Senior Account Executive

What You’ll Do

• Own the full sales cycle—prospecting, discovery, scoping, proposal, negotiation, and close—for mid‑market and enterprise clients in Ohio.
• Build and manage a pipeline that meets a $2M–$3M net‑new annual quota.
• Prospect and close deals across mid‑market and enterprise accounts in Cleveland or Columbus.
• Run the full sales cycle: initial outreach, discovery calls, technical scoping with our team, proposal development, negotiation, and contract signature.
• Build pipeline through your existing network, referrals, and direct outreach.
• Manage opportunities in CRM and forecast your pipeline accurately.
• Serve as the primary relationship owner for accounts you bring in; identify upsell and expansion opportunities and hand them to the appropriate team member.
• Conduct discovery calls to uncover the client’s technical environment, pain points, and desired outcomes.
• Partner with leadership for technical validation, architecture discussions, and solution design during the sales process.
• Translate technical requirements into clear statements of work (SOWs) that set realistic expectations.
• Represent the company at local industry events, user groups, and client meetings.
• Build and maintain relationships with referral partners such as MSPs, VARs, Microsoft sellers, and peer consultancies.
• Travel locally for face‑to‑face meetings, lunches, and relationship building.

• 5+ years of B2B sales experience selling IT professional services, consulting, or managed services.
• Proven track record closing $1M+ in annual revenue, with deal sizes ranging from $50K to $500K+.
• Deep familiarity with the Microsoft ecosystem:
  Microsoft 365, Azure, Entra , Exchange, Teams, SharePoint, Intune, Defender, Purview, Copilot, and related technologies.
• Experience selling to IT leaders (CIOs, IT Directors, IT Managers) in mid‑market and enterprise organizations.
• Ability to articulate technical value without needing to be the technical expert.
• Existing network of IT decision‑makers in Cleveland or Columbus (or the ability to build one quickly).
• Track record of generating your own pipeline through networking, referrals, and outbound prospecting.
• Comfortable working in a referral‑based, relationship‑driven business where trust and reputation matter more than cold calls.
• Strong discovery skills: asking the right questions to uncover pain, budget, timeline, and decision‑making authority.
• Ability to structure complex, multi‑phase engagements and translate them into clear proposals.
• Negotiation skills: knowing when to hold firm, when to flex, and how to close without leaving money on the table.
• Pipeline discipline: keeping the CRM clean, forecasting accurately, and knowing where every deal stands at all times (e.g., Hub Spot).

• Experience selling Microsoft security, compliance, or identity services (e.g., CMMC, NIST, CIS benchmarks, Zero Trust).
• Familiarity with Microsoft partner programs and co‑selling with Microsoft account teams.
• Existing relationships with MSPs, VARs, or other referral sources in the Ohio market.

$300K ($2M–$3M quota × 10%).

Monday–Friday with flexibility for evening events, client dinners, or breakfast meetings when needed. Local travel required for face‑to‑face meetings. Remote work is supported, but the candidate must be in‑market (Cleveland or Columbus) to build the relationships that matter.

• Health Insurance options including Medical, Dental, and Vision.
• Flexible Time Off Policy and Company‑wide Holidays.
• 401(k) with 6% employer match (both traditional and Roth).
• Paid volunteer opportunities.
• Professional Development: paid training, certifications, and annual development budget.