Account Executive
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Job Description
Account Executive acquiring mid-market Distribution customers for Cordance’s SaaS businesses. Owning prospecting, demos, negotiation, and full-cycle sales for $100K+ ARR deals.
Responsibilities:
- Identify, engage, and convert new logo opportunities within the Distribution market
- Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers
- Manage SaaS sales opportunities from qualification through close
- Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups
- Conduct discovery to identify customer pain points, align solutions to business objectives, and build ROI-based value propositions
- Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy
- Develop and execute opportunity strategies balancing customer outcomes with business goals
- Negotiate contract terms to establish mutually beneficial partnerships
- Work with SDRs to optimize pipeline creation and territory coverage
- Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging
- Ensure seamless customer handoffs to Customer Success for onboarding and adoption
- Maintain CRM hygiene and data accuracy in HubSpot and deliver consistent, data-driven forecasting
Requirements:
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota
- Demonstrated success in new business acquisition within Distribution mid-market customers, with typical deal sizes of $100K+ ARR
- Expertise using structured methodologies such as MEDDPICC
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers in Pricing, Sales, and Finance
- Exceptional communication, presentation, and negotiation skills
- CRM proficiency (HubSpot preferred)
- Ability to pass a background check
- Self-starter with resilience, discipline, and ability to thrive in a dynamic, high-performance environment
Benefits:
- Comprehensive health coverage beginning on the first day of employment
- 401K plan (US) with employer matching: 1:1 for the first 3% of contributions and 0.5:1 for the next 2%; pre-tax and Roth options; eligible the first of the month after 90 days; immediately vested
- RRSP (CAN) with employer matching: 1:1 for the first 3% of contributions and 0.5:1 for the next 2%; pre-tax and Roth options; eligible the first of the month after 90 days; immediately vested
- Flexible PTO: uncapped paid time off
- 12 weeks paid parental leave for all employees
- Monthly remote-work stipend of $75 USD / $140 CAD for phone and internet
- Generous holiday schedule
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