prevent prospects from moving forward.
• Build relationships with relevant decision-makers throughout the sales process.
• Negotiate and close qualified sales opportunities.
• Ensure closed customers transition smoothly from sales into onboarding.
• Develop strong relationships with prospects and customers.
• Use a consultative sales approach to understand customer goals and recommend solutions.
• Gather prospect and customer feedback and communicate insights to internal teams.
• Maintain a professional and customer-focused experience throughout the sales journey.

Skills

Outbound Prospecting

Discovery Calls

Product Demonstrations

CRM Management

Negotiation

Closing

Tools

Zoho CRM

Job description

_ This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone. _

Our client is a growing company focused on expanding its customer base through proactive sales outreach, product demonstrations, and relationship-driven selling. As the company continues to grow, they are seeking an experienced Account Executive to generate opportunities, manage the sales pipeline, and convert qualified prospects into customers.

Role Overview

The Account Executive will own the sales process from lead generation through close. This role is responsible for outbound prospecting, qualifying opportunities, conducting discovery and product demonstrations, managing follow-ups, maintaining an accurate CRM pipeline, and closing qualified deals. The ideal candidate is a proactive, results-oriented sales professional who can confidently engage prospects, understand their business needs, communicate product value, and maintain consistent follow-through throughout the sales cycle.

Location

Fully Remote (Work from Home) | 9:00 AM - 5:00 PM EST

Key Responsibilities

Lead Generation & Prospecting

• Identify and generate new sales opportunities through proactive outbound prospecting.

• Conduct cold calls, email outreach, and consistent follow-ups with prospective customers.

• Research prospects to understand their businesses, potential needs, and buying opportunities.

• Qualify leads based on fit, urgency, needs, and purchasing potential.

• Maintain consistent prospecting activity to build a healthy pipeline of qualified opportunities.

Discovery Calls & Product Demonstrations

• Conduct discovery calls to understand prospect needs, challenges, and objectives.

• Lead product demonstrations tailored to each prospect’s requirements.

• Clearly communicate the company’s solutions, capabilities, and value proposition.

• Answer questions and address concerns throughout the evaluation process.

• Establish credibility and build trust with prospective customers and decision-makers.

Pipeline & CRM Management

• Manage leads and opportunities throughout the sales cycle using Zoho CRM.

• Maintain accurate records of prospect conversations, opportunities, follow-ups, and next steps.

• Ensure CRM information remains complete, organized, and current.

• Track deal progression and proactively address stalled opportunities.

• Maintain visibility into pipeline activity and sales forecasts.

Follow-Up & Deal Closing

• Maintain consistent follow-up after demos, discovery calls, and other prospect interactions.

• Identify and address objections that may prevent prospects from moving forward.

• Build relationships with relevant decision-makers throughout the sales process.

• Negotiate and close qualified sales opportunities.

• Ensure closed customers transition smoothly from sales into the onboarding process.

Customer Relationship Management

• Develop strong relationships with prospects and customers.

• Use a consultative sales approach to understand customer goals and recommend appropriate solutions.

• Gather prospect and customer feedback and communicate relevant insights to internal teams.

• Maintain a professional and customer-focused experience throughout the sales journey.

Qualifications

Experience

• 2+ years of experience in sales, account management, business development, or a similar revenue-generating role.

• Experience managing sales opportunities from lead generation through closing.

• Proven experience with outbound prospecting, including cold calling and email outreach.

• Experience conducting discovery calls and product demonstrations.

• Experience managing and closing qualified sales opportunities.

• Hands-on experience with Zoho CRM or a comparable CRM platform.

Skills

• Strong outbound prospecting and lead qualification capabilities.

• Ability to conduct effective discovery conversations and uncover customer needs.

• Strong product demonstration and presentation skills.

• Ability to confidently handle objections and guide prospects toward purchasing decisions.

• Strong negotiation and closing skills.

• Excellent follow-up and pipeline management capabilities.

• Strong CRM discipline with the ability to maintain accurate opportunity and activity data.

• Ability to build rapport and credibility quickly with prospects and decision-makers.

• Strong organizational skills with the ability to manage multiple active opportunities simultaneously.

• Results-oriented approach with a focus on achieving sales and revenue targets.

• Ability to work independently and take ownership of the complete sales process.

What Success Looks Like

• A consistent pipeline of qualified sales opportunities is generated through outbound prospecting.

• Prospects are effectively qualified and moved through clearly defined sales stages.

• Discovery calls and product demonstrations consistently move qualified opportunities forward.

• Follow-ups are completed promptly and no viable opportunities are lost due to lack of communication.

• Zoho CRM remains accurate, organized, and up to date.

• Objections are handled effectively and qualified opportunities consistently convert into customers.

• Sales activity contributes directly to achieving revenue and growth targets.

• Customers receive a professional and consultative experience throughout the buying process.

Opportunity

This role offers the opportunity to take ownership of the complete sales process and directly contribute to company growth. The Account Executive will gain hands-on ownership across prospecting, discovery, demonstrations, pipeline management, negotiation, and closing while building strong relationships with prospective customers.

For a motivated sales professional who enjoys generating opportunities, running demos, and closing business, this role provides the opportunity to make a measurable impact on revenue growth.