Account Executive

Pittsburgh, PA - USA

Monthly Salary: Not Disclosed

Experience Required: 5years

Posted on: 30+ days ago

Vacancies: 1 Vacancy

Job Summary

Our client is looking to hire their first dedicated Account Executive to help close 10-13 new customers in 2026 and build the foundation for sustainable growth. This is a hybrid position based out of Pittbsurgh PA. This isnt an order-taker roleyoull be a true sales hunter who can generate pipeline from scratch and close complex multi-stakeholder deals. Youll work alongside the CEO/Director of Business Development and collaborate with the transitional Public Sector AE while building systematic outbound processes that scale.

The First 90 Days: Pipeline Generation Sprint

This role starts with high-volume prospecting. Heres what success looks like:
Days 1-30: Learn product shadow discovery calls with Becky begin working our 77-target public sector list (25-30 touches/day)
Days 31-60: Lead discovery calls close first deal build private sector target list (75-100 companies) refine messaging based on market feedback
Days 61-90: Full pipeline ownership documented sales process transition to strategic deal focus
If you cant generate your own pipeline through cold outreach this role wont work. If you thrive on building something from nothingkeep reading.

Core Responsibilities

Full-Cycle Sales Ownership (Both Public & Private Sectors)
Own the complete sales cycle from cold outreach through close for deals averaging $75K ACV
Work both public sector (utilities municipalities) and private sector (manufacturing industrial energy) opportunities
Collaborate with Public Sector AE by shadowing her booked discovery calls and helping close deals
Partner with CEO on larger/strategic deals (>$100K ACV) requiring executive involvement
Navigate multi-stakeholder buying committees (Capital Projects Directors Utilities Directors Engineering Managers CFOs)

Pipeline Generation & Prospecting (First 90 Days Heavy Focus)

Execute systematic outbound campaigns: 25-30 strategic touches per day (calls emails LinkedIn)
Work prepared target lists for public sector (77 researched prospects ready to contact)
Build and validate private sector target list (75-100 manufacturing/industrial companies with significant CapEx budgets)
Leverage webinar attendees content downloads and inbound leads (currently not being systematically contacted)
Achieve target metrics: 30-40 discovery calls 15-20 qualified opportunities

Sales Process Development

Document what works: effective messaging objection handling competitive positioning buying process insights
Work with our Marketing Operations hire to create sales enablement materials (one-pagers case studies ROI calculators battlecards)
Help "productize" our sales processmake it systematic and repeatable for future hires
Build discovery call frameworks demo flows and qualification criteria based on actual deal experience

Annual Performance Targets

Close 10-13 new customers in 2026 (approximately $300-375K new ARR)
Maintain average deal size of $75K
Generate 15-20 qualified opportunities per quarter through self-sourced outbound
Achieve 30% opportunity-to-close conversion rate

Requirements

Required Experience & Track Record

3-5 years direct B2B SaaS sales experience (not channel sales not inside sales support)
Proven quota attainment: 100% of quota last 2 years (youll need to provide specific numbers)
Demonstrated ability to source deals from cold outreach: provide 3 examples of deals you personally prospected from cold contact to close
Average deal size $50K ACV in previous role(s)
Complex multi-stakeholder sales cycles (6-12 months 5 decision-makers)
Consultative selling approach (discovery-driven value-based not feature-dumping)

Required Skills & Competencies

Hunter mentality: You create opportunities not wait for them
High-volume prospecting capability: Comfortable making 25-30 quality touches per day
Technical aptitude: Can learn complex software quickly and establish credibility with engineering/technical buyers
Process builder: Comfortable documenting what you learn to create repeatable systems
Startup mentality: Thrive in ambiguity wear multiple hats dont need perfect infrastructure
CRM discipline: HubSpot experience preferred meticulous pipeline management
Strong demo and presentation skills for technical products
Excellent written and verbal communication with executive-level buyers
Highly Preferred (Not Required)
Construction engineering or AEC (Architecture/Engineering/Construction) industry experience
Project management or portfolio management software sales background
Public sector sales experience (utilities municipalities government procurement processes)
Industrial/manufacturing vertical experience (steel automotive chemical energy)
Experience selling to Capital Projects Directors Portfolio Managers or similar buyer personas

