Role Description We are hiring a full-cycle Account Executive to drive new business growth across mid-market and enterprise organizations. This role is ideal for a consultative SaaS seller with experience in Environmental Health & Safety (EHS), compliance, safety management, workforce training, or other regulated and operationally complex industries. You'll manage qualified inbound opportunities while also building outbound pipeline across industries including manufacturing, construction, healthcare, utilities, transportation, energy, and industrial operations. This role is ideal for a proactive seller who enjoys building pipeline, opening doors, and creating new business opportunities while managing qualified inbound demand. What You'll Do - Own the full sales cycle from prospecting and discovery through negotiation and close - Generate new business opportunities through strategic outbound prospecting and account development - Manage qualified inbound opportunities and convert interest into revenue - Conduct consultative discovery conversations focused on EHS, compliance, workforce training, and operational challenges - Deliver tailored software demonstrations and value-based presentations - Build relationships with EHS leaders, HR teams, Operations leaders, Compliance stakeholders, and executive decision-makers - Navigate complex, multi-stakeholder sales cycles and buying committees - Develop ROI-driven business cases and negotiate SaaS agreements - Maintain accurate forecasting, pipeline management, and sales activity within Salesforce Qualifications - 4+ years of quota-carrying B2B SaaS sales experience - Significant experience in a closing role as an Account Executive, Senior Account Executive, or National Sales Executive - Proven success generating outbound pipeline and winning new business - Demonstrated success managing full-cycle SaaS opportunities from prospecting through close - Experience selling into mid-market and enterprise organizations - Experience selling within the Environmental Health & Safety (EHS) industry - Experience selling to executive buyers, EHS leaders, and HR or L&D stakeholders - Strong consultative selling, discovery, presentation, negotiation, and closing skills - Ability to navigate complex, multi-stakeholder sales cycles - Proficiency with Salesforce and modern sales tools - Experience with MEDDIC and Challenger sales methodologies Requirements - Strongly Preferred: Experience selling into manufacturing, construction, utilities, energy, healthcare, transportation, logistics, or other regulated industries - Familiarity with operational risk management, compliance initiatives, workforce development, or industrial safety environments - Proficiency with Gong, ZoomInfo, and LinkedIn Sales Navigator Benefits - Full Healthcare: Health, dental, vision, and more - we've got you covered. - Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development. - Learning & Development: Unlimited resources via HSI's Learning Management System and career training. - Remote Work: You choose! Work from anywhere that boosts your productivity. - Flexible Vacations: Take needed breaks with our generous time-off policy. - Retirement Security: Benefit from our $1:$1 company match for retirement savings.

Role Description We’re looking for a Senior Account Manager to lead client relationships for a portfolio of e-commerce brands and to oversee a team of Account Strategists. This is a relationship-first role, less focused on the day-to-day mechanics of paid media, owned media, or creative execution, and squarely focused on making sure clients feel informed, confident, and heard. - Manage roughly 6–8 clients, working closely with performance and project management teams. - Oversee a team of Account Strategists, coaching them to build client trust and proactively bring ideas forward. - Partner directly with leadership to set department KPIs and shape the Account Management team's next steps. What You’ll Own - Client Relationships & Communication - Serve as the primary point of contact for a portfolio of roughly 6–8 e-commerce clients. - Proactively reach out with ideas, recommendations, and updates. - Monitor risks and client sentiment, acting to reduce client churn. - Build out and structure the client experience, including visits and check-ins. - Translate updates from the Performance and Project Management teams into clear communication for clients. - Team Leadership - Oversee a team of Account Strategists, including one Account Admin. - Coach and mentor Strategists on client communication and proactive account management. - Balance workload and client assignments across the team. - Support Strategists through escalations and difficult client conversations. - Build and drive meaningful change in the Accounts Department. - Cross-Functional Partnership - Partner closely with Performance and Project Management teams for a cohesive client experience. - Act as the connective tissue between client-facing communication and specialists. - Loop in internal stakeholders before issues become client-facing problems. - Work directly with agency leadership on department goals and growth strategy. - Department Improvement - Identify and drive improvements to Account Management processes and templates. - Build playbooks and best practices for a consistent client experience. - Contribute to onboarding and training materials for future Account Strategists. - Performance Monitoring - Set department-level KPIs in partnership with agency leadership. - Monitor account health for your portfolio and maintain visibility into team accounts. - Track client-facing KPIs and flag departmental trends. - Use performance data to inform client conversations. Who You Are - You’re a relationship-builder first. - You’re proactive, not reactive. - You lead people well. - You think in systems. - You’re direct. - You’ve worked in agency life. What Success Looks Like - In your first 90 days: - Ownership of your 6–8 client portfolio and built early trust with each client. - Established a working rhythm with the Account Strategist team members. - Built a strong working relationship with the Performance and Project Management teams. - Had your first strategic check-ins with leadership on department priorities and KPIs. - Identified clear opportunities to improve Account Management processes. - By the end of year one: - Your client portfolio shows strong retention and account growth. - Client churn and negative profitability have reduced significantly. - Your team operates with more consistency, autonomy, and proactivity. - Implemented department-level improvements that others rely on. - Department KPIs are clearly defined and regularly reviewed with leadership. - Seen internally as a dependable cross-functional partner. Must-Have - 5+ years of agency experience, including direct client management. - Experience managing client relationships, including proactive communication. - Experience overseeing or mentoring other Account Managers/Strategists. - Familiarity with paid media, organic media, or creative concepts. - Comfort managing a portfolio of multiple clients simultaneously. - E-commerce or D2C client experience. - Strong verbal and written communication skills. Strong Differentiators - Experience partnering cross-functionally with performance media, project management, or creative teams. - Track record of building or improving account management processes. - Experience conducting in-person client visits or QBRs. - Experience setting or reporting on department-level KPIs to leadership. Compensation & Benefits - Base salary: $90,000 - On-Target Earnings (OTE): $100,000–$105,000 total, including commission. - Additional performance-based bonuses may be available. - Fully remote. - Unlimited PTO. - Flexible hours. - Internet, mobile phone, and gym reimbursements.

• Lead engagement, event activation, and execution for sports and athlete partnerships • Manage athlete relationships • Negotiate partnership elements • Collaborate with clients and internal teams

• Drive top-line sales revenue in a targeted market segment or geographically defined territory • Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value • Focus on relationship building with key stakeholders in your account base • Guide prospects through a methodical sales process to facilitate positive outcomes • Work through our Channel organization & partners to close business • Ensure customer success and value • Occasionally represent Black Duck at local and/or industry events to support your territory • Work with your manager to build a go to market plan & execute to that plan • Maintain accurate Salesforce information and forecasting • Minimal travel expected as this is an inside sales role.