Principal Account Executive - Commercial

iCIMS, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

ICIMS is a leading enterprise hiring platform using AI-powered insights to transform recruiting. We seek a Principal Account Executive to solve complex hiring challenges and drive outcomes.

You will lead value-based sales for a West Coast territory, build a robust pipeline, and shepherd RFP/RFI through final contracts with cross-functional teams.

Qualifications

• 10+ years of experience in software sales.
• 7+ years targeting new logo enterprise accounts.
• Proven success in achieving B2B sales quotas.
• Ability to build value-based sales plans with adequate pipeline.
• Able to engage multiple buyer personas to close new logos.

Responsibilities

• Leverage training opportunities to build expertise in ICIMS Talent Cloud offerings and value selling.
• Research target accounts (750-3,500 employees) to identify key decision makers and craft value propositions.
• Build 3x pipeline through prospecting, referrals, networking, webinars and cold calls.
• Collaborate with SD/PreSales to convert leads and develop sales plans.
• Use CRM to support pipeline accuracy and process.
• Lead the full sales process including RFP/RFI and final contract.
• Coordinate with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.

Skills

Value-based selling

Buyer personas

C-level communication

Independent worker

LinkedIn selling

Social selling

MS Office

Team collaboration

Quota achievement

CRM proficiency

Tools

Salesforce

Clari

SalesLoft

Gong

Job description

Job Overview

At ICIMS, we believe the right people can transform a business. As the world’s leading recruiting software provider, we help organizations build stronger teams through innovative technology, industry expertise, and a relentless focus on customer success.

As a Principal Account Executive, you’ll play a critical role in helping organizations solve complex recruiting challenges and achieve their business goals. You’ll develop and execute value-based sales strategies for your assigned territory, leveraging your understanding of the ICIMS platform, industry insights, prospect research, customer success stories to qualified pipeline opportunities delivering meaningful business outcomes and achieve sales goals.

You’ll be supported by industry-leading sales tools, training, and cross-functional resources designed to help you succeed. As ICIMS continues to grow, there are numerous opportunities to advance your career, including Senior Principal AE, Strategic AE, and sales leadership roles.

In this Principal AE role, you’ll join the Commercial Sales team and work with organizations of up to 3,500 employees across the Western Coast of the United States.

This is a remote position that may require up to 25% travel.

About Us

ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target accounts (750-3,500 employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 10+ years of experience in software sales.
• 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizatons.
• Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
• Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.

Preferred

• Experience with Salesforce, Clari, SalesLoft and Gong.
• Experience with 360-degree selling methodology.
• Experience in HCM / Software-as-a-Service/ Technology industry.

EEO Statement

iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at [e-mail].

Compensation and Benefits

We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.

The anticipated base pay range for this position is (X) annually. Final compensation will be based on factors such as relevant experience, skills, education, internal equity, and market data. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.

Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance,bonding and parental leave,mindfulness resources,an open vacation policy, sick days, paid holidays,quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure.Learn more here: https://careers.icims.com/benefits