Senior Account Executive

Lean Solutions Group; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

Lean GTS is seeking a Senior Account Executive in the United States to lead high-value enterprise pursuits from discovery through commercial close and expansion. You will engage CTOs and engineering leaders, shape modern software solutions with delivery teams, and own outcomes across assigned accounts and territories.

You will leverage MEDDPICC, Challenger, and other sales frameworks to close complex deals, maintain CRM hygiene in HubSpot/Salesforce, and collaborate with Marketing to accelerate

Qualifications

• 8+ years closing complex enterprise deals in software development, IT consulting, cloud or nearshore services.
• Proven ability to meet/exceed NA enterprise quotas.
• Executive credibility with CTOs, CIOs, and VPs of Engineering.
• Deep knowledge of MEDDPICC, Challenger, and messaging frameworks.
• Strong CRM and sales tools proficiency (HubSpot/Salesforce).

Responsibilities

• Build and execute territory plans across priority enterprise accounts.
• Open net-new relationships with senior tech leaders and drive pursuit from discovery to close.
• Lead commercial proposals, staffing models, and pricing with delivery and legal teams.
• Coordinate cross-functional teams to ensure contract execution and client activation.
• Drive QBRs, cross-sell opportunities, and expansion within landed accounts.

Skills

Enterprise sales

C-level engagement

MEDDPICC / Challenger

Contract negotiation

CRM proficiency (HubSpot/Salesforce)

Market networking

Tools

HubSpot

Salesforce

ZoomInfo

LinkedIn Sales Navigator

Apollo

Job description

Company Overview

Global Technology Services (Lean GTS) is a rapidly expanding global technology services organization with operations across Latin America, the United States, and the Philippines. We partner with leading enterprises across the logistics, financial, and entertainment sectors to deliver cutting-edge software and IT solutions. Joining Lean GTS connects you with distributed engineering teams, offering hands-on exposure to trending technologies and accelerated career growth across international markets.

We're currently looking for a SENIOR ACCOUNT EXECUTIVE (SR AE) to join our team.

Location: United States (Remote with client/team travel)

What you will be doing

The Senior Account Executive is a consultative closer and hunter who develops high-value client relationships and owns complex GTS pursuits from qualified discovery through technical scoping, commercial close, client activation, and strategic expansion.

Combining the proactive initiative of an enterprise hunter with the technical judgment of a professional services consultant, you will engage CTOs and engineering executives, collaborate with internal delivery architects to shape modern software solutions, and own commercial outcomes across assigned accounts and territories.

Key Responsibilities

• Build and execute targeted annual and quarterly territory plans for priority enterprise accounts, identifying buying committees, technology roadmaps, budget cycles, and strategic expansion paths.
• Open net-new relationships with CTOs, CIOs, VPs of Engineering, and Product/Data leaders through direct outbound pursuits, network referrals, industry events, and market buying signals.
• Consultative Technical Discovery: Uncover core business drivers and technical capacity bottlenecks; translate client requirements and technical JDs into viable team architectures, delivery models, and practical staffing solutions alongside internal delivery leads.
• Deal Desk Governance: Develop and present compelling commercial proposals, staffing models, and pricing structures in collaboration with Solution Architects and Deal Desk partners; lead negotiations within established pricing and legal guidelines.
• Full-Cycle Pursuit Project Management: Drive deals from initial qualification through contract execution (MSAs, SOWs) and team activation—aligning internal stakeholders across Legal, Finance, Delivery, and Talent Acquisition to meet client launch commitments.
• Partner with Account Managers and Delivery Operations to retain and expand existing engagements, leading Quarterly Business Reviews (QBRs), identifying cross-sell opportunities, and growing footprint across client business units.
• Maintain high CRM hygiene in HubSpot/Salesforce, tracking deal velocity, seat counts, close milestones, buying criteria, and risks to deliver accurate monthly and quarterly revenue forecasts.
• Coach and mentor SDRs on target account research, executive messaging, objection handling, and handoff quality to accelerate pipeline velocity (formal people management remains with SDR leadership).
• AI-Assisted Sales Execution: Utilize modern AI tools for account intelligence, stakeholder mapping, meeting preparation, proposal customization, and follow-up, turning high-converting workflows into repeatable team practices.
• Collaborate with Marketing and Growth Systems to refine vertical messaging (Logistics, Fintech, Entertainment), optimize inbound/outbound campaigns, and accelerate source-to-revenue conversion.

Required Skills & Experience

• Proven Enterprise Closing Track Record: 8+ years of verified success opening, negotiating, and closing complex deals in custom software development, IT consulting, cloud solutions, nearshore engineering services, or high-end technical staffing.
• Quota Attainment: Demonstrated history of consistently meeting or exceeding annual enterprise revenue quotas with North American mid-market and enterprise buyers.
• Executive Technical Credibility: Near-native English fluency (C1/C2), executive presence, and technical acumen to lead peer-level discovery discussions with CTOs, CIOs, and VPs of Engineering.
• Deep proficiency in consultative enterprise sales frameworks (e.g., MEDDPICC, Challenger, Command of the Message) and disciplined contract negotiation (MSAs/SOWs).
• Enterprise Network: An active, relevant network among U.S. technology buyers and decision-makers is strongly preferred.
• Modern Sales Stack Mastery: Hands-on expertise using enterprise CRMs (HubSpot/Salesforce), sales intelligence tools (ZoomInfo, Apollo, LinkedIn Sales Navigator), and AI-driven productivity workflows.
• Willingness to travel up to 20-35% for key client meetings, executive briefings, and industry conferences as required.

How Success is Measured

• New-Logo Revenue & Bookings: Achievement of assigned net-new bookings and activated revenue quotas within assigned target accounts and territories.
• Pipeline Velocity & Conversion: Conversion rate and deal cycle time from accepted discovery to signed contract and revenue-generating placement.
• Account Retention & Expansion: Profitable seat-count growth and expansion revenue within landed accounts through structured relationship governance and QBRs.
• Forecast Predictability: High forecast accuracy, low deal slippage, and disciplined pipeline governance.
• Team Contribution.

Soft Skills

• High Autonomy & Ownership: Proven ability to organize your pipeline independently, balance competing commercial priorities, and deliver consistently in a fast-paced environment.
• Influential & Collaborative Communication: You drive decisions through consultative reasoning, empathy, and clear context rather than hierarchy.
• Business-to-Tech Translation: Strong analytical mindset to translate client business challenges and capacity constraints into practical nearshore delivery and team-staffing models.
• Cross-Functional Alignment: You naturally connect client decision-makers with internal technical and delivery leaders, keeping all parties aligned without friction.
• Enterprise Hunter Mindset: Relentless outbound initiative balanced with the consulting rigor of a trusted advisor and the discipline of a commercial deal leader.

Why Join Us?

Join Lean GTS and contribute to building high-impact tech solutions with cutting-edge technologies within a dynamic and fast-growing nearshore organization. Your skills will be continuously honed, and your impact will be vital to our ongoing success. We take pride in celebrating diversity and fostering an inclusive workplace where everyone can thrive.

Equal Opportunity Employer

Lean Solutions Group (Lean GTS) provides equal employment opportunities to all qualified applicants without regard to race, color, ancestry, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, citizenship, disability, health condition, marital or family status, veteran status, or any other legally protected status.