As a Account Executive, you will be responsible for acquiring net new partnerships.  Your role will require you to excel at discovery, demonstrations, closing deals and onboarding new accounts. You will work closely with leadership, marketing and your aligned BDR to develop and execute sales strategies.  You will be responsible for meeting and exceeding your individual sales goals, as well as monthly KPI targets.

Job Title:  Account Executive
 On Target Earning:
Reports to: CEO Department:  Sales
No capped commission

Role Objectives

  • Maintain accurate, real-time records in the CRM, logging every call, email, note, and stage change to ensure full pipeline visibility and reporting accuracy.
  • Execute a consistent outbound cadence of 50+ dials per day during protected call blocks (“Golden Hours”) using CRM call queues.
  • Engage leadership early in the process for strategic deal support, competitive positioning, and executive alignment on high-value opportunities.
  • Provide a seamless post-close handoff to Client Success to ensure onboarding, adoption, and retention continuity.
  • Stay current on product features, pricing, and industry trends; continuously improve demo proficiency and confidently present the value proposition to prospects and partners.
  • Meet or exceed daily activity goals, weekly pipeline hygiene standards, and monthly closed-won KPIs for SaaS and KickStart growth.

Responsibilities

  • Prospect daily through outbound channels including cold calls, email, and LinkedIn or other social selling platforms, maintaining at least 50+ dials per day and consistent engagement across multiple touchpoints.
  • Manage the full sales cycle from first contact through signed agreement and handoff to Client Success, maintaining ownership of each stage.
  • Qualify prospects through structured discovery to identify business needs, budget alignment, and decision-making criteria for both Platform and KickStart.
  • Maintain clean, accurate CRM data by updating lead status, opportunity stages, next steps, and notes in real time to ensure visibility and reporting accuracy.
  • Post a brief daily summary of your activity to the team Slack channel, including calls made, meetings scheduled, and key outcomes from the day.
  • Schedule and lead tailored demos that directly connect prospect needs to platform capabilities and measurable ROI.
  • Prepare and deliver proposals with precision, ensuring accurate pricing, professional presentation, and timely follow-up to advance deals to close.
  • Maintain a healthy, balanced pipeline of qualified opportunities, ensuring no stalled or overdue tasks in CRM each week.
  • Collaborate with marketing, operations, and Client Success to ensure alignment, clear communication, and a seamless customer experience.
  • Participate in weekly pipeline reviews, roleplay sessions, and 1:1 coaching focused on continuous improvement and KPI accountability.
  • Attend partner and company events as scheduled, including virtual Partner Enablement Calls twice per month and industry conferences or trade shows when invited.
  • Represent Compliance Scorecard professionally at conferences, webinars, and partner meetings to promote brand awareness and strengthen relationships.

Required Skills and Qualifications

  • Proven success managing a full sales cycle from cold outreach to close within a high-velocity SaaS or technology environment.
  • Knowledge of the Managed Service Provider (MSP) channel, including familiarity with key industry leaders, influencers, and partner ecosystems.
  • Strong understanding of B2B sales funnels, buyer personas, and multi-step decision-making processes.
  • Demonstrated ability to prospect, qualify, and convert through consistent outbound activity across calls, email, and social channels.
  • Minimum of two years of quota-carrying SaaS sales experience with measurable results.
  • Skilled in conducting structured discovery conversations, identifying pain points, and aligning solutions to business outcomes.
  • Proficient with CRM and sales enablement tools, maintaining clean data, tracking pipeline health, and producing accurate forecasts.
  • Excellent verbal and written communication skills, with strong presentation and demo delivery capability.
  • Self-motivated, accountable, and comfortable operating in a metrics-driven environment with daily activity targets.

Key Performance Indicators

All KPIs are designed to drive outbound activity, pipeline velocity, and revenue growth. Results are reviewed weekly with leadership to refine cadence, messaging, and process for continuous improvement.

  • Closed SaaS Deals: Maintain a minimum of 10 closed SaaS deals per month, with a growth target of 20+ as ramp and territory maturity increase.
  • Kickstart Program: Achieve at least 4 new Kickstart Program enrollments per month, ensuring accurate tracking and onboarding coordination with Client Success.
  • Outbound Activity: Complete a minimum of 50 outbound dials per day, supported by targeted email and LinkedIn outreach.
  • Pipeline Hygiene: Keep all active opportunities updated daily in the CRM, including stage, next step, and close probability.
  • Sales Cycle Progression: Move opportunities through each stage in alignment with the defined sales process and cadence expectations.
  • Forecast Accuracy: Deliver accurate weekly forecasts reflecting deal stage, close probability, and projected revenue.
  • Conversion Rate: Maintain or exceed a 35% conversion rate from qualified leads to closed partners.
  • Social Selling: Build and maintain an active professional presence on social channels to support brand awareness and partner engagement.
  • Collaboration: Participate in all scheduled team meetings, pipeline reviews, and 1:1 coaching sessions to maintain accountability and alignment with team objectives.

Key Traits

  • Motivated self-starter with strong accountability and a consistent drive to exceed goals without constant oversight.
  • Coachable and growth-oriented, applying feedback to improve performance and results.
  • Resilient and adaptable, able to adjust quickly when faced with objections, stalled deals, or changing priorities.
  • Professional and punctual in all communications, meetings, and partner interactions.
  • Proactive communicator who anticipates needs, provides clear updates, and keeps leadership informed on progress and blockers.
  • Collaborative team player who supports shared goals while maintaining ownership of individual results.
  • Persistent closer with the discipline and mindset to sustain momentum across long sales cycles and high outbound volume.
  • Strategic thinker who aligns activity, pipeline management, and prospecting focus with company revenue objectives.
  • Willing to travel occasionally for partner events, conferences, and team gatherings.
  • Comfortable representing the company on live partner calls and in virtual or public settings.