Account Executive

About the Company

Our client is a well-established consulting and technology partner serving organizations across North America. With a 40+ year track record in operational transformation and systems modernization, they help mid-market and enterprise companies streamline processes, upgrade legacy platforms, and unlock long-term operational gains.

They partner closely with executive teams to modernize core systems, migrate to cloud-based environments, and drive measurable business impact across finance, operations, and technology functions.

Role Overview

The Account Executive will report to the VP of Sales and own a balanced portfolio of new logo acquisition and expansion opportunities within existing customers. This role carries a 50/50 focus:

• New logo sales: Winning net-new customers
• Expansion & digital transformation: Driving modernization, cloud migration, and services-led programs within existing accounts

This is a full-cycle, consultative sales role focused on complex, high-value engagements. The Account Executive will lead opportunity strategy, executive engagement, and deal execution, partnering closely with internal solution and delivery teams.

Travel is expected as needed.

Key Responsibilities

• Own the full sales cycle across both net-new customers and expansion opportunities
• Develop account and territory strategies that balance new logo growth with long-term customer expansion
• Identify and activate whitespace opportunities across modernization, cloud migration, and services initiatives
• Build trusted relationships with executive, finance, operations, and technology leaders
• Lead complex, multi-stakeholder sales processes with long buying cycles
• Partner with internal solution, consulting, and delivery teams to position tailored offerings
• Prepare and deliver proposals, business cases, and executive-level presentations
• Navigate matrixed and family-run organizations with professionalism and credibility
• Stay informed on digital transformation, cloud adoption, and enterprise technology trends
• Ensure strong internal handoff and collaboration to support successful delivery post-sale
• Maintain accurate pipeline reporting and consistently exceed revenue targets

The Ideal Candidate Will Bring

• Proven success as an Account Executive selling complex, consultative B2B solutions
• Experience winning net-new logos and expanding existing enterprise or upper mid-market accounts
• Background selling enterprise technology, services, or transformation-oriented solutions
• (industry-specific expertise not required)
• Ability to uncover business and operational challenges and align solutions to outcomes
• Strong executive presence and confidence engaging senior leaders and C-suite stakeholders
• Comfort navigating ambiguity, long sales cycles, and multiple decision-makers
• Experience selling multi-phase or services-led engagements
• Formal sales training (MEDDICC, SPIN, Value Selling, Solution Selling, etc.) preferred

Compensation & Benefits

• Competitive base salary plus performance-based variable compensation
• Comprehensive medical, dental, vision, life insurance, parental leave, and retirement benefits
• Clear growth path within a stable, long-established organization
• Opportunity to sell meaningful, high-impact transformation initiatives
• Supportive and collaborative culture with experienced, long-tenured leadership