Strategic B2B Tech Account Executive

Industry Analysts, Inc.; Madison (WI); Hybrid; USD 80,000 - 160,000; Full time

Benefits offered by this job

Gift Card Rewards

Custom Menswear

Custom Rolex

Incentive rewards

PTO 20 days

Sick Days

Paid Holidays

Parental Leave

Education reimbursement

401(k) plans

Health & Vision & Dental

Job summary

Impact is seeking an Account Executive to own the full net-new B2B sales cycle within a managed services context. You will build credibility with executives, identify opportunities, run discovery, and translate technical capabilities into measurable business outcomes for mid-market clients.

Collaborate with SDRs, delivery teams, and consultants, forecast accurately in CRM, and navigate a complex buying group to close revenue.

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 understanding that activity must produce qualified opportunities and 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 linking solutions to measurable value.
• Clear communication with owners, executives, IT/security leaders, and operational stakeholders; translate complex topics into business terms.

Responsibilities

• Identify, pursue, advance, and close net-new business opportunities within an assigned territory.
• Partner with SDRs and self-source opportunities through outreach, referrals, and events.
• Run discovery to expose business pain, risk, inefficiency, and growth constraints.
• Translate technical capabilities into business outcomes for executives and leaders.
• Build consensus across buying groups and move deals to a decision.
• Collaborate with consultants, engineers, solution architects, and delivery teams to shape solutions.
• Manage pipeline, forecast accurately, document CRM activity, and communicate deal health to leadership.
• Stay aware of tech trends in cybersecurity, cloud, AI, and digital transformation.

Skills

Consultative selling

Pipeline development

Stakeholder engagement

CRM/forecasting

Tools

CRM (Salesforce)

Job description

Impact is seeking an Account Executive to own the full net-new B2B sales cycle within a managed services context. You will build credibility with executives, identify opportunities, run discovery, and translate technical capabilities into measurable business outcomes for mid-market clients.

Collaborate with SDRs, delivery teams, and consultants, forecast accurately in CRM, and navigate a complex buying group to close revenue.