Pitney Bowes

Title: Associate Account Executive Locations: UT US OR US WA US CA US ID US AZ US MT US WY US NV US NM time type Full time Remote job requisition id R22032 Job Description: We’re hiring at Pitney Bowes, where top talent builds meaningful careers and lasting impact. We Move fast, Deliver excellence, and Win together…that’s The Pitney Bowes way. Here, how we work matters just as much as what we achieve. We’re looking for people who: - Act with urgency, accountability, and purpose - Deliver high quality work with consistency and pride - Collaborate effectively and elevate those around them - Focus on outcomes that drive impact and growth Job Description: Associate Account Executive – Growth Development Program You Are A motivated early‑career sales professional ready to build the skills and discipline required to become a Growth Account Executive. You’re energized by prospecting, engaging customers, and learning how to run a territory. You partner closely with Regional Directors and Growth AEs to develop new business, support strategic initiatives, and prepare for a clear path into a quota‑carrying role. You will earn a $60,000–$75,000 base salary, depending on experience and location, with $25,000 in incentive‑based pay. Total on‑target earnings (OTE): $85,000–$100,000 annually. Must reside on the West Coast. You Will - Develop Pipeline — Conduct outbound prospecting across phone, email, and LinkedIn; follow up on marketing and USPS‑generated leads; generate qualified opportunities; maintain a healthy pipeline in Salesforce. - Support Strategic Sales Efforts — Partner with Growth AEs and Regional Directors on vertical campaigns (Pharmacy, Fashion, 3PL, and more); assist with territory planning and account prioritization; participate in customer meetings, discovery calls, and product demos. - Engage Prospects — Qualify prospective customers, identify business needs, schedule meetings, and deliver a strong customer experience; build relationships with USPS representatives and referral partners. - Drive CRM & Sales Excellence — Maintain accurate activity and opportunity data; execute SalesLoft cadences; build proficiency in pipeline management, forecasting, PB product knowledge, and competitive positioning. - Grow Through Structured Development — Receive coaching and training in prospecting, discovery, territory planning, USPS partnership development, opportunity management, customer presentations, negotiation, pipeline management, and closing fundamentals. You Bring - Early Sales or Customer‑Facing Experience — 0–3 years in sales, business development, or similar roles. - Strong Communication Skills — Clear, confident interpersonal communication. - Drive, Coachability, and Self‑Motivation — Competitive mindset and willingness to learn. - Comfort with Prospecting — Ability to make outbound calls and engage new prospects. - Organizational Strength — Strong time‑management and prioritization skills. - CRM Familiarity — Experience with Salesforce or similar platforms is a plus. - Bachelor’s degree preferred. Success Looks Like - Qualified meetings scheduled - Sales opportunities created - Pipeline generated - SalesLoft cadence execution - High‑quality Salesforce data - USPS relationship development - Active participation in strategic initiatives - Demonstrated readiness for promotion into a quota‑carrying Growth AE role We will: • Provide the opportunity to grow and develop your career • Offer an inclusive environment that encourages diverse perspectives and ideas • Deliver challenging and unique opportunities to contribute to the success of a transforming organization • Offer comprehensive benefits globally (PB Benefits and Wellbeing Programs) Pitney Bowes is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard for race, color, sex, religion, national origin, age, disability (mental or physical), veteran status, sexual orientation, gender identity, or any other consideration made unlawful by applicable federal, state, or local laws. All qualified applicants, including Veterans and Individuals with Disabilities, are encouraged to apply. All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link.

• Develop Pipeline — Conduct outbound prospecting across phone, email, and LinkedIn; follow up on marketing and USPS‑generated leads; generate qualified opportunities; maintain a healthy pipeline in Salesforce. • Support Strategic Sales Efforts — Partner with Growth AEs and Regional Directors on vertical campaigns (Pharmacy, Fashion, 3PL, and more); assist with territory planning and account prioritization; participate in customer meetings, discovery calls, and product demos. • Engage Prospects — Qualify prospective customers, identify business needs, schedule meetings, and deliver a strong customer experience; build relationships with USPS representatives and referral partners. • Drive CRM & Sales Excellence — Maintain accurate activity and opportunity data; execute SalesLoft cadences; build proficiency in pipeline management, forecasting, PB product knowledge, and competitive positioning. • Grow Through Structured Development — Receive coaching and training in prospecting, discovery, territory planning, USPS partnership development, opportunity management, customer presentations, negotiation, pipeline management, and closing fundamentals.

