North America Acquisition (New Logo) Account Executive
Reports To: Vice President, North America Acquisition (New Logo) Accounts
Location: Remote, with proximity to major airport
You’re a true enterprise hunter who knows how to break into named accounts, build conviction with executives, and close complex SaaS + services deals.
In this role, you’ll win net-new enterprise and upper mid-market customers across our highest-priority Win Zones, which includes Asset-heavy industries such as Utilities, Manufacturing, Electronics, Mining etc. You’ll run the full new-logo motion: outbound strategy, multi-threaded discovery, solution alignment, services positioning, procurement navigation, and close.
- Industry-focused hunting: Sell into defined verticals where we have the right to win, called “Win Zones” with a clear ICP—not a “boil the ocean” territory.
- Enterprise deal complexity: Multi-stakeholder, ROI-driven cycles with real business outcomes.
- SaaS + services value: Sell solutions that combine software and services to drive adoption and measurable results.
- Strong internal partnership: Supported by BDRs, Solutions Engineering, Marketing, Customer Success, and Services, which allows you to remain focused on creating and converting pipeline.
Key Responsibilities
Hunt and create net-new demand in priority Win Zones
- Build an account plan and outbound motion for enterprise/upper mid-market prospects in target verticals (e.g., Utilities, Manufacturing, Electronics, Mining).
- Pipeline generated via multi-channel prospecting (calls, email, social, events) and convert inbound interest into qualified opportunities.
- Multi-thread into accounts by mapping stakeholders (economic buyer, champion, IT/security, procurement, operations).
Run executive-level discovery and solution selling (SaaS + services)
- Lead consultative discoveries to uncover business drivers, quantify value, and define success metrics (ROI, risk, compliance, productivity, customer experience).
- Build compelling, industry-relevant narratives aligned to buyer workflows and use cases.
- Position software and professional services to reduce implementation risk and accelerate time-to-value.
Drive complex deal execution and close
- Own the full cycle from first meeting to signature and kickoff.
- Lead rigorous deal strategy: mutual action plans, stakeholder maps, executive alignment, and clear next steps.
- Navigate security reviews, legal, and procurement; negotiate commercials while protecting value and timelines.
- Ensure a seamless handoff to Customer Success and Professional Services post-sale.
Must-Have Experience
- 5+ years of successful enterprise B2B SaaS sales experience with a strong emphasis on new logo acquisition.
- Demonstrated success closing complex, multi-stakeholder deals (including procurement/legal/security steps).
- Experience selling solutions that include services/implementation (or strong ability to position/attach services).
- Strong outbound and territory-planning capability (you can build pipeline, not just work it).
- Proficiency with CRM and disciplined forecast/pipeline management (Salesforce, HubSpot, Dynamics, etc.).
Highly Preferred Experience
- Direct experience selling into Asset-heavy industries (e.g., Utilities, Manufacturing, Processing, Electronics, Mining).
- Executive presence with VP/C-level stakeholders and cross-functional buying groups.
- Track record of consistent attainment in enterprise hunting roles (president’s club, top-performer, etc.).
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