Remote IT B2B Sales Hunter — Solutions Executive

Vaco; Indianapolis (IN); Remote; USD 70,000 - 110,000; Full time

Job summary

Vaco by Highspring is seeking a fully remote Commercial IT Account Executive to build and own a new business pipeline from prospecting to close. You will engage executives and IT leaders, uncover business challenges, and translate them into revenue with strategic, consultative selling.

The role emphasizes hunter mentality, ongoing pipeline management, and collaboration with internal teams to deliver compelling proposals and successful outcomes.

Qualifications

• 3-5+ years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry.
• Proven experience selling IT services or technology solutions.
• Demonstrated history of exceeding sales goals and generating measurable revenue growth.
• Strong prospecting and cold outreach experience.
• Ability to independently generate and manage a sales pipeline.
• Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Build and maintain a robust pipeline of qualified commercial prospects.
• Identify target accounts, decision makers, and opportunities within the commercial IT marketplace.
• Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies.
• Research prospective organizations to understand their business, technology environment, and potential needs.
• Develop and execute strategic sales plans designed to generate measurable revenue growth.
• Take ownership of your pipeline and consistently identify new opportunities to pursue.
• Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders.
• Ask thoughtful questions to uncover the customer's underlying business challenges—not simply the solution they initially request.
• Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI.
• Establish credibility and trust through a consultative sales approach.
• Navigate organizations effectively and demonstrate the ability to reach and influence key decision makers.
• Own the sales process from initial prospecting and discovery through proposal, negotiation, and close.
• Develop compelling proposals, presentations, and commercial offers.
• Navigate RFP, SOW, and proposal processes.
• Negotiate pricing, terms, and contract conditions.
• Collaborate with internal teams throughout the evaluation and closing process.
• Consistently work toward and exceed established revenue and sales goals.
• Develop and maintain long-term relationships with commercial clients.
• Identify opportunities for upselling, cross-selling, and expanding existing accounts.
• Partner with internal operations teams to ensure a smooth transition following a sale.
• Monitor account health and proactively address client concerns.
• Bring new business into the organization while continuing to grow and strengthen existing relationships.
• Maintain accurate pipeline and customer information within Salesforce.
• Provide regular sales forecasts and pipeline updates.
• Accurately assess which opportunities are likely to close and when.
• Track win/loss activity and competitive intelligence.
• Establish personal activity and revenue goals and take ownership of achieving them.

Skills

B2B sales

Prospecting

Executive communication

Forecasting

Negotiation

Pipeline management

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Vaco by Highspring is seeking a fully remote Commercial IT Account Executive to build and own a new business pipeline from prospecting to close. You will engage executives and IT leaders, uncover business challenges, and translate them into revenue with strategic, consultative selling.

The role emphasizes hunter mentality, ongoing pipeline management, and collaboration with internal teams to deliver compelling proposals and successful outcomes.