Cordance - Account Executive
Requirements
• 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota. • 5+ years • Demonstrated success in new business acquisition from SMB to Enterprise. • new business acquisition • Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates. • MEDDPICC • 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. • Experience selling into industries such as Education Technology, Industrials, Compliance, or Commerce. • 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. • new logo acquisition • account expansion • Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
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. • MEDDPICC • 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. • Sales Development Representatives (SDRs) • Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging. • Sales Leadership and Marketing • Ensure seamless handoffs to Customer Success for onboarding and adoption. • Maintain high CRM hygiene and data accuracy in HubSpot (primary CRM across BUs). • HubSpot • 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. • Sales Execution & Strategy: • Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently. • Consultative Selling & Value Creation: • MEDDPICC • 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. • Relationship Development: • Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction. • Negotiation & Closing: • Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP. • Operational Discipline: • Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success. • Collaboration & Team Engagement: • Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement. • Performance & Resilience:
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