Account Executive (SaaS – EHS & Compliance Industry)
At HSI, we empower organizations to create safer, smarter, and more compliant workplaces through our industry-leading EHS, training, and compliance solutions. Our platform is used by organizations nationwide to manage risk, deliver training, ensure regulatory compliance, and safeguard their people.
We are seeking a mid-market to enterprise Account Executive with industry experience — someone who understands the needs, regulations, and pain points of safety, compliance, training, or operationally complex environments. This role requires a consultative seller who can navigate multi-stakeholder cycles and articulate the value of HSI’s comprehensive SaaS offerings.
You will receive qualified inbound opportunities from our BDR team while also building strategic outbound pipeline in high-value verticals such as manufacturing, construction, utilities, energy, healthcare, transportation, and other regulated industries.
What You’ll Do
- Manage and close qualified inbound leads and drive full-cycle sales opportunities from discovery to close.
- Perform targeted outbound outreach into strategic accounts and industry-specific verticals.
- Conduct consultative discovery to understand complex safety, compliance, training, and operational requirements.
- Deliver impactful product demos tailored to EHS, risk, compliance, or workforce development buyers.
- Navigate multi-stakeholder enterprise environments (EHS Directors, HR leaders, Risk/Safety Managers, Operations VPs).
- Develop proposals, build ROI cases, and negotiate multi-solution SaaS deals.
- Expand opportunity reach by mapping organizations both vertically and horizontally.
- Maintain accurate forecasting, pipeline hygiene, and account activity in Salesforce.
- Continuously grow your understanding of HSI’s product suite, EHS/compliance trends, and the competitive landscape.
What Makes You Successful
- Industry Insight: Familiarity with EHS, compliance, safety training, workforce development, or selling into regulated industries.
- Consultative Selling: Ability to frame solutions around risk reduction, efficiency, and compliance outcomes.
- Influence: Skilled at guiding diverse stakeholders toward aligned decisions.
- Grit & Drive: Motivated to exceed quota and consistently outperform.
- Communication Excellence: Strong storytelling, demo delivery, and executive-level communication.
4+ years quota-carrying SaaS sales; B2B SaaS to mid-market/enterprise; experience in EHS/compliance/training; Salesforce proficiency; 2-year degree required, 4-year preferred.
Key Responsibilities
- Closing deals
- Outbound outreach
- Delivering demos
Skills & Tools
Salesforce
Job Details
- Category: Sales
- Seniority: Mid Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Tuition reimbursement
- Retirement plan
- Generous parental leave
About HSI
Provides SaaS-based EHS, training, and compliance solutions. — Industry: Information Technology