Corporate Account Executive

The Commercial Account Executive is a pure hunter role responsible for landing net-new logo customers within an assigned territory. This role owns the entire sales motion—from outbound prospecting through close—and is measured exclusively on new customer revenue.. The ideal candidate thrives in competitive environments, creates pipeline through disciplined outbound execution, and consistently wins first-time deals.
What You’ll Do

• Own the full new-logo sales cycle end to end, including outbound prospecting, discovery, proposal development, and close, without SDR support.
• Consistently meet or exceed a $500K annual new-business quota, with uncapped commission and clear upside for overperformance.
• Close the first new-logo deal within the first 60–90 days.
• Build and maintain 4–5x pipeline coverage through disciplined outbound execution and strategic account targeting.
• Forecast with greater than 90% accuracy, reviewed weekly and monthly with sales leadership.
• Conduct high-impact discovery and present tailored solutions using structured sales methodologies such as MEDDIC, SPIN, or Sandler; candidates should be able to articulate their approach.
• Maintain rigorous CRM hygiene in Salesforce, ensuring deal stages, next steps, and notes are accurate and updated weekly.
• Ensure consistent and effective use of Outreach by maintaining strong sequence hygiene, including accurate enrollment, timely follow-ups, and alignment with GTM cadences.
• Continuously refine messaging and sales processes based on market feedback, performance data, and coaching input.
• Proactively seek coaching, feedback, and development opportunities to improve performance and win rates.

Objectives & Key Results

• First Deal: Close an initial new-logo deal within 60–90 days.
• New Logos: Close 5–8 new logos per month.
• Quota Attainment: Meet or exceed monthly new-business targets of $45K.
• Pipeline Generation: Self-generate at least 45% of total pipeline.

• Bachelor’s degree or equivalent experience.
• 3+ years of new-logo, outbound B2B sales experience, ideally in a quota-carrying hunter role in SaaS, tech, or services.
• Proven track record of meeting or exceeding sales quotas.
• Strong written and verbal communication skills.
• Proficiency with Salesforce, Outreach, or similar sales tech stack.

• Experience selling into corporate and state/local government accounts.
• Background in EdTech, SaaS, or training/learning solutions.
• Familiarity with long sales cycles and navigating complex buying processes.

• Outbound Account Prospecting & Territory Strategy
• Sales Methodology: Fluency in structured selling approaches like MEDDIC, SPIN, or Sandler.
• Coachability: Open to feedback, highly self-aware, and focused on continuous improvement.
• Self-Sufficiency: Drives pipeline without reliance on SDRs or Sales Engineers.

Who Succeeds in This Role!

• Prefer hunting new business over managing existing accounts
• Thrive in outbound, competitive sales environments
• Are motivated by uncapped earnings and over-quota acceleration
• Want clear expectations, autonomy, and accountability

ACI Learning is intentional about setting sales professionals up for success from day one. This role is supported by the tools, technology, and structure needed to perform at a high level and scale impact quickly, including:

• Choice of a Mac or Windows PC to match individual work preferences.
• Best-in-class sales technology, including Salesforce, Outreach, and Spekit (Sales Enablement), along with all required O365 and productivity software.
• A dedicated set of assigned accounts aligned to ACI Learning’s Ideal Customer Profile, exclusively owned by the role to support focused and efficient prospecting.
• A structured 90-day sales onboarding program designed to accelerate ramp, with training on customers and market dynamics, products and technologies, sales methodology, and the full sales technology stack.