About the opportunity
This is a net-new business development seat.
This is the senior hunting seat. It is still one hundred percent net-new business development, but it is filled by someone who arrives already able to run the motion rather than learning it.
Commission is paid on monthly recurring revenue and is uncapped, with accelerators above a fully-ramped quota. 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 Senior Account Executive you will carry a full new-business quota into small and mid-sized businesses across the San Jose market, running the full cycle from first dial through close.
You are expected to reach fully-ramped production quickly rather than working through a long onboarding curve, and to add to what the wider sales team knows about what is working in the market.
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
- A genuine net-new business development track record, not account management
- Self-generated pipeline rather than reliance on inbound or marketing-sourced leads
- Sustained high outbound activity across cold calling, door pulls, networking and referral asks
- Full-cycle ownership from prospecting through close
- Consultative discovery that diagnoses business problems before pitching
- Self-motivated and consistent, 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
- Two or more years carrying a full-cycle new-business quota in managed IT services or comparable recurring-revenue technology sales
- A track record at or above $540K ARR, with the consistency to run at a fully-ramped quota from early in the role
Preferred
- Experience selling managed IT services or another recurring-revenue technology service
- Experience selling to CFOs, COOs and owners at small and mid-sized businesses
- Experience in legal, financial services, healthcare, manufacturing, professional services or industrial warehouse verticals
- Experience mentoring or setting the standard for other quota-carrying sellers
- Interest in a player-coach or team lead path
Why this seat
- Uncapped commission on recurring revenue, with accelerators above a fully-ramped quota.
- The next step on the path is Regional Team Lead, a player-coach seat, rather than a lateral move.
- 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-P6M96G-S 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.