Senior Account Executive

Sotalent; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote work

Job summary

Sotalent is seeking a Senior Account Executive to drive customer growth and build lasting relationships across a portfolio of productivity, collaboration, and workplace technology solutions. This role combines strategic account management, business development, and consultative selling to help customers maximize value while contributing directly to revenue growth.

The role involves owning the full sales cycle, developing territory plans, and collaborating with cross-functional teams to deliver

Qualifications

• 6+ years of experience in B2B SaaS or technology sales.
• Proven ability to generate pipeline and meet revenue targets.
• Experience selling to mid-market and enterprise with executive stakeholders.
• Strong consultative and value-based selling skills.
• Experience with CRM platforms for pipeline and forecasting.

Responsibilities

• Own full sales cycle from prospecting to deal closure.
• Develop territory plans to identify new opportunities across departments and execs.
• Build relationships with customers and understand objectives and challenges.
• Identify expansion opportunities to drive account growth.
• Generate qualified pipeline via outbound prospecting and partnerships.
• Conduct discovery to uncover needs and desired outcomes.
• Apply structured qualification frameworks to manage opportunities.
• Position solutions based on measurable business impact and outcomes.
• Guide stakeholders through complex decision processes and maintain momentum.
• Maintain pipeline, forecasting, and opportunity tracking in CRM.
• Collaborate with Marketing, Product, Customer Success, and Leadership.

Skills

B2B SaaS sales

Enterprise sales

Consultative selling

Value-based selling

CRM proficiency

Forecasting

Stakeholder management

Pipeline development

Negotiation

Relationship building

Education

Bachelor's degree or equivalent

Tools

CRM platforms

Job description

Work Setting: Remote (Continental U.S.) with occasional travel.

Are you passionate about helping businesses transform the way they work through innovative technology solutions and strategic partnerships?

We're looking for a Senior Account Executive to drive customer growth, build lasting relationships, and deliver impactful business outcomes through a portfolio of productivity, collaboration, and workplace technology solutions. This role combines strategic account management, business development, and consultative selling to help customers maximize value while contributing directly to revenue growth.

What You'll Do

• Own the full sales cycle from prospecting and pipeline creation through deal closure, expansion, and renewal opportunities.
• Develop and execute territory plans to identify and engage new business opportunities across departments, teams, and executive stakeholders.
• Build strong relationships with existing and prospective customers, gaining a deep understanding of their business objectives and challenges.
• Identify new use cases and expansion opportunities that drive additional value for customers and increase account growth.
• Generate qualified pipeline through outbound prospecting, account research, networking, events, referrals, and strategic partnerships.
• Conduct discovery conversations to uncover customer needs, priorities, business challenges, and desired outcomes.
• Apply structured sales methodologies and qualification frameworks to effectively manage opportunities and accelerate deal progression.
• Position solutions based on measurable business impact, productivity improvements, operational efficiencies, and customer outcomes.
• Guide stakeholders through complex decision-making processes by building consensus, addressing concerns, and maintaining deal momentum.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
• Collaborate with cross-functional teams including Marketing, Product, Customer Success, and Leadership to enhance customer experiences and identify growth opportunities.
• Share customer insights and market feedback to help shape go-to-market strategies, messaging, and product enhancements.

Required Qualifications

• 6+ years of experience in B2B SaaS, technology, or solution-based sales.
• Proven success generating pipeline, managing complex sales cycles, and consistently achieving or exceeding revenue targets.
• Experience selling to mid-market and enterprise organizations, including executive-level decision-makers.
• Strong knowledge of consultative selling, value-based selling, and opportunity qualification methodologies.
• Demonstrated ability to navigate complex buying environments and influence multiple stakeholders.
• Strong business acumen with the ability to connect customer challenges to strategic solutions.
• Experience using CRM platforms for pipeline management, forecasting, and sales reporting.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to manage multiple opportunities simultaneously while maintaining strong attention to detail.
• Self-motivated, resourceful, and highly adaptable in fast-changing business environments.

Preferred Qualifications

• Experience launching or selling emerging products and services within an established portfolio.
• Background working in fast-growth, transformation, or evolving go-to-market environments.
• Bachelor's degree or equivalent professional experience.
• Familiarity with productivity, collaboration, workplace technology, or AI-enabled business solutions.
• Experience contributing customer and market insights that influence product strategy and business decisions.