Account Executive

As an Account Executive, you’ll report to the Manager, Sales and focus on building meaningful relationships, developing new opportunities, and achieving quarterly sales goals for our software and services portfolio. You’ll play a critical role in prospecting, qualifying leads from Marketing and our BDR team, and guiding prospective customers through the full sales lifecycle.

At Advantive, we are an AI-forward organization, and leveraging AI is part of how we operate every day — from prospect research and territory planning to pipeline management and customer engagement. As an AE, you’ll be expected to embrace AI-driven tools and insights to work smarter, improve productivity, and drive better outcomes for your customers and your business.

This role is centered on building relationships at every level within prospective customer organizations. You’ll develop deep expertise in our products, stay current on market trends and the competitive landscape, and proactively identify new business opportunities while designing and executing effective territory sales strategies. We value curiosity, strong communication, collaboration, and a growth mindset — and we’re committed to supporting your success.

Key Responsibilities

• Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas

• Research prospects, identify key decision-makers, and generate interest in our products and services

• Build and maintain a strategic territory business plan

• Generate new sales opportunities through inbound lead follow-up, industry networking, and proactive outbound outreach (calls, email, and social)

• Partner closely with the Business Development team (BDRs) to align messaging and execute targeted campaigns that drive pipeline growth and bookings

• Conduct compelling product demonstrations and presentations that clearly articulate our value proposition

• Participate in marketing events including conferences, webinars, and networking engagements

• Map client business requirements to appropriate solutions within our portfolio

• Leverage AI tools and data insights to enhance prospecting, engagement, forecasting, and overall sales effectiveness

• Maintain accurate and up-to-date sales activity within Salesforce CRM

• Build and sustain strong relationships with prospects throughout the sales cycle

Competencies

Prospecting – Demonstrates strong ability to identify, engage, and convert new customers.

Communication – Excellent verbal and written communication skills; able to present effectively to stakeholders at all levels.

Adaptability – Comfortable adjusting strategies in a dynamic and evolving sales environment.

Analytical – Uses data, insights, and AI-driven intelligence to inform decisions and optimize performance.

Team Collaboration – Works cross-functionally with Sales, Marketing, Product, Customer Success, and Account Management to deliver a cohesive customer experience.

Sales Execution – Proven ability to manage and advance opportunities through the full sales cycle with strong conversion outcomes.

Mental Agility – Intellectually curious and comfortable navigating complexity; adept at problem-solving and embracing new technologies and approaches.

Must Have Qualifications

• 2+ years of successfully exceeding quota in software sales and/or SaaS sales

• Experience with Salesforce CRM

• Proven experience building pipeline in a hunting role

• Strong understanding of forecasting and reporting

• Ability to travel up to 15%

Nice to Have Qualifications

• Manufacturing and/or Distribution Industry experience

• Experience in a Multi-Solution, Multi-Product selling environment