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: Strategic AE – Corporate/Industrial
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
