Senior Account Executive

CSI; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

CSI is seeking a motivated Senior Account Executive to drive new business in B2B SaaS sales focused on commercial real estate and high-security environments. The ideal candidate will have robust experience in consultative selling and managing complex sales processes, aiming to enhance revenue growth through strategic account planning and collaboration with key stakeholders.

Qualifications

• 5–8+ years of B2B SaaS sales experience with a track record of exceeding quota.
• Experience selling into enterprise accounts and managing complex sales cycles.
• Ability to present to and negotiate with executives and technical stakeholders.

Responsibilities

• Identify and engage enterprise prospects through various channels.
• Own the entire sales cycle from lead to close.
• Develop tailored proposals and negotiate pricing.

Skills

B2B SaaS sales

Consultative selling

Strategic planning

Negotiation

Relationship building

Job description

Position Summary

We are looking for a highly motivated, results-oriented Senior Account Executive (SAE) to join our growing sales team. In this role, you will be responsible for driving new business by identifying, qualifying, and closing enterprise deals with commercial real estate owners, managers, and operators, as well as clients in high-security environments like healthcare, government, and infrastructure.

The ideal candidate is a strategic hunter with experience in solution-based, consultative selling. You understand how to navigate complex sales cycles, engage with multiple stakeholders, and articulate value in a dynamic and evolving industry.

Key Responsibilities

New Business

• Identify and engage enterprise prospects through outbound campaigns, networking, events, channel partner engagement and referrals.
• Understand customer pain points and propose Building Intelligence solutions to meet their needs.
• Lead discovery calls, presentations, and product demos with decision-makers and influencers.

Sales Execution & Pipeline Management

• Own the entire sales cycle from lead to close, working collaboratively with Solutions Engineers and other internal stakeholders.
• Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on generating net new business sales. This includes prospecting and outreach, providing product demos and trials, and engaging in strategic negotiations with customers and channel partners
• Develop tailored proposals and negotiate pricing and contract terms to drive revenue growth.
• Maintain accurate and timely records of pipeline activities in the CRM.

Strategic Account Planning

• Target key accounts in commercial real estate, healthcare, government, and logistics
• Build relationships with C-level stakeholders, security, facility, operations and property management executives.
• Identify upsell and cross-sell opportunities within existing customer base.

Cross-Functional Collaboration

• Partner closely with Marketing, Product, Customer Success, and Engineering to refine messaging and improve the sales process.
• Provide feedback from the field to inform product development and customer onboarding strategies.

Qualifications

• 5–8+ years of B2B SaaS sales experience, with a strong track record of exceeding quota.
• Experience selling into enterprise accounts and managing long, complex sales cycles.
• Experience with physical security, visitor management, and or building automation.
• Experience collaborating with external channel partner teams to sell through and with channel partners
• Comfortable presenting to and negotiating with executives and technical stakeholders alike.
• Self-starter who thrives in a fast-paced, high-growth environment.

Preferred Experience

• Experience selling to commercial real estate companies, property management firms, or critical infrastructure clients.
• Understanding of regulatory, compliance, or cybersecurity factors that impact access and identity management solutions.
• Experience in both solution and consultative selling methodologies