Portfolio Account Executive
Trailhead Media, Laurel, MS, United States
Position Summary
The Portfolio Account Executive is responsible for growing revenue within a defined portfolio of customers and prospects. This includes retaining current customers, expanding their spend, converting inbound leads, and winning new smaller-spend accounts. The role blends consistent, disciplined sales activity with a consultative approach to build long‑term client relationships and achieve revenue goals. This position requires strong attention to detail, process adherence, proactive account planning, and accurate forecasting. Key Responsibilities
Revenue and Quota Achievement Meet or exceed monthly, quarterly, and annual revenue targets. Deliver at least 100% of assigned sales quota through: Customer retention Growth within existing accounts New customer acquisition Maintain expected average deal size and contract duration. Forecast revenue with accuracy and integrity. Execute the company’s Minimum Standard of Care for all assigned accounts and targets. Account Planning & Strategy Develop and maintain account plans for top revenue‑producing and high‑growth potential accounts. Identify key decision‑makers and influencers within each account. Establish clear growth objectives for each assigned customer. Monitor competitive activity and protect existing business. Prioritize time and eort toward accounts with the highest growth potential. Prospecting and Pipeline Management Consistently identify and pursue new business opportunities within the assigned territory or segment. Maintain pipeline coverage of 3–4x monthly revenue targets. Log 100% of activities, opportunities, and updates in the CRM. Maintain strong daily outreach activity across phone, email, LinkedIn, and other channels. Move opportunities through the pipeline stages according to defined sales process timelines. Customer Growth and Retention Identify cross‑sell and upsell opportunities aligned to customer objectives. Maintain high renewal and retention rates. Provide proactive, value‑driven communication with all assigned accounts. Maximize the company’s share of each customer’s outdoor advertising spend. Address performance concerns quickly and elevate issues appropriately. Sales Process & Operational Excellence Adhere to defined sales methodology and CRM best practices. Submit timely proposals, contracts, and required documentation. Ensure pricing accuracy and compliance with company policies. Maintain disciplined time management and territory coverage. Participate in sales meetings, training, and skill development initiatives. Collaboration & Communication Partner with internal teams (operations, marketing, finance, and leadership) to ensure seamless campaign execution. Clearly communicate customer objectives and expectations internally. Serve as the primary point of contact for assigned accounts. Share market feedback and competitive insights with leadership. Success In This Role Will Be Measured By
Revenue attainment vs. quota Retention and renewal rate Net revenue growth within assigned accounts Pipeline coverage and conversion rates Forecast accuracy CRM compliance and activity standards Required Skills & Competencies
Strong consultative selling and relationship‑building skills Disciplined, self‑motivated, and goal‑oriented High attention to detail and organizational strength Ability to manage multiple accounts simultaneously Data‑driven and comfortable using CRM and reporting tools Strong written and verbal communication skills Resilience and persistence in a competitive sales environment Qualifications
2–5+ years of sales experience (media, advertising, or B2B preferred) Proven track record of meeting or exceeding sales targets Experience managing a portfolio of accounts CRM proficiency required
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The Portfolio Account Executive is responsible for growing revenue within a defined portfolio of customers and prospects. This includes retaining current customers, expanding their spend, converting inbound leads, and winning new smaller-spend accounts. The role blends consistent, disciplined sales activity with a consultative approach to build long‑term client relationships and achieve revenue goals. This position requires strong attention to detail, process adherence, proactive account planning, and accurate forecasting. Key Responsibilities
Revenue and Quota Achievement Meet or exceed monthly, quarterly, and annual revenue targets. Deliver at least 100% of assigned sales quota through: Customer retention Growth within existing accounts New customer acquisition Maintain expected average deal size and contract duration. Forecast revenue with accuracy and integrity. Execute the company’s Minimum Standard of Care for all assigned accounts and targets. Account Planning & Strategy Develop and maintain account plans for top revenue‑producing and high‑growth potential accounts. Identify key decision‑makers and influencers within each account. Establish clear growth objectives for each assigned customer. Monitor competitive activity and protect existing business. Prioritize time and eort toward accounts with the highest growth potential. Prospecting and Pipeline Management Consistently identify and pursue new business opportunities within the assigned territory or segment. Maintain pipeline coverage of 3–4x monthly revenue targets. Log 100% of activities, opportunities, and updates in the CRM. Maintain strong daily outreach activity across phone, email, LinkedIn, and other channels. Move opportunities through the pipeline stages according to defined sales process timelines. Customer Growth and Retention Identify cross‑sell and upsell opportunities aligned to customer objectives. Maintain high renewal and retention rates. Provide proactive, value‑driven communication with all assigned accounts. Maximize the company’s share of each customer’s outdoor advertising spend. Address performance concerns quickly and elevate issues appropriately. Sales Process & Operational Excellence Adhere to defined sales methodology and CRM best practices. Submit timely proposals, contracts, and required documentation. Ensure pricing accuracy and compliance with company policies. Maintain disciplined time management and territory coverage. Participate in sales meetings, training, and skill development initiatives. Collaboration & Communication Partner with internal teams (operations, marketing, finance, and leadership) to ensure seamless campaign execution. Clearly communicate customer objectives and expectations internally. Serve as the primary point of contact for assigned accounts. Share market feedback and competitive insights with leadership. Success In This Role Will Be Measured By
Revenue attainment vs. quota Retention and renewal rate Net revenue growth within assigned accounts Pipeline coverage and conversion rates Forecast accuracy CRM compliance and activity standards Required Skills & Competencies
Strong consultative selling and relationship‑building skills Disciplined, self‑motivated, and goal‑oriented High attention to detail and organizational strength Ability to manage multiple accounts simultaneously Data‑driven and comfortable using CRM and reporting tools Strong written and verbal communication skills Resilience and persistence in a competitive sales environment Qualifications
2–5+ years of sales experience (media, advertising, or B2B preferred) Proven track record of meeting or exceeding sales targets Experience managing a portfolio of accounts CRM proficiency required
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