Note: The job is a remote job and is open to candidates in USA. OrgChart is an industry-leading SaaS solution for HR professionals that supports organizational charting and workforce planning. The Account Executive will own the full sales cycle, generate and convert qualified pipeline, lead complex multi-stakeholder deals, engage executive buyers, and maintain accurate Salesforce forecasting and opportunity records.
Responsibilities
- You’ve built and are actively working a qualified pipeline — This demands consistent dedicated hours to prospecting, conducting outreach on inbound leads, demonstrating value at the executive level, and pursuing every deal with urgency and dedication
- You’re closing large deals ($50k-100k) independently — with limited hand-holding and your average deal size reflects meaningful upmarket movement
- Executive-level contacts within your deals know your name — because you’ve asked for the conversation and earned it by understanding their challenges and needs
- Your CRM hygiene is airtight — leadership can trust your forecast, not just review it
- You’re an expert in the product — You know every feature of the software, what it can and can’t do, and can walk customers through its functionality when they’ve articulated the need
- You’ve built and demonstrated success with outbound – You’re not only reliant on inbound leads and also have a “hunter” mentality and can build an outbound strategy and generate pipeline with high-potential ICP targets
- Own qualified leads from Marketing and convert them into active opportunities — with fast follow-up and disciplined qualification against BANT criteria
- Return to leads that don’t meet threshold today; maintain a nurture pipeline that converts over time using digital body language and CRM activity signals
- Maximize time in selling activities — planning and administrative work happen during off-peak hours; prime selling time is protected for prospecting within our ICP, following up on MQLs, managing opportunities and pursuing previous prospects that have indicated interest
- Run structured discovery, multi-threaded demos, and executive-level business case conversations across HR, Finance, and IT buyers
- Build and maintain executive sponsorship at target accounts — cultivating senior HR stakeholders who champion OrgChart internally and participate in key meetings
- Navigate complex evaluations with tenacity — anticipating objections, removing obstacles, and maintaining deal momentum without burning goodwill
- Maintain accurate, up-to-date opportunity records in Salesforce; track lead and opportunity activity as distinct stages with full CRM hygiene
- Communicate a clear and honest weekly forecast; flag risks early and surface resource needs proactively — not after the deal slips
Skills
- 3–5 years of full-cycle B2B SaaS sales experience, with a track record of closing new logo deals worth $50K–$100K+
- Demonstrated performance over time — quota attainment history, advancement through internal promotions, stack rank placement, or other markers of sustained, above-average results
- Comfortable conducting executive-level discussions with HR leaders, Finance stakeholders, and C-suite sponsors — not just procurement or day-to-day users
- Experience with outbound tools including 6Sense, Apollo, ZoomInfo, Gong, Outreach, Salesloft, Clay, and Hubspot
- Salesforce fluency required — you use it as a selling tool, not just a reporting obligation; experience entering all activities, optimizing lead creation, conversion, and opportunity management preferred
- Intellectually tenacious — you find creative paths through obstacles, don't confuse activity with progress, and stick to a plan without being derailed by noise and friction
- Active, demonstrable AI fluency — specific use cases in your sales workflow (research, outreach quality, call prep)
- Candidates must be located in one of the following states: AZ, CA, CO, FL, GA, ID, IL, IN, MA, NC, NJ, OR, PA, TX, UT, WA
- Experience entering all activities, optimizing lead creation, conversion, and opportunity management preferred
- Experience selling into HR, workforce planning, or HCM-adjacent markets is a plus, but not required
- Bachelor's degree preferred
Benefits
- 100% employer-paid platinum healthcare for employees and dependents — medical, dental, and vision
- 401(k) with 6% company match
- 15 paid company holidays, including the week between Christmas and New Year’s
- LinkedIn Learning access with over 16,000 courses
- Remote-first with in-person options in Denver, CO
Company Overview