Role Description We're looking for a driven, relationship-minded Account Executive to join our Strategic Accounts team. In this role, you'll manage and grow high-value client relationships, lead complex sales cycles, and deliver tailored solutions that help our customers bring humanity and efficiency to the leave and accommodations experience. If you're a consultative seller who thrives on building trust with executive stakeholders and closing meaningful deals, we'd love to connect. - Manage the full sales cycle for strategic accounts — from prospecting and solution design through negotiation and close. - Build and sustain strong relationships with executive stakeholders across strategic client organizations. - Partner with internal teams including Marketing, Customer Success, and Product to ensure solutions align with client objectives. - Develop account strategies and identify opportunities for expansion and cross-selling within your portfolio. - Track and report on sales metrics, forecasts, and market trends to inform strategy and executive-level reporting. - Represent AbsenceSoft at industry events and client meetings, reinforcing brand credibility and deepening client partnerships. Qualifications - 7+ years in enterprise/strategic sales, with at least 3–4 years managing complex, high-value accounts. - Proven success in B2B sales, ideally within SaaS or HR technology, with a focus on large or strategic accounts. - Expertise in consultative and solution-based selling for complex, multi-stakeholder deals. - A consistent track record of meeting or exceeding sales quotas. - Strong communication, presentation, and negotiation skills, particularly with C-suite and executive audiences. - Ability to manage long sales cycles and navigate complex organizational structures. - Proficiency with CRM systems (Salesforce preferred) and the Microsoft Office suite. - Background selling leave management, HR, or workforce management solutions is a plus. - Familiarity with compliance and leave laws such as FMLA, ADA, and PWFA is a plus. - A strategic thinker with sharp problem-solving skills and a customer-first mindset. - Self-motivated, accountable, and resilient in a fast-paced, evolving environment. - Team-oriented, with the ability to achieve independent sales objectives while contributing to collective success. Benefits - Impact that matters: You’ll do work that shapes the future of the modern workplace. - Flexibility and trust: We’re remote-first and results driven. You’ll have the freedom and flexibility to do your best work, wherever you do it best. - Growth and development: You’ll have access to learning resources, leadership programs, and real opportunities to take on new challenges and expand your impact. - Competitive rewards: We offer comprehensive benefits, a performance-based bonus program, and equity opportunities – because when we grow, you should too. - Time for life: Recharge and reconnect with flexible time off, paid holidays, and flexible leave programs designed to support every season of life. - Belonging and balance: We’re building an inclusive culture where every voice is valued, collaboration is celebrated, and success is shared.

• Serve as the lead point of contact for customer account management matters in an assigned book of business • Establish and maintain a high level of customer satisfaction with internal and external customers • Build and maintain strong, long-lasting customer relationships • Align Waste Management products and services with customer needs • Propose solutions that are compliant with appropriate regulations • Increase account penetration through consultative selling skills • Negotiate, update, and renew customer service agreements • Resolve challenging customer requests • Collaborate with the Inside Sales Manager to resolve customer escalations • Communicate rates, charges and service strategies • Collaborate with sales team to identify and grow opportunities • Use sales productivity software tools accurately • Prepare reports as needed and/or handle general administrative duties

• Build and maintain strong relationships with existing clients. • Act as the primary point of contact for client workforce requirements. • Manage and grow key client accounts. • Conduct regular client check-ins to ensure service satisfaction. • Identify opportunities to increase labour hire volumes and expand service offerings. • Generate new business opportunities within construction, warehousing, logistics, and industrial sectors. • Convert leads into active client accounts. • Prepare and present labour hire solutions to prospective clients. • Negotiate rates and service agreements in line with company guidelines. • Receive and manage job orders from clients and the Sales Manager. • Work closely with Candidate Resourcers to source suitable candidates. • Coordinate candidate allocations and workforce placements. • Ensure vacancies are filled within required timeframes. • Monitor workforce performance and address client concerns promptly. • Maintain accurate client and job records within JobAdder. • Track sales activity, placements, and account performance. • Generate reports and maintain spreadsheets using Microsoft Excel. • Ensure compliance with company processes and labour hire regulations.

• Manage the full sales cycle — from first contact through close — using a consultative, insight-led approach that helps buyers quantify the cost of manual operations and the ROI of agentic automation. • Define and execute sales plans for an assigned geographic territory to exceed software sales goals through prospecting, qualifying, managing, and closing opportunities. • Build and maintain executive-level relationships (CIO, VP Network Engineering, VP Infrastructure) that position Itential as a strategic platform partner, not a point-solution vendor. • Coordinate resources throughout the sales cycle — including Sales Engineering, client-partner executives, architects, sales leaders, and Customer Success — to execute Itential's sales process effectively. • Lead Quarterly Business Reviews (QBRs) that connect Itential's agentic automation roadmap to the customer's evolving infrastructure strategy. • Drive account scorecard improvements, identify adoption and expansion opportunities, and secure software renewals. • Perform regular customer, market, product, and competitive analyses to meet account objectives and strategies. • Negotiate and present account proposals and contracts, gaining internal alignment across cross-functional partners (Finance, Legal, RevOps). • Manage and track customer accounts, opportunities, and renewal information in Salesforce; use AI-assisted sales tools — conversation intelligence, deal scoring, and generative AI for outreach personalisation — to increase efficiency and improve buyer engagement quality. • Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts, and customer success engagements.