Account Executive

Summary

The Account Executiveis responsible fordriving net new recurring revenue at Apex through consultative sales, targeted prospecting, and disciplined pipeline execution. This role carries a strong emphasis on the public sector market—including municipalities, school districts, and government agencies—and owns the full sales cycle frominitialdiscovery through close and client handoff. The ideal candidate combines business-level communication skills, the ability to uncover client pain, and the credibility to present confidently to executives, elected officials, and boards. Base salary starting at $90,000commensuratewith experience, plus commission.

Primary Responsibilities

Business Development & Pipeline Generation

• Prospect for net new managed services business with a focus on public sector and commercial clients

• Respond to and qualify inbound Marketing Qualified Leads (MQLs) with urgency and thoroughness

• Build andmaintaina healthy pipeline in HubSpot withaccurateopportunity data, stage progression, and forecasting

• Identifyand pursue referral opportunities, including through Apex's Public Sector Strategic Advisory Council referral program

RFP Management (~56% of New MRR)

• Monitor RFP notification services and evaluate opportunities for fit and likelihood of win

• Lead the end-to-end RFP response process: review, qualification decision, Q&A, proposal development, walkthrough, and interview preparation

• Collaborate with the marketing team on templated RFP content; customize with current differentiators and advisory council participation

• Engage Public Sector Strategic Advisory Council members toparticipatein RFP responses where appropriate

• Manage contracts and service agreements in coordination with internal stakeholders; understand escalation points and when to involve legal counsel

Consultative Sales & Discovery

• Conduct structured discovery meetings using Sandler Selling Systemmethodologyto uncover client pain and business objectives

• Evaluate prospect fit early in the cycle—assess whether a prospect aligns with Apex's target client profile for a healthy, long-term engagement

• Align Apex's managed services, cybersecurity, and cloud solutions to client needs; collaborate with Sales Engineers for technical depth

• Determineappropriate pricingmodel for client’sneeds(per-user, per-device, project-based) and produceaccuratequotes

• Deliver compelling presentations to business owners, city managers, police chiefs, finance directors, city councils, and boards of supervisors

• Research and profile council members and decision-makers prior to key meetings or presentations

Public Sector & Advisory Council Engagement

• Serve as the primary relationship manager for Apex's Public Sector Strategic Advisory Council (retired public sector professionals who support Apex's credibility and outreach in municipal markets)

• Coordinate advisory council meetings (~3x per year): develop agendas, managelogistics, and ensure meetings deliver value for members

• Engage council members toparticipatein RFP responses, prospect conversations, and public sector marketing efforts

• Manage council member compensation and the warm-referral commission structure

Contract & Agreement Management

• Lead managed service contract development and negotiation with new clients

• Understand standard municipal services agreement requirements andidentifywhen escalation to leadership or legal counsel is needed

• Ensure contracts are accurately documented and properly transitioned to the onboarding team

Client Transition & Onboarding Handoff

• Provide a complete andaccuratehandoff of new clients to the onboarding,vCIO, and service delivery teams

• Participate in client transition meetings and support a smooth onboarding experience

• Follow up with newly onboarded clients to reinforce relationship quality and surface referral opportunities

Sales Systems & Reporting

• Maintain CRM discipline in HubSpot:accuratepipeline data, opportunity stages, activities, and close-date forecasting

• UseQuoteWerksfor proposal and quote generation; leverageBrightGaugefor reporting visibility

• Leverage AI and available technology to improve outreach, research, proposal quality, and sales effectiveness

Preferred Skills & Experience

• Proven success in B2B technology sales, managed IT services, cybersecurity, cloud solutions, or related offerings

• Demonstrated ability to build pipeline and close complex, consultative sales opportunities

• Strong executive communication and presentation skills—comfortable presenting to city councils, elected officials, and C-suite executives

• Experience with RFP processes and structured sales methodologies, particularly the Sandler Selling System

• Ability to evaluate prospect fit and exercise sound judgment on whether to pursue or walk away from an opportunity

• Working knowledge of IT services sufficient to hold credible business conversations with technical buyers; collaborates with Sales Engineers for technical depth

• Strong CRM, forecasting, and pipeline management discipline

• Experience in an MSP, MSSP, VAR, or similar technology services environment

• Experience selling recurring revenue agreements

• Experience working with public sector, municipal, or government clients

• Familiarity with HubSpot,QuoteWerks,BrightGauge, and Microsoft 365/SharePoint

• Salary of 90,000 and up DOE and commission

Preferred Attributes

• Self-directed and highly accountable—comfortable owning a number without close supervision

• Credible and confident in front of senior public officials, business owners, and board-level audiences

• Sound judgment in qualifying opportunities and walking away from poor-fit prospects

• Organized, disciplined pipeline manager who keeps CRM dataaccurateand forecasts honest

• Collaborative partner to technical teams, operations, and marketing while driving independent results

• Curious about technology trends and proactive in using new tools—including AI—to improve effectiveness