Client Account Executive Director

Summary

Join KPA's growing sales team as a Director, Client Account Executive! This strategic role focuses on achieving top-line revenue growth by identifying and closing new sales opportunities within our existing client base. You will be responsible for selling KPA's EH&S compliance software and services, building strong relationships with senior leadership, and developing comprehensive account plans. The ideal candidate possesses 8-10 years of B2B SaaS sales experience, strong presentation and discovery skills, and proficiency in Salesforce. KPA offers a competitive compensation package, including a base salary of $125-135k and on-target earnings of $250-270k, along with a comprehensive benefits package. This role can be 100% remote, with occasional in-office events.

Requirements

• 8-10 years of full cycle sales experience, specifically in a B2B SaaS environment
• Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus
• Experience selling a more complex sales cycle that involves the C-Suite
• Possess Grit, Discipline, and Competitive Drive to achieve results (and a track record to back it up)
• Discovery skills: can lead a conversation to uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information
• Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points
• Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)
• Positive attitude and a team player
• Professional appearance and executive presence

Responsibilities

• Establish relationships with senior leadership
• Develop a deep understanding of the business needs and work to understand how KPA’s product offerings could help them accomplish those needs
• Develop and execute a comprehensive account plan
• Create business plans that focus on expansion through both upsell and cross-sell and then vigorously execute against that business plan
• Build and maintain a pipeline that is 4x annual quota target taking into account that many of these expansions might have longer than normal sales cycles
• Effectively manage the full sales-cycle which, in this case, starts with opportunity generation, executive buy-in, and contract signature
• Prioritize opportunities and coordinate internal KPA resources to provide the best client experience
• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting
• Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar, and by phone
• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy

Benefits

• Base Salary Range of 125-135k
• Annual On Target Earnings of 250k-270k
• Medical, Dental, Vision
• Flexible Spending Accounts
• PTO
• Paid and Floating Holidays
• 401k with Company match and immediate vesting
• Company-funded Life Insurance
• Employee Assistance Programs
• Mental Health Benefits
• Pet Insurance
• Hybrid, remote-first work model