Account Executive (Evergreen)

About Us We are a dynamic, rapidly growing global company and the innovators of service-driven supply chain planning software. We help companies make better, faster supply chain decisions that reduce inventory, improve customer satisfaction, and deliver powerful financial results amid increasing complexity, product proliferation, and uncertainty.

Our solutions have been recognized by customers globally and analyst firms, such as Gartner, for our ability to support service and inventory trade-offs, while dramatically improving planner productivity. ToolsGroup has been successfully deployed worldwide in more than 44 countries, and we have one of the highest customer retention rates in our industry.

About The Role The

Account Executive (AE)

will be responsible for both

new logo acquisition

and

cross-sell expansion

within an assigned territory. This hybrid role requires a strategic seller who excels at prospecting, pipeline development, and closing deals while nurturing and expanding relationships with existing clients.

The

ideal

candidate thrives in a fast-paced, high-growth environment and is equally adept at

hunting new business

and cultivating long-term customer success.

Main Responsibilities New Logo Acquisition

Identify, engage, and close new business opportunities within the assigned territory

Build and manage a robust pipeline of qualified prospects through proactive outreach and strategic targeting

Lead end-to-end sales cycles—from initial prospecting to contract execution—leveraging ToolsGroup’s value proposition

Collaborate with pre-sales, marketing, and leadership to advance and win deals

Existing Client Growth (Cross-Sell / Expansion)

Own and exceed cross-sell revenue targets within assigned accounts

Develop deep relationships with key stakeholders to uncover expansion opportunities aligned with client needs

Partner with Customer Success and Account Management teams to ensure high satisfaction and identify upsell potential

Execute targeted cross-sell initiatives to drive adoption of additional ToolsGroup solutions

Sales Execution & Forecasting

Maintain accurate forecasting, disciplined pipeline hygiene, and CRM (Salesforce) documentation

Achieve or surpass quarterly and annual revenue targets

Provide market insights to leadership to refine sales strategies and product positioning

What We Are Looking For

3-5+ years of quota-carrying sales experience, preferably in SaaS, supply chain software, or B2B enterprise sales

Proven track record in both new business acquisition and existing account expansion

Hunter mentality with strong consultative selling and relationship-building skills

Experience managing a territory and working cross-functionally with sales engineering, marketing, and customer success teams

Exceptional communication, negotiation, and presentation skills

Proficiency in CRM tools (e.g., Salesforce) and disciplined pipeline management

Performance & Activity Expectations Activity Metrics

Account Engagement : Each account must be contacted at least once per quarter (e.g., calls, meetings with decision-makers)

Marketing Outreach : Execute at least one sales accelerator program per account per quarter

Pipeline Development

Generate 1-2 new qualified opportunities per quarter

Ensure no opportunity remains in early stages (Stage 4 or below) for more than 180 days

Maintain a pipeline at 3.5X quarterly quota

Sales Performance

Consistently meet or exceed quarterly quotas, with no two consecutive quarters below target

Achieve 100%+ of annual quota

Account Development

Maintain detailed account profiles, including decision-makers, competitive insights, and opportunity tracking

Our Vision, Purpose, and Values

Our VISION : Unparalleled control over demand and supply to deliver certainty.

Our PURPOSE : Problem Solvers Welcome

Our VALUES : Deliver the Goods – Have Deep Care – Find the Right Answer, Not the First Answer – Creativity That Endures – Brilliant But Not Loud

Applying to this job the candidate consents that his / her data are treated by ToolsGroup in compliance with the GDPR n. 2016 / 679 GDPR and Transparency Document

U.S. applicant notice : This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. ToolsGroup is CCPA / CPRA compliant.

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