Job Overview
Drive Accelerated Focus’s Vision of ‘accelerating success for a million of our customers’ customers’ by managing the entire sales lifecycle, from lead generation to account expansion. While living by our Core Values, the Account Executive is responsible for engaging clients with insights, managing deals precisely, conducting deep prospect research, and fostering long-term partnerships that contribute to mutual success and growth.
Accountable For
Research-Driven Selling:
Know Your Customer Conduct thorough research to understand the client’s business, challenges, and goals—know more than they do. This is the minimum level expected.
Over prepare and enter every meeting fully prepared with insights that allow you to ask strategic questions and uncover deeper needs and risks that align with our services.
Build credibility-you are a professional, use preparation to challenge assumptions, build trust, and advise confidently.
Technical Proficiency- Actively utilize tools like OpenAI ChatGPT, to streamline workflows, create efficiencies, email writing, and generate insights. This is the norm.
Maintain an understanding of low-code platforms such as OutSystems.
Lead Generation- Pursue new opportunities through strategic prospecting, networking, and collaboration with OutSystems. Develop innovative strategies to consistently build a robust pipeline and drive momentum. Qualify leads effectively, focusing on those aligned with AF’s target client profile.
Deal Management-Own the sales lifecycle, tracking key deal milestones and deadlines and involving the right internal resources. Drive urgency and momentum while maintaining alignment across all stakeholders. Uncover and report on deal risks that could impact the deal and a project.
Document the prospect’s “Why” and their key success metrics and what a successful outcome looks like. Ensure these criteria are reflected in proposals and handoffs to delivery teams.
Drive urgency and momentum, while identifying and reporting potential risks.
Proposal Writing & Management-Create high-quality proposals that align with Accelerated Focus’s professional standards. Inconsistent formatting, poor structure, and lack of attention to detail are unacceptable. Own the proposal process, ensuring timelines, content quality, and alignment with client expectations.
Collaborate with OutSystems, technical, design, and consulting teams as needed to deliver exceptional results.
Customer Onboarding-Lead onboarding processes, ensuring a seamless transition from sales to delivery.
Collaborate with delivery teams to ensure client needs are met from the outset.
Account Growth and Management-Build and nurture relationships with assigned accounts, uncovering opportunities for upselling and cross-selling. Develop and execute on account plans to grow Accelerated Focus in our customers.
Social Media Engagement- Actively engage with professional networks on platforms like LinkedIn, sharing insights and thought leadership to strengthen AF’s brand. Use social media for lead generation and building credibility with prospects and clients.
CRM Data Accuracy-Maintain high-quality, accurate sales data in HubSpot and follow the principle: "If it isn’t in the CRM, it doesn’t exist," ensuring all activities and updates are logged consistently.
Knowledge, Skills, and Abilities
Curiosity and Research Expertise: Demonstrated ability to conduct deep research, uncover key insights, and enter meetings fully prepared to ask strategic questions and align solutions with client needs.
Consultative Selling Expertise: Skilled at uncovering client needs, understanding their “Why,” and crafting tailored low-code solutions that deliver measurable value and align with success metrics.
Challenger Sales Mindset: Proven ability to understand, teach, tailor, and take control during complex sales cycles, directing prospects to our services.
Lead Generation: Experienced in building and qualifying a high-quality pipeline through strategic prospecting and leveraging tools like LinkedIn Sales Navigator AI.
Exceptional Communication Skills: Strong presentation, negotiation, and writing abilities across all forms of communication, including proposals, emails, blogs, and chat. Maintain professionalism, clarity, and attention to detail in every interaction. Poor writing, inconsistent formatting, or lack of attention to detail will not be tolerated.
Advanced Technology Proficiency: Highly skilled in leveraging AI tools like ChatGPT to support research, proposal development, and lead generation.
Project Coordination: Ability to manage deals, track key milestones, success metrics, and deadlines, and coordinate cross-functional support effectively.
Social Media Savvy: Proficient in leveraging social media platforms for professional networking and thought leadership.
Coachability: Open to feedback, eager to learn, and willing to try new approaches to continuously improve performance and effectiveness.
Follow Sales Team Musts: They are the bare minimum, follow team standards, including CRM accuracy, professional communication, and timely follow-ups to ensure successful sales execution.
Qualifications
6+ years of experience in B2B IT sales, consulting, or project delivery roles, preferably with complex solutions.
Experience with low-code platforms, particularly OutSystems, is highly preferred.
Proven ability to conduct in-depth prospect research and translate findings into actionable insights.
Proficiency with CRM tools (e.g., HubSpot), including maintaining high-quality sales data and managing pipeline activities.
Active professional presence on social media, especially LinkedIn.
Post-secondary education in business, technology, or a related field, or equivalent experience.
Managerial Responsibilities
Lead deal management efforts, ensuring internal alignment and resource allocation.
Contribute to refining sales strategies, research practices, and lead generation processes.
Travel
Domestic travel (0–5%) for client visits, conferences, and internal team meetings as required.
Emi Labs
Signify
Kasten by Veeam | #1 Kubernetes Backup
Securonix
Creatio
