Strategic Account Executive

Job Description: Strategic Account Executive – Corporate, Industrial & Logistics Location: Flexible | Reports to: VP of Sales | Type: Full-Time | Travel: 40–60% to strategic regional and national accounts | Compensation: Base + Commission + Performance-Based SPIFFs Overview We are recruiting a Strategic Account Executive (SAE) to lead vertical growth in the Corporate Owner-Occupied and Industrial/Logistics sectors. The SAE will own two core sales motions: (1) upselling existing customers across underserved sites, and (2) acquiring new logo clients through Account-Based Marketing (ABM) and high-intent prospecting. This is a individual contributor role with support from a centralized Strategic Sales Enablement Administrator. Team Structure Strategic AE (You): Own full-cycle sales, lead account strategy, drive vertical expansion Sales Enablement Admin (Support): Load vertical playbooks, manage Salesforce hygiene, track enablement asset performance Key Responsibilities Manage the full sales cycle across prospecting, solution design, proposals, and contract execution Drive wallet-share expansion within existing strategic accounts across non-serviced locations Execute GTM plays tied to vertical themes and ABM campaigns in collaboration with marketing Navigate complex buying centers including procurement, operations, and corporate real estate Leverage Salesforce to drive proposal accuracy and sales reporting Ideal Candidate Profile 10+ years of complex B2B sales experience, with vertical expertise in corporate, manufacturing, or logistics Proven success with $500K–$5M+ contract values, multi-site agreements, and RFP-led sales Deep knowledge of SLAs, procurement scorecards, and service readiness requirements Familiar with tech-enabled sales execution: Salesforce Ability to manage a junior sales resource (BDR) and collaborate cross-functionally with marketing, ops, and finance Performance Metrics Quota: $7M ACV/year Win Rate: ≥30% of qualified opportunities CAC Payback: ≤12 months Margin Target: ≥ 10-12% GM KPIs: Pipeline coverage, forecasting accuracy, proposal-to-close ratio Why This Role This is a high-impact, leadership track position designed for a proven vertical seller ready to lead a strategic sales pod. Backed by marketing and enablement support, this role offers a high degree of ownership, visibility, and impact on national GTM success. Candidate Evaluation Checklist Must-Haves 7–10+ years of B2B field sales in facilities, outsourced services, or industrial/logistics Proven ability to manage deals with $500K–$5M+ ACV and multi-year contract terms Demonstrated success with procurement-led sales cycles and multi-site RFPs Strong CRM discipline (Salesforce) and experience with forecasting tools (Clari or equivalent) Ability to lead or directly manage while executing own quota Should-Haves Familiarity with ABM strategy, campaign execution, or verticalized messaging Deep understanding of sales metrics: CAC, GM%, payback period, close rate Experience in CRE, logistics, or distribution facility sales (not just general B2B) Use of proposal automation tools (e.g., Conga, Seismic) Exposure to private equity-backed, high-growth environments Nice-to-Haves StrengthsFinder themes: Achiever, Strategic, Competition, Arranger Familiarity with sales enablement platforms: Gong, ZoomInfo, Convex Background in janitorial, FM, or facility compliance services Track record of influencing GTM or sales process improvements within a national sales team #J-18808-Ljbffr