Account Executive - New Business

Nexcess

8d•$200,000 - $250,000

About The Position

The New Business Account Executive is responsible for winning net-new small and mid-sized business (SMB) customers for cloud, backup, and disaster recovery services. The role targets SMB organizations that need reliable infrastructure, data protection, and business continuity but lack the in-house resources to manage these themselves. The Account Executive builds a pipeline from scratch through LinkedIn, outbound calls and email, events, referrals, and partner relationships, with support from the Business Development Representative (BDR) team. The Account Executive owns sales strategy, pipeline, and results, and remains available to new customers through onboarding to support what was sold and the commitments made. At go-live, customers are handed off to the install base Account Management team. This position does not manage existing accounts, renewals, or expansion sales. The compensation range is $200k–$250k OTE. Performance is measured by net-new logo bookings against quota, number of new logos closed, self-sourced pipeline, meetings held and conversion, win rate, sales cycle length, average deal size, forecast accuracy, and CRM hygiene. The role works at a desk and computer screen for extended periods in a traditional climate-controlled office or from home, and in a highly stressful environment involving varied challenges, deadlines, and a diverse employee population. Limited travel to customer sites and industry events is required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

Requirements

At least 3 years of experience in a quota-carrying new-business (hunter) closing role, with a record of meeting or exceeding net-new logo targets.
Proven ability to self-source pipeline through outbound prospecting and demonstrate building pipeline from zero.
Strong command of LinkedIn and LinkedIn Sales Navigator for prospecting, account research, and social selling.
B2B sales experience selling cloud, backup, disaster recovery, or managed infrastructure services; web hosting sales experience is also considered.
Experience selling to SMB organizations and understanding how they buy infrastructure and data protection services.
Working knowledge of cloud infrastructure, backup and recovery, disaster recovery, business continuity, and related concepts such as RPO and RTO.
Ability to translate technical concepts into clear business value for technical and nontechnical stakeholders.
Comfort with cold outreach, rejection, and high activity, and motivation to win new customers rather than manage existing ones.
Strong communication, negotiation, and organization skills.
Experience using Salesforce or a similar CRM and sales engagement tools such as Outreach, Salesloft, or Apollo.
Ability to participate in limited travel to prospect sites and industry events.

Nice To Haves

Experience working alongside a BDR/SDR team while still self-sourcing most of the pipeline.
Track record of competitive displacements against managed service providers, cloud providers, or hyperscalers such as AWS, Azure, or Google Cloud.
Background at a managed service provider (MSP), managed cloud provider, or data protection vendor.
Experience selling backup and disaster recovery solutions built on platforms such as Veeam, Acronis, or Zerto.
An existing professional network within the SMB IT and managed services market.
Experience using AI-assisted research and prospecting tools to increase outbound efficiency.

Responsibilities

Build and work a target account list of non-customer SMB organizations needing cloud, backup, and disaster recovery services.
Self-source opportunities through LinkedIn, including Sales Navigator, cold calling, email, video, events, and referrals.
Build a credible LinkedIn presence with target buyers by posting, engaging, and starting conversations with decision makers.
Run multi-touch, multi-threaded outbound campaigns to SMB decision makers, including owners, IT managers, and operations and finance leaders.
Generate the majority of pipeline through personal outbound activity rather than relying on inbound leads.
Coordinate with the BDR team on target accounts, messaging, and outreach; share qualification criteria, run meetings booked by the team, and provide feedback on meeting quality.
Lead discovery into prospects’ infrastructure, backup and recovery approach, business continuity risks, decision process, budget, and timeline.
Partner with Solution Engineers to scope requirements and design cloud, backup, disaster recovery, and managed infrastructure solutions.
Build business cases showing the costs of downtime and data loss and the value of the company’s services compared with alternatives.
Present proposals, handle objections, negotiate terms, and close deals.
Win competitive displacements by understanding competitor offerings, pricing, and weaknesses.
Maintain accurate activity, opportunity, and forecast records in the CRM system; provide a reliable weekly forecast and communicate deal progress, risks, and support needs.
Coordinate Procurement, Legal, Finance, and technical teams to move deals to signature.
Remain available to new customers during onboarding and work with Onboarding, Solution Engineering, and Support teams on questions or gaps concerning scope or commitments.
Hand customers off to the install base Account Management team at go-live, sharing what was sold, commitments, key contacts, and customer goals.
Return focus to new-logo acquisition once customers are live; expansion, renewals, and ongoing account growth belong to Account Management.
Demonstrate and promote the company’s Impact Behaviors—Design, Ownership, First Team, and Performance—in interactions and decision-making.
Maintain a professional, collaborative, and client-focused approach while supporting team and organizational objectives.
Perform other duties, responsibilities, and special projects as assigned to meet business needs.