Continuant→
Account Executive at Continuant in Remote
Skills
Job Description
We are seeking a proactive, consultative Account Executive who can independently generate opportunities, develop executive relationships, expand existing accounts, and drive profitable recurring revenue.
This role requires a self-starter who takes ownership of their territory, builds pipeline without relying on company-generated leads, and develops the knowledge to advise customers across voice, connectivity, networking, cloud, data center, cybersecurity, and AI.
Success is measured by profitable revenue growth, customer expansion, and the ability to create opportunities—not simply manage relationships or respond to inbound requests.
Compensation
- Base Salary: $80,000 annually
- On-Target Earnings (OTE): $250,000–$350,000 annually
- Total compensation includes base salary plus commission and is tied to sales performance.
Core Responsibilities
1. Self-Generate New Business
Prospect consistently through phone, email, referrals, networking, partners, and targeted outreach.
Identify and engage decision-makers in new and existing accounts.
Develop account and territory plans that create a predictable pipeline.
Generate qualified opportunities independently rather than relying on inbound leads.
Own opportunities from discovery through close.
2. Expand Existing Customer Accounts
Build relationships beyond the existing telecom contact, including IT, finance, operations, and executive leadership.
Understand each customer's business priorities, technology environment, and upcoming initiatives.
Identify opportunities to consolidate vendors, improve performance, reduce risk, and modernize infrastructure.
Expand relationships into additional technology categories.
Conduct proactive account reviews focused on business outcomes and future opportunities.
3. Develop TSD Sales Competency
Build working knowledge of connectivity, networking, cloud, data center, cybersecurity, AI, and communications.
Understand the Technology Solutions Distribution model, including supplier relationships, solution positioning, and partner resources.
Recognize customer needs and know when to engage the right technical or supplier specialist.
Develop confidence selling unfamiliar solutions through effective discovery, not product memorization.
Continuously improve technical literacy and consultative selling skills.
4. Own Sales Execution and Accountability
Achieve assigned gross-profit and recurring-revenue targets.
Maintain a healthy, self-generated pipeline with accurate CRM records.
Manage next steps, stakeholders, proposals, and close plans.
Forecast opportunities accurately and participate in regular pipeline reviews.
Demonstrate disciplined prospecting, follow-up, and deal progression.
The Ideal Candidate
A commercially minded, curious, accountable seller who enjoys prospecting, understands business problems, embraces learning, and can confidently lead customers through technology decisions.
Required Qualifications
Proven success in B2B consultative sales with responsibility for generating pipeline and closing business.
Demonstrated ability to prospect independently and build relationships with decision-makers.
Experience selling technology, telecommunications, managed services, IT solutions, or other complex B2B offerings.
Strong business discovery, communication, negotiation, and account-planning skills.
Ability to learn unfamiliar technology categories and work effectively with specialists.
Consistent CRM discipline and ownership of sales results.
What Success Looks Like
First 90 Days
Demonstrate understanding of Continuant's core offerings and TSD sales model.
Establish a consistent prospecting routine.
Build prioritized account and prospect lists.
Complete foundational technology and supplier training.
Conduct discovery meetings and develop an initial qualified pipeline.
First 6 Months
Independently create and advance opportunities.
Demonstrate effective cross-category discovery.
Engage supplier specialists appropriately.
Produce measurable account expansion and new-logo pipeline.
First 12 Months
Achieve assigned gross-profit and recurring-revenue objectives.
Maintain a predictable, self-generated pipeline.
Establish trusted relationships with customers and executive decision-makers.