Account Executive - Microsoft 365 Licensing (Tier-1 CSP)
About The Position
The Account Executive (Microsoft 365 Licensing) is a quota-carrying, full-cycle sales role responsible for selling Microsoft 365 licensing, Microsoft 365 Copilot, and ABT's Guardian-based managed services to mortgage lenders, banks, credit unions, and healthcare practices. This role owns the sales process from initial outreach through close, renewal, and expansion. You will work directly with IT leaders, executives, and business owners to assess their Microsoft 365 environment, identify security and productivity gaps, and recommend the appropriate licensing, Copilot adoption path, Guardian plans, and add-on services. You will coordinate closely with our technical lead on solution design and with our CEO on key demos. This role combines consultative selling, solution design, and relationship management in a highly autonomous environment. We are looking for a builder: someone who treats a customer as a long relationship, not a closed deal. The compensation model rewards consistent contract value, not one-time wins, and the sales team works as a unit with technical and onboarding partners rather than as isolated closers.
Requirements
- Path A: At least 2 years of experience selling Microsoft 365, SaaS, cloud licensing, or IT-managed services in a CSP, MSP, VAR, or IT services environment.
- Path A: Have carried quota in a B2B sales role and have managed full sales cycles from prospecting through close.
- Path B: At least 3 years administering Microsoft 365 tenants (Entra ID, Exchange, SharePoint, Teams, Defender, Purview, Intune) or equivalent engineering experience at Microsoft, a Microsoft partner, or a CSP.
- Path B: Confident talking with customers about licensing, security, and adoption.
- Path B: Genuine interest in moving into a quota-carrying sales role full-time, and coachable on sales process.
- Minimum 12 months prior sales-adjacent work required for Path B: pre-sales engineering, technical account management, customer success with quota, partner-led demos, executive licensing-renewal calls, or a similar customer-facing revenue role.
- Working knowledge of Microsoft 365 licensing (Business Premium, E3, E5, Copilot, add-ons) and CSP/NCE licensing models, or ability to learn them quickly.
- Ability to explain security, compliance, and productivity concepts to non-technical buyers.
- Strong consultative seller who maps customer pain to business outcomes.
- Clear communication in writing and on calls.
- Organized and disciplined about pipeline management.
- Ability to build trust with customers over the long arc of an engagement.
- Work independently with high accountability and follow-through.
- Comfortable using HubSpot and modern sales tools.
- Collaborate well with technical, onboarding, and leadership team members.
Nice To Haves
- Microsoft certifications (MS-900, AZ-900, or similar)
- Experience selling security, migrations, or managed services
- Experience selling into mortgage, banking, credit union, or healthcare practices
- Mortgage industry background (loan officer, processor, underwriter, compliance officer) who pivoted into technology sales
Responsibilities
- Build pipeline through outbound activity, inbound leads, and partner referrals across mortgage, financial services, and healthcare verticals.
- Run discovery calls to understand each customer's environment, risks, and business goals, then recommend the right Microsoft 365 licensing configuration, Microsoft 365 Copilot adoption path, Guardian plan, and add-on services.
- Manage the full sales cycle from proposal through close.
- Partner with our technical and onboarding teams on smooth customer transitions.
- Stay close to customers through renewals, expansions, and upgrades.
- Track pipeline, activity, and forecasts accurately in HubSpot.
- Coordinate with Microsoft partner resources to support deals and incentives.
Benefits
- Competitive base salary plus a commission structure that rewards consistent contract value
- 401(k) with employer matching
- 100% employer-paid medical insurance for employees
- Dental and vision coverage
- Generous paid time off
- Paid holidays
- Ongoing Microsoft training and certification support
- Exposure to advanced Microsoft 365 security, compliance, and analytics solutions
- Career growth opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
