Note: The job is a remote job and is open to candidates in USA. Trafera is seeking an Account Executive, Outside Sales, to drive revenue growth across the greater Southern California territory. The role focuses on acquiring new customers, expanding products and services with existing customers, building qualified sales pipelines, and achieving revenue and market share targets through proactive prospecting and consultative selling.
Responsibilities
- Own new business development and customer growth within assigned territory, with primary accountability for net-new customer acquisition
- Build and execute a disciplined prospecting strategy, including cold outreach, targeted account engagement, in-person networking, and industry event participation
- Create and maintain a robust, forward-looking pipeline of qualified opportunities, with a strong focus on new logos and whitespace accounts
- Drive sales cycle execution from initial outreach through close, ensuring consistent pipeline conversion, revenue generation, and margin quality
- Identify and penetrate target accounts and competitive strongholds, positioning Trafera to win net-new business
- Leverage market intelligence, competitive analysis, and customer insights to prioritize high-value opportunities
- Partner with internal teams, especially the advisory services and sales engineering groups, to accelerate pipeline creation and deal velocity
- Lead RFI/RFP responses and negotiations focused on winning new business and displacing competitors
- Input and maintain accurate customer information, pipeline, activity, and forecast data in CRM to support visibility and accountability for customers and territory plan
- Represent Trafera in the market through active presence at industry events and prospect engagements to expand brand reach and generate demand
- Achieve and exceed revenue quotas, pipeline creation targets, and KPI expectations focused on growth and market share goals
Skills
- • Bachelor's degree in business, marketing, sales, IT, or related field, or equivalent combination of education and relevant experience
- • 5+ years of success in new business development, prospecting, and quota attainment in IT services or educational technology sales
- • Demonstrated track record of consistently generating new pipeline and closing net-new business
- • Proven ability to identify, pursue, and win new customers in competitive markets
- • Strong consultative selling skills with the ability to translate customer needs into tailored solutions
- • High level of self-motivation with a hunter mindset and bias for action
- • Adapt quickly to changing priorities, customer requirements, technologies, and market conditions
- • Communicate complex information clearly and effectively through verbal, written, and presentation formats
- • Develop and maintain strong customer relationships through active listening, problem-solving, negotiation, and influence skills
- • Handle periods of pressure associated with revenue goals, sales targets, customer expectations, and time-sensitive opportunities
- • Demonstrate resilience and persistence when facing objections, setbacks, competitive challenges, and changing market dynamics
- • Plan, organize, and manage territory activities independently while maintaining consistent follow-through and accountability
- • Apply strategic thinking, business acumen, and financial reasoning to support revenue growth and customer success
- • Maintain confidentiality of customer, employee, company, and proprietary information
- • Continuously learn and apply new products, technologies, industry trends, and competitive knowledge
- • Experience leveraging CRM tools to manage data integrity discipline in pipeline, activity, and forecasting
- • Working knowledge of IT technology solutions such as SaaS, DaaS, infrastructure and networking (servers, LAN/WAN, firewalls, VPN, cloud, virtualization), Cybersecurity, and other IT technology strategies sufficient to engage customers in designing solutions
- • Strong business acumen and market understanding with ability to own sales territory planning
- • Strong written and verbal communication skills, with the ability to present information clearly, professionally, and persuasively to customers, vendors and internal partners
- • Creative and results oriented mindset with the ability to collaborate with others to identify and solve issues, make proactive recommendations, and lead through influence
- • Ability to travel within territory routinely and to other nationwide locations as necessary
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