Strategic Account Executive

Hanover Research; United States; Remote; USD 235,000 - 270,000; Full time

Benefits offered by this job

Award-winning training program

Annual sales incentive trip

PTO 18+ days

14 paid holidays

Health, vision and dental benefits

401K employer matching

Wellness packages

All travel expenses covered

Job summary

Hanover Research is seeking a Strategic Account Executive to drive cross-sell and upsell within existing accounts and pursue net-new opportunities. You will manage the full sales cycle, partnering with Content and Account Management to deliver research-driven solutions and expand high-value client relationships.

The role reports to the VP of Client Services and requires a proactive, strategic approach with strong negotiation and presentation skills.

Qualifications

• Minimum 10-15+ years of experience in B2B sales or account management.
• Experience leading the full sales cycle, including closing deals with new contacts inside complex client organizations.
• Proven track record of building strong, long-term client relationships and exceeding sales targets.
• Deep understanding of market research methodologies and how they translate into actionable insights.

Responsibilities

• Generate new business via cross-sell and upsell within existing accounts.
• Prospect and engage net-new contacts and decision-makers inside client organizations.
• Lead the full sales cycle for new opportunities from outreach to close.
• Develop strategic account plans that drive revenue and retention.
• Collaborate with Content and Account Management to expand relationships.

Skills

B2B sales

Account management

Sales cycle management

Client relationship building

Pipeline management

Negotiation skills

Communication skills

Strategic thinking

Cross-functional collaboration

Travel readiness

Education

Bachelor's degree in business, social sciences, education, communications, political science, economics, psychology, public policy or similar

Tools

Salesforce

MS Office Suite

Job description

Hanover Research

Do you thrive on building long-term, strategic partnerships and leveraging market research to drive impactful business decisions? If so, Hanover Research wants to hear from you!

Strategic Account Executive

We’re seeking a highly motivated and results-oriented Strategic Account Executive to join our growing team. This role requires a proactive, thoughtful, and resilient approach to generating new business via cross-sell and upsell to expand our relationships with key existing accounts. If you have a passion for building connections and translating client needs into effective research-driven solutions, this role may be for you.

You will report directly to the VP of Client Services and play a key role in expanding relationships within our current accounts. Your ability to uncover new opportunities, engage in net-new contacts, and lead the full sales cycle to close will fuel long-term growth and client success.

Responsibilities

• Generate new business via cross-sell and upsell—identify, qualify, and close new opportunities within existing accounts
• Prospect and engage net-new contacts and decision-makers inside client organizations, including those unfamiliar with Hanover
• Lead the full sales cycle for new opportunities (outreach, discovery, solution design, proposal, negotiation, and close)
• Develop deep understanding of client priorities and industry trends to identify high-impact growth opportunities
• Design research-driven solutions that address client challenges and support strategic objectives
• Collaborate cross-functionally with Content and Account Management teams to develop creative ways expand relationships within key accounts
• Develop and execute strategic account plans that drive revenue, strengthen partnerships, and improve retention
• Provide consultative insights that position Hanover as a trusted advisor and thought leader
• Consistently demonstrate executive presence, sales acumen, and strategic thinking to influence client decisions

Qualifications

• Minimum 10-15+ years of experience in B2B sales or account management, preferably within the market research industry
• Bachelor’s degree in business, social sciences, education, communications, political science, economics, psychology, public policy or similar is highly preferred
• Experience leading the full sales cycle, including closing deals with new contacts inside complex client organizations
• Proven track record of building strong, long-term client relationships and exceeding sales targets
• Demonstrated ability to manage a busy pipeline and meeting calendar and prioritize effectively.
• Deep understanding of market research methodologies and how they translate into actionable insights for clients
• Excellent communication, presentation, and negotiation skills
• Strong analytical and problem-solving abilitiesExcellent oral and written communication skills
• Well-developed ability to ask probing questions and match solutions to institutional challenges
• Strong skills in Microsoft Office Suite (Word, Excel, PowerPoint) and Salesforce
• Ability to travel up to 50% of the time across the year

Location

Remote option available
E​astern or Midwest region preferred
Will need to work Eastern Standard Time zone hours
HQ is located Arlington, VA
#Remote

Benefits

• Competitive base salary and uncapped commission earning potential exceeding $235K+
• Award-winning training program on markets, research methodologies and sales skills
• Top performers will be eligible for an annual sales incentive trip
• Starting at 18+ days Paid Time Off
• 14 paid holidays including Martin Luther King Jr. Day, Juneteenth, and Indigenous People’s Day, and personal holidays
• Comprehensive health, vision, and dental benefits package
• 401(K) employer matching program
• Health and wellness packages with discounts to local gym
• All travel expenses will be covered

Compensation

Hanover Research strives to create compensation and benefits programs that are competitive, equitable, and fair. The On Target Earning (OTE) range for this role is $235,000 - $270,000 per year, which is comprised of a base salary range from $175,000 - $190,000 and a variable uncapped commission structure ranging from $60,000 - $80,000 when goal is 100% obtained for this role. Please note that the base salary offered is contingent on the candidate’s job-related knowledge, skills, and experience. Our base pay range is determined by the role and the market.

Hanover believes in supporting our team’s overall well-being now and in the future. We provide retirement benefits and 401K matching to help you plan ahead, wellness benefits to keep you healthy, medical coverage to lift you up if you or your dependents get sick, and paid time away to rejuvenate. You can learn more about our benefits on our Hanover Research Careers page or please talk to your Recruiter to learn more.

About Hanover Research

Founded in 2003, Hanover Research is a global research and analytics firm that delivers market intelligence through a unique, fixed-fee model to more than 1,000 clients. Headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account executives to provide a service that is revolutionary in its combination of flexibility and affordability. Hanover was named a Top 50 Market Research Firm by the American Marketing Association from 2015 to 2021. To learn more about Hanover Research, visitwww.hanoverresearch.com

Hanover Values

• Business Building– We build our business quickly and intelligently and we help our clients do the same
• Thought Leadership and Innovation– We strive constantly to deliver better information in a better way
• Service– To our clients and our community, service is our guiding principle
• Leadership and Mentorship– Our talent is our greatest asset, and we hope to help our people be their best
• Firm Citizenship– We are optimists who believe there are endless possibilities for our company and ourselves

Hanover Research provides equal employment opportunities to all employees and applicants for employment without regard to their race, color, creed, religion, national origin, gender, sexual orientation, gender identity or expression, disability, veteran status, age, marital status, familial status, genetic information, or status with regard to public assistance, or membership or activity in a local human rights commission, any other characteristic protected by applicable federal, state, or local law. You can learn more on our Equal Employment Page.