Strategic Enterprise Account Executive

Do you want to build enterprise relationships that last decades, not deals that end at close? Are you a strategic account developer who is energized by turning a promising customer into an institutional partner — winning more of their business every year, opening new business units, and moving into new asset classes and new geographies? If your answers are yes, please read on.

As an Account Executive (AE) at Pacific Rim Capital (PRC), you will grow and expand PRC's most important enterprise client relationships. You will build multi-year development plans for each account, win competitive bids, break into new business units and subsidiaries, cross into new asset classes, and expand relationships across borders. This is not a cold-calling seat — your job is to own the relationship and hunt inside the account.

This role offers a competitive base salary plus uncapped variable compensation.
Our ideal candidate is strategic, consultative, and patient enough to think in years — but competitive enough to want to win every bid along the way. You lead with insight and financial framing, you build relationships at every level of the organization, and you know that the biggest accounts in this industry are grown, not bought.

About the Role
PRC is one of North America's largest independent providers of equipment financing and leasing solutions, with nearly $2 billion in assets under management. We finance material handling equipment (MHE), IT, warehouse automation, energy, and over-the-road vehicles for Fortune 500 clients across the U.S., Canada, and Mexico.

Reporting to the Director of Sales, you will:

• Develop a portfolio of enterprise accounts — own a portfolio of enterprise client relationships and execute an annual development plan for each, guided by your Director of Sales.

• Go deep across asset classes — identify, structure, and close new business in MHE, IT, warehouse automation, energy, and over-the-road vehicles within accounts you already hold.

• Go wide across the organization — expand relationships across business units, subsidiaries, and related 3PLs; grow accounts geographically from the U.S. into Canada and Mexico.

• Build multi-level relationships — move beyond a single buyer contact to build relationships across functions and, as accounts mature, at the executive level.

• Win more than you lose — compete for and win bid opportunities; convert best-and-final, price-driven business into sole-source and, over time, preferred-partner business.

• Manage your pipeline and forecast — keep CRM data accurate and forecast reliably across every account in your book.

• Collaborate cross-functionally — partner with credit, underwriting, and operations to close deals and ensure a smooth transition of new programs into service.

What Success Looks Like
We do not leave success to guesswork. Here is the ramp:
First 30 days. Complete onboarding on PRC's products, asset classes, sales process, CRM, and pricing tools. Absorb the history and relationship map of every account in your portfolio. Begin building your annual development plan for each account with the Director of Sales.
3 months. Annual development plan complete for every account in your book — including sales strategy, relationship mapping, account-based marketing campaigns, and asset-class expansion priorities. Active engagement in every account with multiple contact touches and at least one live opportunity in pursuit per developed account.
6 months. Winning more bids than you lose on your developed accounts. Expansion in flight — a new asset class opened in at least one account, and/or a new business unit or subsidiary engaged. Multi-level relationships built beyond the single buyer contact.
9 months. Book fully developed: every account has an…