Account Executive, Commercial

Description

The Account Executive, Commercial is an in-market, quota-carrying seller who focuses on new logos and high-growth customers  cover mid-market and upper-commercial customers within an assigned geographic territory, selling the full Ark stack: cloud, colocation, disaster recovery, and services as a trusted local resource.

The Account Executive, Commercial is an in-market, quota-carrying seller who focuses on new logos and high-growth customers  cover mid-market and upper-commercial customers within an assigned geographic territory, selling the full Ark stack: cloud, colocation, disaster recovery, and services as a trusted local resource. This is a hunter-first role for a seller who owns their territory, shows up in their market, and runs a disciplined, consultative, multi-stakeholder sales process from first meeting to signed order.

Please note this role is hybrid remote and located in one of Ark Data Centers states.

• Own an assigned geographic territory: build a written territory plan, identify target accounts, and execute a disciplined outbound motion.
• Generate pipeline through outbound prospecting, executive networking, referrals, industry events, and partner engagement; supplement with inbound and marketing-sourced leads.
• Maintain an active pipeline of at least 3–4x annual quota with rigorous stage discipline and forecast accuracy in Salesforce.
• Be visible in-market: attend local technology, industry, and channel events; host customer meetings and facility tours on a regular cadence.

• Sell the full Ark portfolio as an integrated solution to the customer’s business problem.
• Lead multi-stakeholder sales cycles across IT, application, security, finance, and executive buyers; qualify with a repeatable methodology (MEDDPICC, Command of the Message, or equivalent).
• Partner with Solutions Engineers & Architects on discovery, design, pricing, and executive presentations; own commercial strategy, negotiation, and close.
• Prepare accurate quotes, proposals, and MSAs; drive contracts through legal, procurement, and security review.
• Consistently meet or exceed monthly, quarterly, and annual bookings and revenue quotas.

• Retain and expand existing accounts through structured Quarterly Business Reviews, executive alignment, and proactive whitespace planning.
• Coordinate with operations, service delivery, and customer success so the customer’s experience matches the promise made in the sales cycle.

• Build and maintain relationships with partners active in the territory: VARs, MSPs, agents, consultants, and hyperscaler field teams.
• Co-sell with partners where it accelerates the deal or expands account access; recruit and enable new partners as the territory demands.

• 5+ years of quota-carrying B2B sales experience selling colocation, cloud, managed services, network, or adjacent infrastructure.
• A track record of meeting or exceeding quota in a new-logo and expansion environment.
• Experience running complex, multi-stakeholder sales cycles with average deal sizes appropriate to the market (typically $10K–$100K MRR / six-to-seven figure annual TCV).
• A strong local network in the assigned territory across IT leadership, channel partners, and industry communities.
• Fluency in a modern sales methodology (MEDDPICC, Command of the Message, Challenger, Sandler, or equivalent) and disciplined use of Salesforce for pipeline and forecast management.
• Excellent written and verbal communication; comfortable presenting to technical practitioners through the C-suite.

• Bachelor’s degree or equivalent experience.
• Experience selling both colocation and cloud / managed services in an integrated portfolio.
• Prior success selling into regulated industries (financial services, healthcare, public sector) or against national providers.
• Established relationships with partner field teams, national channel partners, or regional MSP communities.

• Salesforce for pipeline, forecast, and account planning; disciplined data hygiene expected.
• Sales engagement (6
  
  Sense), conversation…