Account Executive

Position Overview

Cordance is seeking a driven Account Executive focused on new business acquisition to accelerate growth across our portfolio of software companies. This role requires a consultative seller who can uncover customer needs, articulate business value, build strong relationships, and confidently manage the full sales cycle from prospecting and discovery through negotiation and close.

As an Account Executive, you’ll own the full sales cycle—from targeted prospecting to executive presentations and contract execution. You’ll thrive in a fast-paced, growth-minded environment where collaboration, accountability, and strategic execution define success.

Key Responsibilities

• Identify, engage, and convert new logo opportunities across assigned territories or verticals (e.g., Education, Industrials, Compliance, Commerce, and Technology).

• Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers.

• Manage full-cycle SaaS sales opportunities from qualification to close.

• Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups.

• Conduct deep discovery to identify customer pain points, align Cordance 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 that balance customer outcomes with business goals.

• Negotiate contract terms that establish long-term, mutually beneficial partnerships.

• Work closely with Sales Development Representatives (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 handoffs to Customer Success for onboarding and adoption.

• Maintain high CRM hygiene and data accuracy in HubSpot (primary CRM across BUs).

• Deliver consistent, data-driven forecasting and ensure pipeline health aligns with revenue objectives.

Competencies:

• Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.

• Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.

• Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.

• Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.

• Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.

• Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success.

• Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement.

Required Qualifications 

Experience:

• 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.

• Demonstrated success in new business acquisition from SMB to Enterprise.

• Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates.

• Proven ability to engage and influence multiple stakeholders, including senior decision-makers.

• Exceptional communication, presentation, and negotiation skills.

• CRM proficiency (HubSpot preferred).

• Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment.

Preferred Qualifications

• Experience selling into industries such as Education Technology, Industrials, Compliance, or Commerce.

• Demonstrated success working cross-functionally with SDRs, Sales Leadership, and Marketing to optimize GTM execution.

• Background in both new logo acquisition and account expansion a plus.