Account Executive

Account Executive

As an Account Executive, you'll report to the Manager, Sales. Your core mission is to drive new revenue by relentlessly prospecting and qualifying opportunities, then managing them through a disciplined sales process to close. You'll own your territory's pipeline - from generating and qualifying leads yourself, to working leads passed from marketing and the BDR team - and you'll be measured on your ability to convert that pipeline into signed business against monthly and quarterly quotas.

This role demands a hunter's mentality: heavy outbound prospecting, sharp qualification instincts (so you're spending time on deals that can actually close), and strong deal management skills to keep multi-stakeholder sales cycles moving. You'll build relationships at every level of a prospective customer's organization, run a tight sales process, and close with confidence and urgency.

Key Responsibilities

• Own full-cycle sales execution: prospect, qualify, negotiate, and close new business to consistently hit and exceed monthly and quarterly quotas
• Proactively prospect into target accounts daily - outbound calls, emails, social selling, and industry networking - to build and sustain a healthy pipeline independent of inbound flow
• Rigorously qualify all inbound and BDR-sourced leads (BANT/MEDDIC or equivalent) to prioritize time against winnable, high-value opportunities
• Research accounts, map organizational structure, and identify economic buyers and key decision-makers before engaging
• Manage complex deal cycles end-to-end - coordinating internal resources, navigating procurement/legal, managing timelines, and driving toward signature
• Build and execute a territory business plan that translates into a predictable pipeline generation and closing cadence
• Partner with BDRs to align messaging and run targeted campaigns that drive qualified pipeline into your territory
• Deliver compelling, consultative product demonstrations tailored to prospect needs, including our AI-powered capabilities
• Negotiate pricing, terms, and contracts to close deals that are profitable and sustainable for both parties
• Represent the company at industry conferences, networking events, and webinars to build brand presence and generate opportunities
• Maintain rigorous, real-time CRM hygiene (Salesforce) - accurate stage, forecast, and next-steps tracking on every opportunity
• Build lasting relationships and maintain proactive, ongoing communication with prospects and customers across your territory

Competencies

• Prospecting & Qualification – Proven ability to independently generate pipeline and rapidly qualify or disqualify opportunities to focus effort where it counts
• Deal Management – Skilled at orchestrating multi-stakeholder, multi-stage sales cycles, keeping deals on track and avoiding stalls
• Closing – Strong track record of driving deals to signature, handling objections, and negotiating favorable terms
• Communication – Strong verbal and written communication skills, capable of engaging and influencing stakeholders at all levels, including executives
• Adaptability – Agile in adjusting strategy and messaging in a dynamic, competitive sales environment
• Analytical – Uses pipeline and funnel data to prioritize activity and improve conversion rates at every stage
• Team Collaboration – Works effectively with BDRs, marketing, product, customer success, and account management for a seamless customer experience
• Mental Agility – Comfortable with complexity and ambiguity; quick to learn new products, including AI-driven features, and translate them into customer value

Must-Have Qualifications

• 2+ years of experience in software and/or SaaS sales with a demonstrated track record of exceeding quota
• Demonstrated experience with AI products/tools - either selling AI-enabled solutions, using AI in the sales process, or a strong working understanding of AI use cases relevant to customers
• Proven experience prospecting and building pipeline in a hunting role, not just working handed-off leads
• Proven track record managing complex deal cycles from qualification through close
• Experience with Salesforce CRM
• Strong negotiation and closing skills with a history of consistently converting pipeline to closed-won revenue
• Ability to travel up to 10%

Nice-to-Have Qualifications

• Distribution industry experience strongly preferred
• Experience in a multi-solution, multi-product selling environment
• Experience selling AI software or platforms

The Advantive Way

How Advantive works, in brief: six values, five promises, and three AI habits, one way of working. The values are who we are; the promises are what we deliver. This is what we hire for, at every level, and it applies to this role in full.

Our Values: who we are

The bar below which no behavior is acceptable, on the floor, in the backbone, and in this role.

Humility

Team-first; team success ahead of self-interest.

Integrity

Candid; admit mistakes; do the right thing even when it costs.

Grit

Fortitude and fierce resolve; long-term goals over short-term comfort.

Results Orientation

Measured by results, not effort; execution over busyness.

Winning Attitude

Optimistic and determined; persevere through adversity.

Drive to Excellence

Seek feedback; learn, grow, be the best version of ourselves.

The Five Promises: what we deliver

The standard by which all work is measured. Not values, but promises: harder to walk back, easier to coach against.

1.) Start where the work is. Go to the floor before the office; build from reality, not theory.

2.) Make it run. Ship software that runs where the work happens, and own it in production.

3.) Own the hard part. The customer's job is hard enough; we don't hand off the mess.

4.) Show up as a team. Heroes burn out; teams compound. No vanishing reps.

5.) Move their number. Outcomes, not activity. The number the customer is judged on, not ours.

