Senior Account Executive

ETS is seeking a driven and experienced Business Development / Account Executive to identify, pursue, and close new business opportunities aligned with the ETS customer profile. This role is focused on new logo acquisition, building a pipeline of prospective clients through strategic outreach, developing company provided leads, networking, and relationship development. The ideal candidate brings deep technology or telecommunications industry experience and a demonstrated history of moving prospects through the sales process.

• Identify, target, and develop relationships with prospective new logo customers that align with the ETS customer profile across targeted industries and verticals.
• Conduct proactive outreach through company leads development, cold calling, networking, referrals, industry events, and community engagement to build and maintain a robust pipeline of new business opportunities.
• Develop a deep understanding of each prospect’s technology needs, existing vendor relationships, contract statuses, and procurement procedures to position ETS solutions effectively.
• Build and nurture long-term relationships with key decision-makers and influencers at target accounts, establishing ETS as a trusted technology partner.
• Attend industry events, trade shows, association meetings, and community functions where target customers are present to develop new connections and strengthen existing relationships.
• Manage all prospect and customer activity in the ETS CRM platform, maintaining accurate and up-to-date records of all interactions, opportunities, and pipeline status.
• Provide accurate and timely sales forecasts to management, clearly communicating current pipeline status, deal progression, and projected close dates.
• Lead prospects through the full sales process from initial contact through qualification, proposal, negotiation, and successful close.
• Collaborate with internal ETS teams, technical, operations, and management, to develop proposals and ensure smooth customer onboarding.
• Consistently meet or exceed assigned new logo sales quotas and business development activity metrics.
• Stay current on technology trends, competitor offerings, and market developments relevant to the ETS customer base.

• Minimum of 7 years of experience in a business development, account executive, or new logo sales role with a demonstrated track record of success.
• Proven ability to identify, pursue, and close new business.
• Demonstrated experience meeting and exceeding sales quotas and business development targets in prior roles.
• Experience managing a complex sales process from prospecting through close, including multi-stakeholder enterprise or government sales cycles.
• Proficiency with CRM platforms for pipeline management, forecasting, and activity tracking.
• Ability to understand and articulate technology solutions to both technical and non-technical audiences.
• Strong understanding of procurement procedures, contract vehicles, and vendor evaluation processes, particularly in government, education, or enterprise environments.
• Bachelor’s degree preferred; significant and demonstrable sales achievement and business development experience may be considered in lieu of a degree.
• Valid driver’s license and willingness to travel locally and regionally for client meetings, events, and networking.

• New Business Development. Focus on identifying and closing new logo customers; comfortable with cold outreach and building relationships.
• Relationship Building — Ability to establish trust and credibility with decision-makers across a range of organizational types and levels, from IT managers to C-suite executives.
• Networking — Active participant in industry associations,…