Note: The job is a remote job and is open to candidates in USA. Cordance accelerates the growth of vertically focused B2B SaaS companies through acquisition and long-term tactical and financial guidance. The Account Executive will drive new business acquisition in the Distribution market, manage the full SaaS sales cycle for mid-market opportunities, and develop consultative, ROI-focused relationships with decision-makers. The role also involves pipeline development, negotiation, forecasting, and collaboration with SDRs, Sales Leadership, Marketing, and Customer Success.
Responsibilities
- New Business Acquisition: Identify, engage, and convert new logo opportunities within the Distribution market
- Prospecting: Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers
- Full-Cycle Sales: Manage SaaS sales opportunities from qualification through close
- Product Demonstrations: Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups
- Consultative Selling: Conduct deep discovery to identify customer pain points, align solutions to business objectives, and build ROI-based value propositions
- Sales Methodology: Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy
- Opportunity Strategy: Develop and execute opportunity strategies that balance customer outcomes with business goals
- Negotiation: Negotiate contract terms that establish long-term, mutually beneficial partnerships
- Pipeline Development: Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage
- Team Collaboration: Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging
- Customer Handoff: Ensure seamless handoffs to Customer Success for onboarding and adoption
- Pipeline Management: Maintain high CRM hygiene and data accuracy in HubSpot and deliver consistent, data-driven forecasting
Skills
- This is a fully remote role; all candidates must be based in the US
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota
- Demonstrated success in new business acquisition within Distribution mid-market customers ($100K+ ARR typical deal size)
- Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers in Pricing, Sales, and Finance
- Exceptional communication, presentation, and negotiation skills
- CRM proficiency (HubSpot preferred)
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment
- Experience selling into Distribution
- Experience selling multi-threaded $100K+ SaaS, especially Profit Optimization
- Demonstrated success working cross-functionally with SDRs, Sales Leadership, and Marketing to optimize GTM execution
- Background in new logo acquisition within Distribution
Benefits
- Comprehensive health coverage beginning on the first day of employment.
- 401K Plan (US): 1:1 match for the first 3% of contributions and 0.5:1 match for the next 2%; contributing 5% of salary provides a 4% match. Choose from pre-tax and Roth options. Eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): 1:1 match for the first 3% of contributions and 0.5:1 match for the next 2%; contributing 5% of salary provides a 4% match. Choose from pre-tax and Roth options. Eligible the first of the month after 90 days and immediately vested.
- Flexible PTO: uncapped paid time off.
- 12 weeks paid parental leave for all employees.
- Monthly stipend of $75 USD for phone and internet if you work remotely.
- Generous holiday schedule.
Company Overview