Job OverviewWe are seeking a seasoned Enterprise Account Executive to drive new business revenue within the enterprise accounting and tax firm space. This role requires a consultative sales approach, uncovering pain points related to application, security and IT management; firm growth strategies; and operational complexities in the accounting and tax space. The role will help accounting firms navigate key trends such as AI, Private Equity, talent/offshoring, new security threats and data lakes / analytics. This enterprise sales position requires the ability to strategically partner with IT leaders and CPA firm partners in person and remotely. The ideal candidate will lead all aspects of the sales initiatives and be comfortable controlling meetings, sales processes and the pace of the sales cycle. The candidate must thrive in a fast-paced environment and have a successful record of closing deals delivering annual recurring revenue involving sophisticated application, managed security and IT solutions.This position requires travel approximately 20-40% to prospects, customers and industry events.ResponsibilitiesTerritory Management & PlanningDevelop and execute a comprehensive territory plan to penetrate assigned markets.Build relationships with existing customers in territory for future expansion.Manage end-to-end sales from prospecting to closing, providing accurate and real-time updates to forecasts and CRM systems.Consistently meet or exceed monthly, quarterly, and annual sales targets.Pipeline DevelopmentProspect and build a robust pipeline of new accounting and tax firms with outbound calls and emails to defined market and territory.Represent the company at regional association events, tradeshows, and networking opportunities to generate leads and build relationships.Consultative SellingEngage in consultative, business-level conversations with firm leaders to uncover pain points and strategic needs.Position solutions that address application management, security, compliance, and firm growth challenges.Partner with pre-sales engineering and solutions teams to define technical solutions that align with customer goals.Establish and nurture high-level relationships to become a trusted advisor.Requirements8-10 years proven B2B success selling managed technology services, cloud / hosting or cybersecurity to larger organizations.Expertise in complex mid-duration sales cycles, negotiation, presentation, networking and selling methodologies such as MEDDIC or SPICED.Preference for but not a requirement for understanding of the accounting firm landscape, including services offered, technology utilized, challenges, etc.Bachelor’s degree in business related field strongly preferred.Strong consultative selling skills with the ability to uncover business challenges and align solutions.Excellent territory planning and prospecting abilities.Ability to manage complex sales cycles and multiple stakeholders.Willingness to travel for events, tradeshows, and client meetings.Highly motivated, self-starter with a growth mindset.Proficient in CRM tools and real-time forecasting.Eligibility RequirementsThis role is open to US Citizens or permanent residents authorized to work in the United States. Rightworks LLC is unable to offer visa sponsorship.Due to specific state regulations, we are unable to accept applications from residents of California, Hawaii, or Alaska.Relocation will not be offered for this position.CompensationOur compensation for this role is $250,000 - $300,000 OTE annually and is determined on factors such as relevant experience, skills and internal equity.BenefitsWe offer competitive salaries to recruit the best talent. We provide company-paid short and long-term disability insurance, life insurance and a generous 401K match. We offer highly affordable medical, dental, vision coverage, flexible PTO, numerous paid holidays, and paid volunteer time off. We are proud to be an Equal Opportunity Employer. This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the employer.
about 2 months ago