Account Executive

Account Executive General Role Description

Own the new logo sales cycle from first qualified meeting through signed agreement and clean handoff. You’ll run disciplined discovery, align solutions to business and security outcomes, develop proposals within pricing guardrails, and close predictable, profitable recurring revenue, while maintaining impeccable CRM hygiene and partnering tightly with Marketing, Rev Ops, and Client Services.

• Convert qualified meetings into opportunities; build and manage a healthy, staged pipeline.
• Run structured discovery for commodized and fully managed IT, cybersecurity, and addon services.
• Build proposals with pricing, routing exceptions for approval as appropriate.
• Negotiate terms in collaboration with the Director of Revenue Operations; manage security questionnaires and procurement gates with confidence.
• Finalize the contract and execute a full delivery handoff, including documented scope of services, completion of all required fields, and agreed start date expectations.

• Map roles in the buying group (IT leader, CFO, operations, compliance) and tailor value to each.
• Use evidence (e.g., Case Studies, test artifacts, SLA targets) to de‑risk decisions.
• Offer timeboxed pilots with clear success criteria when appropriate.

• Maintain accurate stages, amounts, dates, and next steps in CRM; maintain reliable weekly forecasts.
• Meet SLA expectations with Rev Ops (e.g., SQL → first meeting scheduled within 2 business days).
• Log complete discovery notes, objections, competitors, and decision criteria; keep contact roles current.
• Adhere to “Approved Claims” and brand standards; never overpromise.

• Partner with the Business Development Representative (BDR) on focus accounts and feedback on lead quality.
• Work with Marketing on contact‑level ABM insights and role‑based messaging; close the loop on what converts.
• Coordinate with Client Services on references, Q  outcomes, and smooth handoffs.

• Support quarterly field events and follow‑ups within one business day; convert attendees to meetings with tight cadences.
• Prioritize Massachusetts (MA) growth—host and attend client/partner events, round tables, and executive dinners to accelerate new logo acquisition in MA.

• 3–6+ years closing B2B services or SaaS (MSP, cybersecurity, or IT services strongly preferred).
• Proven record meeting/exceeding new logo targets with multi‑stakeholder deals (IT + Finance + Ops/Compliance).
• Hands on with CRM, sequencing/cadence tools, Linked In Sales Navigator, quoting/e‑signature, and basic spreadsheets.
• Experience selling in New England markets;
  Massachusetts relationships a plus.

• Buyer group orchestration:
  Identify and align CIO/IT, CFO, and Ops stakeholders; build mutual close plans.
• Business acumen:
  Quantify return on investment; position risk reduction and operational outcomes.
• Communication:
  Clear, concise writing; confident facilitation of remote and onsite meetings.
• Negotiation & control:
  Hold pricing guardrails; trade value for concessions; avoid custom creep.
• Process rigor:
  Forecast accuracy, follow through, and documentation are second nature.
• Team mindset:
  Coachable, collaborative, and responsive with BDR, Marketing, Rev Ops, and Client Services.

Prolonged periods working at a computer and on the phone; occasional regional travel for meetings and events (especially within MA and greater New England).

This description cannot encompass all tasks and may change at any time. Other duties as assigned may be required to achieve Mainstay’s vision, mission, and core values.