What Disqualifies You

Be honest with yourselfthese are deal-breakers:
Youve primarily worked channel sales or partner-generated leads (not true cold prospecting)
You cant provide specific quota attainment numbers for the last 2 years
Youve never sourced and closed a deal entirely from your own cold outreach
Youre uncomfortable with high-volume daily prospecting activities
You expect fully built-out target lists and marketing-generated leads handed to you
You need perfect sales enablement infrastructure before you can be effective
Your typical deal size has been <$40K ACV

While performing the duties of this job the employee must be able to:

Travel up to 5-10% to sites beyond the home office for company meetings.
Perform light work exerting up to 20 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift carry push pull or otherwise move objects.
See hear talk and perform tasks requiring manual dexterity and visual acuity; kneel sit stand walk crouch stoop reach pull push and other similar repetitive tasks requiring physical activity.
Operate standard office/computer equipment.

Youll be employee #1 in our sales organization beyond the founder. What you build in the first 90 days becomes the playbook for future hires. Youll have direct input into target market selection messaging strategy and sales process design. If youre successful youll help us hire and mentor the next 2-3 AEs as we scale to $9M ARR in 2028. This isnt just a sales jobits a chance to build the revenue engine for a growing company.

Required Skills:

Required Experience & Track Record 3-5 years direct B2B SaaS sales experience (not channel sales not inside sales support) Proven quota attainment: 100% of quota last 2 years (youll need to provide specific numbers) Demonstrated ability to source deals from cold outreach: provide 3 examples of deals you personally prospected from cold contact to close Average deal size $50K ACV in previous role(s) Complex multi-stakeholder sales cycles (6-12 months 5 decision-makers) Consultative selling approach (discovery-driven value-based not feature-dumping) Required Skills & Competencies Hunter mentality: You create opportunities not wait for them High-volume prospecting capability: Comfortable making 25-30 quality touches per day Technical aptitude: Can learn complex software quickly and establish credibility with engineering/technical buyers Process builder: Comfortable documenting what you learn to create repeatable systems Startup mentality: Thrive in ambiguity wear multiple hats dont need perfect infrastructure CRM discipline: HubSpot experience preferred meticulous pipeline management Strong demo and presentation skills for technical products Excellent written and verbal communication with executive-level buyers Highly Preferred (Not Required) Construction engineering or AEC (Architecture/Engineering/Construction) industry experience Project management or portfolio management software sales background Public sector sales experience (utilities municipalities government procurement processes) Industrial/manufacturing vertical experience (steel automotive chemical energy) Experience selling to Capital Projects Directors Portfolio Managers or similar buyer personas What Disqualifies You Be honest with yourselfthese are deal-breakers: Youve primarily worked channel sales or partner-generated leads (not true cold prospecting) You cant provide specific quota attainment numbers for the last 2 years Youve never sourced and closed a deal entirely from your own cold outreach Youre uncomfortable with high-volume daily prospecting activities You expect fully built-out target lists and marketing-generated leads handed to you You need perfect sales enablement infrastructure before you can be effective Your typical deal size has been <$40K ACV While performing the duties of this job the employee must be able to: Travel up to 5-10% to sites beyond the home office for company meetings. Perform light work exerting up to 20 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift carry push pull or otherwise move objects. See hear talk and perform tasks requiring manual dexterity and visual acuity; kneel sit stand walk crouch stoop reach pull push and other similar repetitive tasks requiring physical activity. Operate standard office/computer equipment. Youll be employee #1 in our sales organization beyond the founder. What you build in the first 90 days becomes the playbook for future hires. Youll have direct input into target market selection messaging strategy and sales process design. If youre successful youll help us hire and mentor the next 2-3 AEs as we scale to $9M ARR in 2028. This isnt just a sales jobits a chance to build the revenue engine for a growing company.

Required Education:

Bachelors degree in related field required.

Our client is looking to hire their first dedicated Account Executive to help close 10-13 new customers in 2026 and build the foundation for sustainable growth. This is a hybrid position based out of Pittbsurgh PA. This isnt an order-taker roleyoull be a true sales hunter who can generate pipeline f...