• Develop Pipeline — Conduct outbound prospecting across phone, email, and LinkedIn; follow up on marketing and USPS‑generated leads; generate qualified opportunities; maintain a healthy pipeline in Salesforce. • Support Strategic Sales Efforts — Partner with Growth AEs and Regional Directors on vertical campaigns; assist with territory planning and account prioritization; participate in customer meetings, discovery calls, and product demos. • Engage Prospects — Qualify prospective customers, identify business needs, schedule meetings, and deliver a strong customer experience; build relationships with USPS representatives and referral partners. • Drive CRM & Sales Excellence — Maintain accurate activity and opportunity data; execute SalesLoft cadences; build proficiency in pipeline management, forecasting, PB product knowledge, and competitive positioning. • Grow Through Structured Development — Receive coaching and training in prospecting, discovery, territory planning, USPS partnership development, opportunity management, customer presentations, negotiation, pipeline management, and closing fundamentals.

• Develop Pipeline — Conduct outbound prospecting across phone, email, and LinkedIn; follow up on marketing and USPS‑generated leads; generate qualified opportunities; maintain a healthy pipeline in Salesforce. • Support Strategic Sales Efforts — Partner with Growth AEs and Regional Directors on vertical campaigns (Pharmacy, Fashion, 3PL, and more); assist with territory planning and account prioritization; participate in customer meetings, discovery calls, and product demos. • Engage Prospects — Qualify prospective customers, identify business needs, schedule meetings, and deliver a strong customer experience; build relationships with USPS representatives and referral partners. • Drive CRM & Sales Excellence — Maintain accurate activity and opportunity data; execute SalesLoft cadences; build proficiency in pipeline management, forecasting, PB product knowledge, and competitive positioning. • Grow Through Structured Development — Receive coaching and training in prospecting, discovery, territory planning, USPS partnership development, opportunity management, customer presentations, negotiation, pipeline management, and closing fundamentals.

• Own the product strategy for Production Shipping, defining vertical‑specific roadmaps across pharma, retail, 3PL, and manufacturing. • Close legacy gaps and advance our modern shipping platform to support high‑volume, multi‑DC, LTL/TL, and compliance‑heavy workflows. • Drive enterprise customer success for 400+ strategic accounts, ensuring retention, satisfaction, and alignment with roadmap priorities. • Partner with field sales on consultative deals ($100K–$500K ACV), providing product expertise, demos, and ROI narratives. • Translate customer insight into clear requirements, user stories, and prioritization frameworks. • Lead cross‑functional execution with engineering, design, partnerships, sales, and customer success to deliver roadmap commitments on time. • Measure business performance including revenue growth, activation, adoption, PSAT, and churn reduction. • Maintain competitive intelligence and identify opportunities to extend Production Shipping capabilities across the Shipping 360 ecosystem.

Role Description As a Renewal Account Executive within the Digital Shipping Solutions team, you will play a critical role in driving client retention and contributing directly to Pitney Bowes’ Annual Recurring Revenue (ARR) goals. This is a remote Inside Sales position open to qualified candidates living in the United States. Candidates located in the PST and MST areas are not eligible for consideration for this job. You must reside in the EST and CST areas to be eligible for consideration for this job. The non-negotiable compensation for this role is $21.88 per hour. This position is also eligible for incentive-based earnings, bringing the total on‑target earnings (OTE) to approximately $75,000 annually. Applicants must be legally authorized to work in the United States. Visa sponsorship is not available now or in the future. A successful Renewal Account Executive will bring a client‑centric mindset, a strong focus on closing business, and the ability to champion innovative ideas and strategies. You will serve as a subject matter expert on Pitney Bowes SendTech Shipping and Mailing Solutions. Qualifications - A product‑oriented sales professional committed to delivering exceptional client satisfaction. - Skilled at identifying upsell and cross‑sell opportunities within the Pitney Bowes suite of solutions. - Motivated to continually grow and develop as an Account Executive in the technology space. - Experienced in Inside Sales, particularly within the Shipping or Mailing domains. Requirements - Manage, upgrade, and grow a portfolio of small and mid‑sized business or multi‑location accounts through proactive 40 - 60 daily outbound calling. - Generating quotes, closing activities, and processing order information to retain core revenue. - Present and close renewal opportunities virtually or by phone with existing clients. - Address and overcome client objections by effectively communicating program benefits, features, and Pitney Bowes’ value proposition. - Navigate the requirements and regulations associated with renewal agreements. - Plan and document sales activities, maintain accurate customer records, execute campaigns, build pipeline, and manage forecasting using Salesforce. - Perform additional duties as assigned. Benefits - Provide the opportunity to grow and develop your career. - Offer an inclusive environment that encourages diverse perspectives and ideas. - Deliver challenging and unique opportunities to contribute to the success of a transforming organization. - Offer comprehensive benefits globally.