How we work with AI

Openly Learn: share what works, failures included.

Nurture Curiosity: ask the model why; don't accept first answers.

Earn Trust: the operator decides what's true; verify before you ship.

Competencies

• Prospecting & Qualification – Proven ability to independently generate pipeline and rapidly qualify or disqualify opportunities to focus effort where it counts
• Deal Management – Skilled at orchestrating multi-stakeholder, multi-stage sales cycles, keeping deals on track and avoiding stalls
• Closing – Strong track record of driving deals to signature, handling objections, and negotiating favorable terms
• Communication – Strong verbal and written communication skills, capable of engaging and influencing stakeholders at all levels, including executives
• Adaptability – Agile in adjusting strategy and messaging in a dynamic, competitive sales environment
• Analytical – Uses pipeline and funnel data to prioritize activity and improve conversion rates at every stage
• Team Collaboration – Works effectively with BDRs, marketing, product, customer success, and account management for a seamless customer experience
• Mental Agility – Comfortable with complexity and ambiguity; quick to learn new products, including AI-driven features, and translate them into customer value

Must-Have Qualifications

• 2+ years of experience in software and/or SaaS sales with a demonstrated track record of exceeding quota
• Demonstrated experience with AI products/tools - either selling AI-enabled solutions, using AI in the sales process, or a strong working understanding of AI use cases relevant to customers
• Proven experience prospecting and building pipeline in a hunting role, not just working handed-off leads
• Proven track record managing complex deal cycles from qualification through close
• Experience with Salesforce CRM
• Strong negotiation and closing skills with a history of consistently converting pipeline to closed-won revenue
• Ability to travel up to 10%

Nice-to-Have Qualifications

• Distribution industry experience strongly preferred
• Experience in a multi-solution, multi-product selling environment
• Experience selling AI software or platforms

The Advantive Way

How Advantive works, in brief: six values, five promises, and three AI habits, one way of working. The values are who we are; the promises are what we deliver. This is what we hire for, at every level, and it applies to this role in full.

Our Values: who we are

The bar below which no behavior is acceptable, on the floor, in the backbone, and in this role.

Humility

Team-first; team success ahead of self-interest.

Integrity

Candid; admit mistakes; do the right thing even when it costs.

Grit

Fortitude and fierce resolve; long-term goals over short-term comfort.

Results Orientation

Measured by results, not effort; execution over busyness.

Winning Attitude

Optimistic and determined; persevere through adversity.

Drive to Excellence

Seek feedback; learn, grow, be the best version of ourselves.

The Five Promises: what we deliver

The standard by which all work is measured. Not values, but promises: harder to walk back, easier to coach against.

1.) Start where the work is. Go to the floor before the office; build from reality, not theory.

2.) Make it run. Ship software that runs where the work happens, and own it in production.

3.) Own the hard part. The customer's job is hard enough; we don't hand off the mess.

4.) Show up as a team. Heroes burn out; teams compound. No vanishing reps.

5.) Move their number. Outcomes, not activity. The number the customer is judged on, not ours.

How we work with AI

Openly Learn: share what works, failures included.

Nurture Curiosity: ask the model why; don't accept first answers.

Earn Trust: the operator decides what's true; verify before you ship.

Why Advantive?

• Culture of Growth: We don’t hire to fill seats - we hire to develop talent. You’ll be supported like an athlete, coached like a leader, and challenged like a builder.
• Career Acceleration: Many of our best leaders started in frontline roles like this one. We believe in moving fast and promoting from within.
• Real Impact: You’re not a cog in the machine here. Your work helps real businesses that keep supply chains, manufacturing lines, and entire industries running.

Artificial intelligence (AI) technology may be used during the hiring process to record, transcribe, analyze, and rank interview responses. By submitting your application and participating in the interview process, you acknowledge and consent to the use of AI technology in the hiring process.

Interview Process:

We believe in identifying a strong fit between our company and our employees and supporting a culture of creative problem solving and innovation. To that extent, if selected for next steps, you will be invited to complete a series of assessments that focus on aptitude and personality prior to a recruiter interview. Everyone at the company from early career all the way to CEO has taken these assessments. The assessment email will be coming from a no-reply email address via our ATS (Hirebridge), so please be on the lookout!

Advantive is an equal opportunity employer. We are committed to equal employment regardless of race, color, ethnicity, ancestry, religion, sex (including pregnancy, sexual orientation, or gender identity or expression), national origin, age, disability, veteran status, or other class protected by applicable law. All qualified applicants will receive consideration for employment without regard to these characteristics. We are committed to providing reasonable accommodations to individuals with disabilities and to ensuring a fair and inclusive hiring process.

Warning! Advantive does not make job offers without conducting face-to-face (including virtual) interviews and will never ask you for money and/or personal information such as Social Security or bank information during the interview process.

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