The Account Executive is responsible for managing the full sales cycle for a purpose-built software solution designed specifically for Managed Service Providers (MSPs). This role focuses on converting qualified leads into paying customers through a sales approach that is tailored to owner-led MSPs and their operations teams, and also enterprise sized MSPs. The AE partners closely with the SDR and management to ensure alignment across the buyer journey and feedback loop. This position is critical to driving new revenue and shaping the early go-to-market motion. Key Objectives: - Consistently meet or exceed monthly/quarterly revenue targets. - Deliver high-quality discovery and demo experiences aligned to MSPs operational pain points. - Maintain an accurate pipeline and forecast using HubSpot. - Contribute to the refinement of sales playbooks, messaging, and qualification criteria. Key Responsibilities Engage SQLs from Discovery to Close - Collaborate with the Sales Development Rep (SDR) on handoff quality, prospect insights, and feedback loops. - Lead engaging discovery calls to deeply understand the prospect’s operational challenges, team structure, and growth objectives. - Schedule/deliver demos focused on real use cases for MSP owners, COOs, and service managers. - Translate pain points into ROI/value stories, helping prospects build internal buy-in for change. - Manage the pipeline in HubSpot, ensuring accurate forecasting, timely follow-up, and clean data. - Work cross-functionally with Marketing, Software Development, and Management to surface prospect insights and shape future messaging and roadmap. - Contribute to the ongoing development of sales playbooks, assets, and strategies as an early sales hire. Lead Generation/Lead Qualification - Identify and research MSP prospects through online tools and industry forums. - Conduct outreach via calls and emails. - Engage prospects to understand their business needs, challenges, and goals. - Qualify leads based on defined criteria and determine their readiness to adopt the product. - Meet or exceed monthly goals for lead generation, qualified opportunities, and conversions. - Track and report on KPIs, including outreach activity, conversion rates, and pipeline growth. Experience: - 5+ years of full-cycle B2B SaaS sales experience (ideally mid-market). - Experience selling to founders, operators, or service-based businesses - Familiarity with modern sales tools and process (e.g., HubSpot, Loom, LinkedIn Sales Navigator). - Ability to manage a multi-stakeholder sale and adjust your approach based on the buyer’s journey stage. - Ideally, Prior experience selling into the MSP, IT services, or professional services space. - Experience working in a startup or early-stage SaaS environment. Skills: - Strong consultative selling and discovery skills — able to uncover needs and guide buying decisions with empathy and clarity. - Excellent verbal and written communication skills. - Strong research and prospecting abilities using tools like LinkedIn, HubSpot, or similar platforms. - Highly organized with the ability to manage multiple leads and tasks simultaneously. - Analytical mindset for reporting and evaluation. - Familiarity with MSPs or IT service providers, along with PSAs (ConnectWise, Autotask) or MSPs operational maturity frameworks are strong pluses. Mindset & Traits: - Self-motivated and eager to learn. - Resilient in the face of rejection, with a positive and solution-oriented attitude. - Collaborative and open to feedback to improve performance. PTO + Holidays