• Close Sales to clients’ satisfaction: Sell Pitney Bowes Postage Meters and office, mailing, and shipping consumable supplies to existing business clients via high volume outbound calling. • Overcome objections by positioning product benefits, current promotions, and the company’s value proposition. • Cultivate your work environment: Participate in at least one team development activity, new employee mentorship, committee, training, or volunteer activity each year. • Partner with internal teams to resolve all errors and client escalations. • Achieve quota and productivity goals: Consistently achieve monthly sales quotas, understanding that high-productivity KPIs (e.g. 150-200 calls per day), punctuality, and dependable attendance is critical to success. • Rapidly navigate complex software systems to accurately record customer transactions and create invoices with an error rate of less than 6% each month. • Exceed quotas and client expectations: Identify and implement changes needed to improve performance. Raise the bar for yourself, your team, and the client.

• A dynamic Product Director for our eCommerce SaaS platform, responsible for setting, defining, and delivering the product roadmap for a suite of shipping products. • Own and lead strategic partnerships, manage complex programs, establish partnership governance, and develop new initiatives that drive shared goals and revenue outcomes. • Define Partnership strategy: Develop and implement strategies to maximize partnership value and negotiate favorable commercial and business terms on new agreements and renewals. • Own Partnership management: Serve as the primary point of contact for existing partners, monitor performance and value enabled, foster strong relationships and ensure mutual success. • Work backwards from customer needs to define and develop outstanding product features that delight our customers. • Drive Cross-functional collaboration: Partner closely with our internal teams, including other product teams, engineering, sales, marketing and legal, to align partnership activities with broader business objectives. • Build and lead a high-performing team, providing mentorship, guidance, and professional development opportunities. • Proactively identify and flag potential risks in strategic partnerships, client relationships and product development. • Respond with agility to market changes and adjust strategies to maximize outcomes.

• Achieve and exceed sales targets, pipeline goals and revenue forecasts • Lead complex, multi-stakeholder sales cycles from opportunity identification through to contract management of large project rollouts • Develop compelling value propositions aligned to government priorities such as digital transformation, cost control and citizen service improvement • Own and develop strategic relationships with key Federal Government agencies and departments • Create and execute account plans to drive revenue growth, retention and customer satisfaction • Actively manage the development of key reports and lead regular customer account reviews with major contract customers • Identify, qualify, and pursue new business opportunities within assigned accounts and across the broader Federal Government landscape • Position mailing, logistics, document management and tracking solutions as critical enablers of service delivery, compliance, and efficiency • Navigate Commonwealth procurement frameworks (e.g., AusTender, panels, standing offers) • Build relationships with procurement teams, policy leads, and senior decision-makers • Ensure compliance with government policies, legal requirements, and contractual obligations • Manage tender responses, RFPs and RFQs • Engage and influence senior stakeholders (SES, Directors, program leads) • Act as the trusted advisor to clients, understanding their operational and strategic objectives • Coordinate cross-functional internal teams (sales, product, operations, service delivery) to deliver seamless customer outcomes • Maintain strong awareness of Federal Government priorities, policy changes, and budget cycles • Monitor competitor activity and industry trends in mailing, logistics, document management and tracking technologies • Provide insights to inform product development, go-to-market strategies, and sales planning

• Own competitive intelligence and maintain deep, continuously updated profiles on competitors, digital entrants, pricing structures, positioning, sales motions, and retention tactics • Track market and regulatory signals by monitoring carrier rate changes, USPS filings, PRC proceedings, and surcharge cycles to identify shifts that create switching opportunities • Surface early competitive indicators by analyzing earnings calls, analyst reports, job postings, release notes, and customer reviews to detect strategic moves early • Build competitive narratives that reflect buyer decision drivers and documented customer outcomes • Run scenario planning to pressure test positioning and prepare sales for likely competitor moves • Build and prioritize a competitive takeaway pipeline by identifying vulnerable competitor accounts, scoring displacement probability, and directing sales effort toward high value targets • Partner with sales leadership to set quarterly takeaway goals and align prospecting strategy to intelligence • Advise on competitive pursuits by supporting deal strategy, positioning, objection handling, and stakeholder mapping • Run a structured win loss program that captures buyer decision drivers and competitive objections and synthesizes findings into quarterly reports that improve messaging and field tactics • Maintain competitive enablement tools including battle cards, playbooks, talk tracks, and pre call briefings, and embed content into training while measuring adoption and win rate impact • Drive cross functional impact by delivering briefings to leadership, shaping pricing and product decisions, and maintaining dashboards that track competitive performance • Create a structured intelligence feedback loop so insights from wins, losses, and at risk renewals continuously inform strategy