Note: The job is a remote job and is open to candidates in USA. Advantive is hiring an Account Executive to drive new revenue by prospecting, qualifying, and closing new business. The role owns territory pipeline and full-cycle sales execution, including deal management, customer relationships, and quota attainment.
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
Skills
- Proven ability to independently generate pipeline and rapidly qualify or disqualify opportunities to focus effort where it counts
- Skilled at orchestrating multi-stakeholder, multi-stage sales cycles, keeping deals on track and avoiding stalls
- Strong track record of driving deals to signature, handling objections, and negotiating favorable terms
- Strong verbal and written communication skills, capable of engaging and influencing stakeholders at all levels, including executives
- Agile in adjusting strategy and messaging in a dynamic, competitive sales environment
- Uses pipeline and funnel data to prioritize activity and improve conversion rates at every stage
- Works effectively with BDRs, marketing, product, customer success, and account management for a seamless customer experience
- Comfortable with complexity and ambiguity; quick to learn new products, including AI-driven features, and translate them into customer value
- 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
- Distribution industry experience strongly preferred
- Experience in a multi-solution, multi-product selling environment
- Experience selling AI software or platforms
Company Overview