Account Executive - Software Sales

The Account Executive (AE) at Zirous plays a critical role in sustaining and expanding revenue within the Revenue Operations (Rev Ops) division. This role maintains a primary focus on the strategic partnerships with Adobe and Zendesk, while also engaging with other key partners, including Hub Spot and Salesforce. Acting as the central bridge between active clients, strategic partner representatives, and our internal delivery teams, this position ensures 100% client satisfaction, drives long-term customer lifetime value (LTV), and accelerates co-sell pipeline velocity.

The position reports directly to the Director of Sales, who provides daily strategic and tactical direction. This Account Executive will work closely with the VP of Strategic Alliances regarding partner activity and the Director of Revenue Operations who provides oversight of the division's overall strategic direction, resource management, and service capabilities.

Rev Ops partnerships the Account Executive oversees include:

• Adobe
• Hub Spot
• Salesforce
• Zendesk

Location:

Zirous provides a hybrid work model, offering in-office days Monday - Thursday and work from home (remote) days each Friday. On-site office days within the West Des Moines, IA office will vary due to the nature of this sales position. Your daily work location may vary based on client prospecting activities and partner events. Local candidates within the Des Moines, IA metro will be given priority in the recruitment process.

1. Lead Generation & Prospecting

• New Net: Research and identify new accounts to build a robust pipeline of target accounts.
• Discovery &
  
  Qualification:
  
  Rapidly identify decision-makers, assess prospect pain points, and qualify leads based on budget, authority, need, and timeline.

2. Strategic Partner Relationship Development

• Relationship Mapping: Build, nurture, and maintain tight-knit collaborative relationships with all partners including, but not limited to Rev Ops Executives (AEs), Customer Success Managers (CSMs), and partner channel representatives.
• Co-Sell & Referral Management: Manage incoming warm leads from partners, handle account mapping, target uncontacted partner account lists, and work side-by-side with partner reps to successfully advance and close co-sell motions.
• Business Value Management: Transition clients beyond a project-based focus to continuous, long-term business value utilizing the internal Rev Ops playbook.
• Partner Alignment Syncs: Execute a minimum of 2 strategic check-ins and 2 tactical/opportunity-focused syncs with Adobe and Zendesk partner teams each month.
• Partner Page & Portal Upkeep: Oversee the accuracy and strategic updates of Zirous' partner pages and portal registrations to retain premium partner status benefits.
• Activity Reporting: Create and track weekly activity, displaying touch points within Salesforce.

3. Client Engagement & Check-In

• 100% Coverage: Own, schedule, and execute the Quarterly Check-In (QCI) process for 100% of active clients within the Rev Ops division, every quarter to evaluate satisfaction, mitigate retention risks, and uncover expansion avenues. This includes post-kick-off, mid-project, and end-of-project check-ins for all clients when the quarterly check-in process may not yet apply.
• Meeting Synchronization: Coordinate internal alignment meetings with the Director of Rev Ops and assigned consulting teams to compile client insights before conducting the client-facing QCI.
• Follow-up Execution: Define and distribute post-meeting action plans to internal technical teams within 5 business days of the QCI.
• Division Briefings: Deliver documented follow-up action and pipeline update reports to the Director of Rev Ops within one business day for any cross-sell or upsell opportunities surfaced.
• Client Lifecycle Onboarding: Actively attend onboarding sessions for Net New Rev Ops clients to establish early relationships and align long-term relationship mapping.

4. Cross-Sell Strategy & Execution

• Account Research: Research and identify a minimum of 10 existing client companies per month that demonstrate technical gaps or are ideal fits for expanded Rev Op services.
• Stakeholder Coordination: Sync with internal division leads and Account Executives at the beginning of each month to finalize target account assignments and collaborative outreach approaches.
• Brokered Introductions: Drive qualified outreach loops (via email, targeted content campaigns, or Q  positioning) to land at least 1 brokered meeting per month between an existing client and a Zirous division lead.
• Pipeline Logging: Maintain pristine documentation of all client interactions, partner notes, meeting summaries, and pipeline opportunities inside Salesforce.
• Cross-Divisional Selling: Identify, research, and qualify existing client accounts for expansion into other Zirous divisions, and facilitate brokered introductions to internal division leads to drive cross-sell opportunities, with a goal of closing at least one deal per quarter.

• Lead Generation &…