Strategic B2B Account Executive — Growth & Impact

Industry Analysts, Inc.; Los Angeles (CA); Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Gift cards and luxury incentives

PTO 20 days + holidays

Parental Leave

Education reimbursement

401(k) plan

Health, disability, life, dental, and

Job summary

Impact is seeking an Account Executive in the Los Angeles area to own the full net-new B2B sales cycle. You will build pipeline, conduct consultative discovery, and close deals by translating technical capabilities into measurable business outcomes for executives and IT leaders.

You will collaborate with SDRs, consultants, engineers, and delivery teams to craft valuable solutions, forecast accurately, and drive revenue while staying current on tech trends impacting mid-market clients.

Qualifications

• Relevant background in managed services, IT, cybersecurity, cloud, infrastructure, SaaS, digital transformation, business automation, professional services, or another complex B2B technology environment preferred.
• Ability to own the full net-new sales cycle from target-account planning and prospecting through discovery, proposal, negotiation, and closed business.
• Proven ability to create and convert pipeline with activity leading to qualified opportunities and closed revenue.
• Demonstrated ability to manage deal momentum, create urgency, navigate objections, and move opportunities to a decision.
• Strong consultative sales ability, including uncovering business problems, qualifying urgency, influencing multiple stakeholders, and connecting solutions to measurable value.
• Ability to communicate clearly with owners, executives, IT/security leaders, and operational stakeholders while simplifying complex topics into business terms.
• Technical curiosity and learning agility to understand Impact’s service model, ask credible questions, and apply coaching quickly.
• Process discipline to manage CRM activity, follow-up, qualification, forecasting, and deal progression with consistency.

Responsibilities

• Identify, pursue, advance, and close net-new business opportunities within an assigned territory.
• Partner with Sales Development Representatives (SDRs) while also self-sourcing opportunities through targeted outreach, referrals, research, events, and territory activity that convert into qualified pipeline and closed business.
• Run discovery that exposes business pain, risk, inefficiency, growth constraints, and operational opportunities
• Translate technical capabilities into business outcomes for executives, owners, IT/security leaders, and operational stakeholders
• Build consensus across complex buying groups, create urgency, manage objections, and move deals forward to a decision.
• Collaborate with consultants, engineers, solution architects, and internal delivery teams to shape realistic, valuable solutions
• Manage pipeline, forecast accurately, document activity in CRM, and maintain clear communication with leadership on deal health, risks, next steps, and expected revenue outcomes.
• Stay aware of technology, cybersecurity, infrastructure, cloud, AI, and digital transformation trends that matter to mid-market businesses

Skills

Managed services

IT security

Cloud infrastructure

SaaS

Digital transformation

Business automation

Complex B2B technology

Sales cycle ownership

Pipeline creation

Discovery & qualification

Stakeholder influence

CRM discipline

Job description

Impact is seeking an Account Executive in the Los Angeles area to own the full net-new B2B sales cycle. You will build pipeline, conduct consultative discovery, and close deals by translating technical capabilities into measurable business outcomes for executives and IT leaders.

You will collaborate with SDRs, consultants, engineers, and delivery teams to craft valuable solutions, forecast accurately, and drive revenue while staying current on tech trends impacting mid-market clients.