Open Roles / LC-REQ-9QQC4G-K
Account Executive, Managed IT Services (Entry Level)
San Jose Managed IT Services Provider
About the opportunity
This is a net-new business development seat.
This is an ENTRY LEVEL hunting seat. It is one hundred percent net-new business development, and closed clients are handed to Account Managers so you stay on the front end.
The bar is deliberately open. If you have outbound sales experience in ANY vertical and you know how to sell, you are eligible. Managed IT services experience is welcome but it is not required, and the industry you sold into does not have to be technology.
Entry level here means your entry into managed IT sales, not your first sales job. We are especially interested in business-to-business hunters who have sold to small and mid-sized businesses, in fields such as telecom and connectivity, payroll and HR services, office equipment or commercial services.
Commission is paid on monthly recurring revenue and is uncapped, with a multiplier that steps up as you ramp and applies retroactively to dollar one. Benefits include flexible approved paid time off, 40 hours a year of volunteer time, a 401(k) match of up to 4 percent, health, dental and vision cover, your birthday off, and subscription and gym reimbursement.
The role
As Account Executive you will build and work your own pipeline into small and mid-sized businesses across the San Jose market, running the full cycle from first dial through close.
Ramp is structured and you are expected to learn the motion here rather than arrive with it: orientation and dial volume in the first 30 days, discovery certification and first-time appointments by 60 days, and completed appointments, new opportunities and a built pipeline by 90 days.
What you will own
Pipeline Generation
- Generate pipeline through cold calling, door pulls, networking events and referral asks
- Self-source the large majority of leads, as marketing supplies very little
- Sustain high outbound activity, with 125 or more dials per week as the stated norm
- Set two to three first-time appointments per week
Full Cycle Selling
- Own the full cycle from prospecting through discovery, proposal and close
- Run consultative discovery that diagnoses the business problem before pitching
- Partner with technical leadership on discoveries, onsite assessments and proposal meetings
- Hand closed clients off to Account Management rather than retaining them
Target Market
- Sell into small and mid-sized businesses of roughly 20 to 200 employees
- Work verticals including legal, financial services, healthcare, manufacturing, professional services and industrial warehouse
- Sell to CFOs, COOs, owners and office managers
- Represent an offering that is approximately 95 percent recurring managed IT, on contracts typically running one to three years
Quota and Deal Shape
- Carry an annual quota of approximately $45K MRR, around $540K ARR
- Close deals averaging roughly $4K MRR, around $48K ARR, at ten to twelve deals per year
- Work a sales cycle of approximately 60 days
Tools and Support
- Work in HubSpot, with quoting through QuoteWerks
- Draw on engineers who run the technical assessments
- Work with support from the General Manager and the technical team
What we are looking for
Required
- Outbound sales experience in any vertical. The industry you sold into does not have to be technology or managed services.
- You know how to sell: you have carried a number and you can describe how you hit it.
- Experience selling to small and mid-sized businesses, usually to the owner, office manager or finance lead. A background selling only into large enterprise accounts does not usually translate to this motion.
- Willingness to run sustained outbound activity, including cold calling, door pulls, networking events and referral asks
- Self-motivated and coachable, comfortable working without heavy day-to-day direction
- In-market presence, able to run in-person meetings in the assigned territory
- Able to work on site in San Jose, CA
Preferred
- Outside or field sales into small businesses, running your own territory
- Full-cycle ownership from prospecting through close
- Consultative discovery that diagnoses a business problem before pitching
- Experience selling to CFOs, COOs and owners at small and mid-sized businesses
- A record of hitting quota in whatever unit your role measured, such as revenue, new accounts or appointments set
- Experience selling managed IT services or another recurring-revenue technology service
- Experience in legal, financial services, healthcare, manufacturing, professional services or industrial warehouse verticals
Why this seat
- An entry point into technology sales that does not require technology sales experience to get in.
- Uncapped commission on recurring revenue, with accelerators and a multiplier that applies retroactively to dollar one.
- A defined path from Account Executive to Senior Account Executive and on to Regional Team Lead.
- Technical support built into the sale: engineers run the assessments and technical leadership joins discoveries and proposals.
Why this search is confidential
Our client is running this search confidentially. The employer is disclosed to qualified candidates by a Legion Creek search consultant.
A Legion Creek search consultant handles this role directly. Write to talent@legioncreek.com and you will hear back from a person.
We aim to respond within three business days, including when the answer is no.
How to apply
Email your resume to talent@legioncreek.com with LC-REQ-9QQC4G-K in the subject line, or use the general application form. No account, no portal, no assessment.
Equal opportunity
Our client is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, genetic information, or any other characteristic protected by applicable law. Reasonable accommodations are available at any stage of the hiring process. If you need an accommodation to apply, write to talent@legioncreek.com and we will arrange it.