Senior Account Executive - REMOTE

Senior Account Executive - REMOTE

Fortified Data is a fast-growing, fully remote database services company helping organizations worldwide optimize their most critical data environments. As trusted advisors in database management, administration, and strategic consulting, we partner with clients to design solutions that don't just solve today's challenges-they scale for tomorrow's growth.

Our team brings deep expertise across high-volume, mission-critical systems, and we're known for translating complex technical problems into clear, actionable business strategies. We don't just manage databases-we elevate data engagements and transform technology environments.

We've built a collaborative, curious culture where your expertise matters, your growth is supported, and your impact is real-from anywhere.

Fortified Data is an equal-opportunity employer. Eligible candidates must provide evidence of legal working status for any employer in the U.S.

Job Summary

Fortified Data is seeking Senior Account Executive to drive revenue growth and expand our client base across Managed Services, Professional Services, and Assessment offerings. This role owns the complete sales cycle from Discovery through Close, partnering closely with our Sales Development team and serving as the primary point of contact for prospective clients throughout the sales process.

The Senior Account Executive will build and nurture strategic partner relationships, identify key decision-makers and influencers within target accounts, and expertly match Fortified Data's solutions to client needs. This position requires exceptional relationship management skills, strong business acumen, and the ability to effectively communicate our value proposition while managing complex sales processes.

Key responsibilities include leading discovery calls, managing legal documentation and contracts, developing compelling proposals and statements of work, maintaining CRM accuracy, actively managing partner relationships through training and events, conducting strategic prospecting activities, and representing Fortified Data at industry events and trade shows.

Duties & Essential Job Functions

Sales Cycle Management

• Own the entire sales cycle from Discovery to Close, ensuring a seamless and professional client experience utilizing the Fortified Data stage-based sales process
• Apply Fortified Data's BANT framework to assess Budget, Authority, Need, and Timeline for every opportunity
• Lead discovery calls to understand prospect needs and qualify opportunities
• Complete Risk Register assessment and gain approval before advancing to proposal stage
• Identify and map technical stakeholders (DBAs, Database Architects, IT Directors) and business decision-makers (CIOs, CFOs, VPs)
• Document current database landscape including platforms (SQL Server, Oracle, Postgre
  
  SQL, MySQL), instance counts, HA/DR strategies, and capacity constraints
• Assess client needs and effectively position Fortified Data's Managed Services, Professional Services, and Assessment offerings
• Define and document prospect business and technical goals, challenges, and success criteria
• Bring all sales cycles to a logical conclusion (won, lost, or nurture) within established time frames
• Conduct weekly pipeline reviews with leadership, updating close dates, identifying at-risk deals, and confirming resource availability
• Collaborate with internal technical and operational resources to develop comprehensive solutions and overcome obstacles throughout the sales process

Documentation and Contract Management

• Manage all legal documentation including NDAs, MSAs, and contract negotiations
• Draft detailed and compelling proposals, quotations, and SOWs that clearly articulate business value, technical approach, and ROI
• Develop comprehensive Statements of Work (SOWs) with precise scope, deliverables, timelines, and success criteria
• Create proposal slide decks tailored to audience (technical teams vs. C-level stakeholders)
• Ensure all sales materials and documentation are accurate, professional, and delivered prior to deadlines
• Navigate contract negotiations with legal and procurement teams while protecting deal value and margin
• Maintain thorough documentation of all client interactions, objections and sales activities in Hub Spot CRM

CRM and Data Management

• Enter and maintain accurate client company and contact information in Hub Spot
• Track all sales activities, pipeline progression, and forecast data with precision
• Generate reports and insights to inform sales strategy and performance optimization
• Ensure data integrity across all sales records and client touchpoints

Partner Relationship Management

• Build and maintain strategic relationships with key partners and referral sources
• Onboard new partners through Fortified Data's process
• Design and deliver partner training programs to ensure partners can effectively position Fortified Data's services
• Organize and facilitate partner events, webinars, and informational sessions
• Conduct regular touchpoints with partner sales…