Strategic Account Executive

Job Description:

Strategic Account Executive – Corporate, Industrial & Logistics

Location: Flexible |
Reports to: VP of Sales |
Type: Full-Time |
Travel: 40–60% to strategic regional and national accounts |
Compensation: Base + Commission + Performance-Based SPIFFs

We are recruiting a Strategic Account Executive (SAE) to lead vertical growth in the Corporate Owner-Occupied and Industrial/Logistics sectors. The SAE will own two core sales motions: (1) upselling existing customers across underserved sites, and (2) acquiring new logo clients through Account-Based Marketing (ABM) and high-intent prospecting. This is a individual contributor role with support from a centralized Strategic Sales Enablement Administrator.

• Strategic AE (You): Own full-cycle sales, lead account strategy, drive vertical expansion
• Sales Enablement Admin (Support): Load vertical playbooks, manage Salesforce hygiene, track enablement asset performance

• Manage the full sales cycle across prospecting, solution design, proposals, and contract execution
• Drive wallet-share expansion within existing strategic accounts across non-serviced locations
• Execute GTM plays tied to vertical themes and ABM campaigns in collaboration with marketing
• Navigate complex buying centers including procurement, operations, and corporate real estate
• Leverage Salesforce to drive proposal accuracy and sales reporting

• 10+ years of complex B2B sales experience, with vertical expertise in corporate, manufacturing, or logistics
• Proven success with $500K–$5M+ contract values, multi-site agreements, and RFP-led sales
• Deep knowledge of SLAs, procurement scorecards, and service readiness requirements
• Familiar with tech-enabled sales execution:
  Salesforce
• Ability to manage a junior sales resource (BDR) and collaborate cross-functionally with marketing, ops, and finance

• Quota: $7M ACV/year
• Win Rate: ≥30% of qualified opportunities
• CAC Payback: ≤12 months
• Margin Target: ≥ 10-12% GM
• KPIs:
  Pipeline coverage, forecasting accuracy, proposal-to-close ratio

This is a high-impact, leadership track position designed for a proven vertical seller ready to lead a strategic sales pod. Backed by marketing and enablement support, this role offers a high degree of ownership, visibility, and impact on national GTM success.

• 7–10+ years of B2B field sales in facilities, outsourced services, or industrial/logistics
• Proven ability to manage deals with $500K–$5M+ ACV and multi-year contract terms
• Demonstrated success with procurement-led sales cycles and multi-site RFPs
• Strong CRM discipline (Salesforce) and experience with forecasting tools (Clari or equivalent)
• Ability to lead or directly manage while executing own quota

• Familiarity with ABM strategy, campaign execution, or verticalized messaging
• Deep understanding of sales metrics: CAC, GM%, payback period, close rate
• Experience in CRE, logistics, or distribution facility sales (not just general B2B)
• Use of proposal automation tools (e.g., Conga, Seismic)
• Exposure to private equity-backed, high-growth environments

• Strengths Finder themes:
  Achiever, Strategic, Competition, Arranger
• Familiarity with sales enablement platforms:
  Gong, Zoom Info, Convex
• Background in janitorial, FM, or facility compliance services
• Track record of influencing GTM or sales process improvements within a national sales team