Senior Account Lead

The Sales Lead owns strategic customer relationships, overall account performance, and commercial execution for a defined geographic or customer segment. This role leads a small account team (Account Managers) that collectively owns a quota and works collaboratively to deliver revenue growth.

The Sales Lead is the most experienced seller on the team and is accountable for driving opportunity creation, guiding deal strategy, closing complex transactions, and ensuring the team hits quota—even when individual opportunities fall through.

This role requires a highly self-directed sales professional who builds their own plan, manages their own time, and consistently finds new paths to revenue.

• Owns quota for a defined territory or set of strategic accounts
• Clears obstacles for and assists with strategy for all Account team members
• Leads a sales account team consisting of Account Managers
• Sells into core operations of heavy industry customers (mining, industrial manufacturing, large equipment operators)
• Commercial focus across:
• Repair and service work
• Long-term service agreements (LTAs)
• Capital projects and large-scale upgrades

• Own senior-level customer relationships within assigned strategic accounts
• Maintain a deep understanding of customer operations, priorities, and business challenges
• Act as the primary commercial owner of the account, responsible for overall revenue performance

• Identify customer problems and translate them into commercial opportunities
• Proactively generate pipeline across service, repair, LTAs, and capital projects
• Maintain a mindset of “hit the quota even if…”—when a deal is lost or delayed, immediately pursue alternative opportunities
• Lead and support Account Managers in opportunity development and deal execution
• Provide guidance on deal strategy, customer positioning, and negotiation approach
• Step in to support or directly close complex or high-value opportunities as needed

• Lead early-stage technical and commercial discovery with customers
• Frame scope, commercial approach, and value proposition before handoff to technical teams
• Ensure opportunities are clearly defined, executable, and aligned with customer needs

• Navigate internal teams to move opportunities forward (engineering, operations, service, commercial leadership)
• Drive clarity, urgency, and accountability across internal stakeholders without direct authority

• Own commercial proposals, pricing discussions, negotiations, and contract close
• Ensure deals meet commercial, operational, and customer expectations
• Maintain disciplined pipeline management and forecasting

The Sales Lead does not
:

• Engineer or design technical solutions
• Assign Sales Engineers or technical SMEs
• Approve pricing exceptions or margin deviations
• Act as a project manager post-sale

• Strategic account revenue growth
• Pipeline health and quality
• Win rate and deal conversion
• Quota attainment (team and individual contribution)
• Customer satisfaction and relationship strength

• Highly self-guided and self-motivated; builds their own plan and manages their own schedule
• Operates with accountability and ownership—misses a deal and immediately replaces it
• Comfortable selling into the core operations of heavy industry environments
• Thinks commercially and strategically, not transactionally
• Thrives in complex, long-cycle sales environments

• Proven success selling into heavy industry, mining, or industrial operations
• Demonstrated experience selling a mix of:
• Service and repair work
• Long-term service agreements
• Capital projects
• Track record of owning and consistently achieving quota
• Experience supporting or leading other sellers within an account structure

• Strong discovery and problem-framing capabilities
• Commercial negotiation and closing expertise
• Ability to engage both operational and senior customer stakeholders
• Strong internal influence without formal authority
• Disciplined pipeline and forecast management