Major Account Executive - Washington DC

OpenWorks; Washington, Northern (District of Columbia, KY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

OpenWorks is seeking a Major Account Executive to drive new customer revenue across multi-site and national accounts in the United States. You will own the end-to-end sales process, prospecting and negotiating with senior decision-makers to close complex deals.

Expect collaboration with Operations, Pricing, and Strategy to craft tailored facility service solutions. You will lead outbound prospecting and closing activities, targeting Medical, Education, Logistics, Manufacturing, and other

Qualifications

• 6+ years of B2B sales experience.
• 3+ years selling services across multi-state or multi-region territories.
• Proven full-cycle hunter with $2M–$6M+ annual revenue.
• Experience in outbound, competitive markets with cold prospecting.
• Experience using CRM tools to manage pipeline and forecast.

Responsibilities

• Own the full national sales cycle from prospecting through close.
• Drive new logo acquisition and expansion within national accounts.
• Use a consultative, customer-first approach to uncover needs.
• Lead complex, multi-stakeholder sales processes and proposals.
• Engage senior decision-makers from VP to C-suite.
• Develop tailored proposals and deliver presentations.
• Coordinate with Ops, Strategy, and Pricing to deliver solutions.
• Ensure smooth handoff of new clients to Operations after close.
• Share market feedback to improve sales effectiveness.

Skills

B2B sales

National/enterprise selling

Full-cycle sales

Executive engagement

Negotiation

Tools

HubSpot CRM

Job description

OpenWorks is a national facilities services company with more than 40 years of experience helping multi-location businesses create cleaner, healthier, and more efficient workplaces.

We're a people-first organization that believes our success starts with our employees. By investing in our team, embracing continuous improvement, and building strong partnerships with customers and franchise owners, we're creating innovative solutions that drive lasting results.

About the Role

The Major Account Executive is a high-impact, full-cycle sales role responsible for driving new customer revenue through strategic prospecting and disciplined execution. This is a true hunter position, focused on landing and growing mid-market, multi-site, and national accounts across OpenWorks’ core industries, including Medical, Education, Logistics, Manufacturing, and other recession-resistant verticals.

In this role, you will own the entire sales process, from outbound prospecting and discovery through proposal development, negotiation, and close while partnering closely with internal teams to ensure long-term client success. Success requires strong prospecting skills, comfort engaging senior decision-makers, experience navigating RFP and procurement processes, and the ability to manage complex, multi-stakeholder deals.

What You'll Do

• Own the full national sales cycle, from prospecting through close, within OpenWorks’ ideal customer profile


• Drive both new logo acquisition and expansion within existing national accounts (land-and-expand model)


• Use the OpenWorks “OW Way” – a consultative, customer-first sales approach – to uncover needs and deliver tailored facility service solutions


• Lead complex, multi-stakeholder sales processes, including discovery, solution design, pricing, proposals, and contract negotiation


• Build and execute account strategies to engage decision-makers from VP to C-suite


• Develop customized proposals and deliver compelling virtual and in-person presentations


• Partner closely with Operations, Strategic, and Pricing teams to deliver accurate, competitive solutions


• Ensure smooth handoff of new clients to Operations after close


• Share best practices, insights, and market feedback to continuously improve our sales organization

What You Bring

• 6+ years of B2B sales experience, including national or enterprise-level selling


• 3+ years of experience selling services across multi-state or multi-region territories


• Proven success as a full-cycle hunter, consistently achieving $2M–$6M+ in annual revenue


• Strong experience selling in competitive, outbound-focused (“cold”) markets


• Proven experience using HubSpot (or comparable CRM) to manage pipeline, forecast accurately, and drive deal strategy


• Strong ability to leverage sales technology, automation, and AI-powered tools to improve efficiency, insight, and performance


• Demonstrated ability to collaborate with cross-functional and strategic partner teams


• Track record of building trusted relationships with senior leaders and executives


• High personal accountability, strong work ethic, and a growth-oriented mindset


• Excellent communication, negotiation, and consultative selling skills

Why OpenWorks?

• Contribute to projects and initiatives that directly shape our company’s success


• Collaborate with diverse teams and stakeholders across the organization


• Contribute to projects and initiatives that directly shape our company's success


• Collaborate with diverse teams and stakeholders across the organization


• Competitive compensation, benefits, and the opportunity to grow your career in a forward-thinking and inclusive Environment