Senior Account Executive

Job Description

Insight Global is seeking a Senior Account Executive to join Force Management in a highly consultative, enterprise sales role. This individual will be responsible for building and owning a territory, generating net-new pipeline, and developing trusted relationships with CROs, CEOs, and other executive buyers. They will identify new revenue opportunities, diagnose customers’ go-to-market challenges, and position Force Management’s consulting, enablement, and technology capabilities around measurable business outcomes.

This role requires a strong hunter mentality paired with a strategic, value-based approach to selling. The Senior Account Executive will own opportunities from initial demand creation through close, renewal, and expansion, with significant ownership over building and growing their book of business.

Key Responsibilities:

• Own and develop a territory/market by identifying whitespace, creating demand, and building qualified net-new pipeline.
• Build trusted relationships with CROs, CEOs, Champions, Economic Buyers, and executive buying teams.
• Lead consultative discovery conversations to understand GTM challenges, uncover root causes, and connect business problems to measurable outcomes.
• Develop and execute strategic pursuits for large, complex enterprise opportunities.
• Position multi-year, outcome-based solutions tied to customer roadmaps, adoption, ROI, and revenue growth.
• Partner cross-functionally with marketing, delivery, and product teams to develop customer strategies and executive-ready proposals.
• Use structured qualification, deal governance, and disciplined forecasting throughout the sales process.
• Own the customer lifecycle through initial sale, renewal, expansion, and long-term value realization.
• Leverage modern GTM technology, data, and AI-enabled insights to inform account strategy, pipeline development, and sales execution.
• Operate with entrepreneurial ownership and accountability in a remote environment

Skills and Requirements

• 10+ years of experience in enterprise sales, consulting, or transformation advisory.
• Proven C-suite selling experience, specifically credibility with CROs and CEOs.
• Experience creating a net-new pipeline generation.
• Structured sales methodology experience. Force Management experience is strongly preferred but similar courses are accepted: Challenger, Richardson, MEDDIC/MEDDPICC, and value selling
• Complex enterprise sales experience. Experience navigating multiple stakeholders and sophisticated enterprise buying processes required.
• Experience selling complex transformation, consulting, advisory, or outcome-based solutions, versus exclusively transactional or product-only sales.
• Demonstrated executive relationship-building ability and the presence/credibility required to operate as a trusted advisor to senior executives.
• Strong communication and presentation skills, including the ability to lead executive-level conversations and presentations.
• Ability to work independently and take ownership of territory development, pipeline generation, customer relationships, and results in a remote environment.
• Direct Force Management experience or training.
• Experience within a management consulting, systems integration, GTM advisory, or transformation-focused environment.
• Experience selling outcome-based transformation/change rather than point products.
• Experience selling to organizations with $250M+ in annual revenue.
• Experience positioning multi-year, platform-led engagements tied to customer roadmaps, business outcomes, and adoption.
• Experience owning renewals, expansion, and land-and-expand strategies as part of the customer lifecycle.
• Modern GTM technology / AI-enabled selling experience, particularly using data and AI to inform account strategy rather than simply using a CRM.
• Experience leading complex pursuits and coordinating cross-functional deal teams

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].