Account Executive

HDJ & Associates, Inc.•Pittsburgh, PA

45d•Hybrid

About The Position

Our client is looking to hire their first dedicated Account Executive to help close 10-13 new customers in 2026 and build the foundation for sustainable growth. This is a hybrid position based out of Pittbsurgh, PA. This isn't an order-taker role—you'll be a true sales hunter who can generate pipeline from scratch and close complex, multi-stakeholder deals. You'll work alongside the CEO/Director of Business Development and collaborate with the transitional Public Sector AE while building systematic outbound processes that scale. The First 90 Days: Pipeline Generation Sprint This role starts with high-volume prospecting. Here's what success looks like: Days 1-30: Learn product, shadow discovery calls with Becky, begin working our 77-target public sector list (25-30 touches/day) Days 31-60: Lead discovery calls, close first deal, build private sector target list (75-100 companies), refine messaging based on market feedback Days 61-90: Full pipeline ownership, documented sales process, transition to strategic deal focus If you can't generate your own pipeline through cold outreach, this role won't work. If you thrive on building something from nothing—keep reading. You'll be employee #1 in our sales organization beyond the founder. What you build in the first 90 days becomes the playbook for future hires. You'll have direct input into target market selection, messaging strategy, and sales process design. If you're successful, you'll help us hire and mentor the next 2-3 AEs as we scale to $9M ARR in 2028. This isn't just a sales job—it's a chance to build the revenue engine for a growing company.

Requirements

3-5 years direct B2B SaaS sales experience (not channel sales, not inside sales support)
Proven quota attainment: 100%+ of quota last 2 years (you'll need to provide specific numbers)
Demonstrated ability to source deals from cold outreach: provide 3 examples of deals you personally prospected from cold contact to close
Average deal size $50K+ ACV in previous role(s)
Complex, multi-stakeholder sales cycles (6-12 months, 5+ decision-makers)
Consultative selling approach (discovery-driven, value-based, not feature-dumping)
Hunter mentality: You create opportunities, not wait for them
High-volume prospecting capability: Comfortable making 25-30 quality touches per day
Technical aptitude: Can learn complex software quickly and establish credibility with engineering/technical buyers
Process builder: Comfortable documenting what you learn to create repeatable systems
Startup mentality: Thrive in ambiguity, wear multiple hats, don't need perfect infrastructure
CRM discipline: HubSpot experience preferred, meticulous pipeline management
Strong demo and presentation skills for technical products
Excellent written and verbal communication with executive-level buyers

Nice To Haves

Construction, engineering, or AEC (Architecture/Engineering/Construction) industry experience
Project management or portfolio management software sales background
Public sector sales experience (utilities, municipalities, government procurement processes)
Industrial/manufacturing vertical experience (steel, automotive, chemical, energy)
Experience selling to Capital Projects Directors, Portfolio Managers, or similar buyer personas

Responsibilities

Own the complete sales cycle from cold outreach through close for deals averaging $75K ACV
Work both public sector (utilities, municipalities) and private sector (manufacturing, industrial, energy) opportunities
Collaborate with Public Sector AE by shadowing her booked discovery calls and helping close deals
Partner with CEO on larger/strategic deals (>$100K ACV) requiring executive involvement
Navigate multi-stakeholder buying committees (Capital Projects Directors, Utilities Directors, Engineering Managers, CFOs)
Execute systematic outbound campaigns: 25-30 strategic touches per day (calls, emails, LinkedIn)
Work prepared target lists for public sector (77 researched prospects ready to contact)
Build and validate private sector target list (75-100 manufacturing/industrial companies with significant CapEx budgets)
Leverage webinar attendees, content downloads, and inbound leads (currently not being systematically contacted)
Achieve target metrics: 30-40 discovery calls, 15-20 qualified opportunities
Document what works: effective messaging, objection handling, competitive positioning, buying process insights
Work with our Marketing Operations hire to create sales enablement materials (one-pagers, case studies, ROI calculators, battlecards)
Help "productize" our sales process—make it systematic and repeatable for future hires
Build discovery call frameworks, demo flows, and qualification criteria based on actual deal experience
Close 10-13 new customers in 2026 (approximately $300-375K new ARR)
Maintain average deal size of $75K+
Generate 15-20 qualified opportunities per quarter through self-sourced outbound
Achieve 30%+ opportunity-to-close conversion rate