Account Executive (Evergreen)

About Us

We are a dynamic, rapidly growing global company and the innovators of service-driven supply chain planning software. We help companies make better, faster supply chain decisions that reduce inventory, improve customer satisfaction, and deliver powerful financial results amid increasing complexity, product proliferation, and uncertainty.

Our solutions have been recognized by customers globally and analyst firms, such as Gartner, for our ability to support service and inventory trade-offs, while dramatically improving planner productivity. ToolsGroup has been successfully deployed worldwide in more than 44 countries, and we have one of the highest customer retention rates in our industry.

About the Role

The Account Executive (AE) will be responsible for both new logo acquisition and cross-sell expansion within an assigned territory. This hybrid role requires a strategic seller who excels at prospecting, pipeline development, and closing deals while nurturing and expanding relationships with existing clients.
The ideal candidate thrives in a fast-paced, high-growth environment and is equally adept at hunting new business and cultivating long-term customer success.

Main Responsibilities

New Logo Acquisition

• Identify, engage, and close new business opportunities within the assigned territory.
• Build and manage a robust pipeline of qualified prospects through proactive outreach and strategic targeting.
• Lead end-to-end sales cycles—from initial prospecting to contract execution—leveraging ToolsGroup’s value proposition.
• Collaborate with pre-sales, marketing, and leadership to advance and win deals.

Existing Client Growth (Cross-Sell/Expansion)

• Own and exceed cross-sell revenue targets within assigned accounts.
• Develop deep relationships with key stakeholders to uncover expansion opportunities aligned with client needs.
• Partner with Customer Success and Account Management teams to ensure high satisfaction and identify upsell potential.
• Execute targeted cross-sell initiatives to drive adoption of additional ToolsGroup solutions.

Sales Execution & Forecasting

• Maintain accurate forecasting, disciplined pipeline hygiene, and CRM (Salesforce) documentation.
• Achieve or surpass quarterly and annual revenue targets.
• Provide market insights to leadership to refine sales strategies and product positioning.

What We Are Looking For

• 3-5+ years of quota-carrying sales experience, preferably in SaaS, supply chain software, or B2B enterprise sales.
• Proven track record in both new business acquisition and existing account expansion.
• Hunter mentality with strong consultative selling and relationship-building skills.
• Experience managing a territory and working cross-functionally with sales engineering, marketing, and customer success teams.
• Exceptional communication, negotiation, and presentation skills.
• Proficiency in CRM tools (e.g., Salesforce) and disciplined pipeline management.

Performance & Activity Expectations

Activity Metrics

• Account Engagement: Each account must be contacted at least once per quarter (e.g., calls, meetings with decision-makers).
• Marketing Outreach: Execute at least one sales accelerator program per account per quarter.

Pipeline Development

• Generate 1-2 new qualified opportunities per quarter.
• Ensure no opportunity remains in early stages (Stage 4 or below) for more than 180 days.
• Maintain a pipeline at 3.5X quarterly quota.

Sales Performance

• Consistently meet or exceed quarterly quotas, with no two consecutive quarters below target.
• Achieve 100%+ of annual quota.

Account Development

• Maintain detailed account profiles, including decision-makers, competitive insights, and opportunity tracking.

Our Vision, Purpose, and Values

• Our VISION: Unparalleled control over demand and supply to deliver certainty.
• Our PURPOSE: Problem Solvers Welcome.
• Our VALUES: Deliver the Goods – Have Deep Care – Find the Right Answer, Not the First Answer – Creativity That Endures – Brilliant But Not Loud.

Applying to this job the candidate consents that his/her data are treated by ToolsGroup in compliance with the GDPR n. 2016/679 GDPR and Transparency Document

U.S. applicant notice: This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. ToolsGroup is CCPA/CPRA compliant.

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