ACCOUNT EXECUTIVE – NEW LOGO (HUNTER)
Western United States

Confidential Candidate Brief
Our Client | Leading International SaaS Company
Account Executive, New Logo (Hunter) — Western United States
Company: Our Client Location: Remote (Western U.S. — candidate should reside within EST/CST time zones) Department: Sales Reports To: VP of Sales / Regional Sales Director Employment Type: Full-Time

About Our Client

Our Client is a global leader in IT Service Management (ITSM) and IT Asset Management (ITAM) software, helping organizations simplify service delivery, automate support, and modernize the digital employee experience. Our platform empowers IT teams to reduce ticket volume, cut costs, and deliver frictionless service through intelligent automation and self-service. As legacy ITSM platforms sunset and enterprises re-evaluate their service management stack, Our Client is positioned as a modern, high-value alternative.

The Opportunity

Our Client is seeking a driven, competitive Account Executive, New Logo (Hunter) to lead new business development across the Western United States. This is a true hunting role for a sales professional who thrives on prospecting, building pipeline from scratch, and closing net-new enterprise and mid-market accounts. You'll be at the forefront of capturing market share as legacy platforms (e.g., Cherwell, BMC) reach end-of-life and organizations actively seek modern ITSM/ITAM alternatives.
This role is ideal for a self-starter with a strong track record in SaaS/enterprise software sales who is energized by whitespace territory, complex sales cycles, and multi-stakeholder deals.

What You'll Do

Prospect and build pipeline across a defined Western U.S. territory through outbound outreach, targeted campaigns, channel partnerships, and self-sourced opportunities — supplemented by marketing-generated leads
Run full-cycle, complex sales engagements from first call through close, using a structured discovery and qualification methodology (e.g., MEDDPICC) to navigate multi-threaded, multi-stakeholder enterprise deals
Identify and capitalize on displacement opportunities, particularly among organizations running legacy or end-of-life ITSM platforms
Build and articulate compelling, ROI-driven business cases — including redundancy analysis, app rationalization value, and total cost of ownership comparisons — tailored to each prospect's environment
Partner cross-functionally with Sales Engineering, Marketing, Customer Success, and Alliances to deliver a coordinated buying experience
Accurately forecast pipeline and bookings, maintaining rigorous CRM hygiene (Salesforce or equivalent)
Consistently meet or exceed quota for new logo ACV bookings
Represent Our Client at industry events, webinars, and regional field marketing activities as needed

What You Bring

5+ years of full-cycle B2B SaaS sales experience, with a demonstrated track record of new business/hunter success (ITSM, ITAM, ITOM, or broader enterprise software strongly preferred)
Proven ability to independently generate and manage a pipeline of net-new logos — not just close inbound leads
Experience selling into IT organizations and navigating technical and economic buyers (CIO, VP IT, Director of IT Operations, etc.)
Familiarity with structured sales methodologies (MEDDPICC, MEDDIC, Challenger, or similar)
Strong consultative selling skills — able to build and present ROI/business value cases to executive stakeholders
Experience with competitive displacement sales motions is a strong plus
Excellent verbal, written, and presentation communication skills
Self-motivated, resilient, and comfortable operating with a high degree of autonomy in a remote-first environment
Willingness to travel within the Western U.S. territory (~20–30%) for client meetings and industry events
Based in or near the Western time zone

What Success Looks Like

Consistent new logo pipeline generation each quarter, sourced primarily through self-driven prospecting
Achievement of quarterly and annual new business bookings targets
Well-qualified, accurately forecasted opportunities with strong MEDDPICC coverage
Strong cross-functional collaboration with SEs and Marketing to accelerate deal velocity

What Our Client Offers

Competitive base salary + uncapped commission plan
Comprehensive health, dental, and vision benefits
401(k) with company match
Flexible PTO and remote-first work culture
Ongoing sales enablement, training, and career growth opportunities
The chance to sell a modern, differentiated platform into a market ripe for disruption
Our Client is an equal opportunity employer committed to building a diverse and inclusive workplace

ACCOUNT EXECUTIVE – NEW LOGO (HUNTER) Western United States