Client Account Executive - South-Central Region

TELESOFT LLC DBA CALERO•Remote, US,

3d•$0 - $200,000

About The Position

The Client Account Executive (CAE) is a strategic enterprise sales role responsible for driving gross expansion revenue across an assigned portfolio of existing Calero customers. The role’s primary objective is to generate incremental ARR by identifying, developing, and closing new opportunities within the installed base. Candidates must reside in the South-Central region of the United States, and the position requires up to 50% travel. This is a dedicated expansion sales position. The CAE does not own customer renewals, retention, service delivery, operational performance, or overall customer health; those responsibilities belong to other Calero teams. The CAE partners with those teams to use customer insight and identify opportunities, while remaining accountable for gross expansion pipeline, bookings, and incremental ARR. Calero’s enterprise customers may be large, complex, and decentralized, with technology spending and operations distributed across functions, business units, geographies, and executive stakeholders. The CAE navigates these organizations, builds executive relationships beyond existing contacts, uncovers whitespace, identifies new buying centers, and expands Calero’s presence across Telecom Expense Management (TEM), Managed Mobility Services (MMS), SaaS, Cloud, and emerging AI-related technology management opportunities. The role includes developing account growth plans, creating demand, leading consultative discovery and complex sales cycles, coordinating internal resources, negotiating commercial terms, and maintaining account plans, opportunity records, and forecasts. On-target earnings are $200,000, with a 50/50 base-to-commission split. Compensation varies based on factors including location, skills, experience, role complexity, travel, and market rate.

Requirements

Domain expertise in Managed Mobility Services (MMS).
Experience with Telecom Expense Management (TEM).
Proven Enterprise Account Executive and consultative sales experience.
Demonstrated success selling complex technology and managed services solutions to large enterprise organizations.
Track record of driving revenue growth and expanding existing enterprise customer relationships.
Experience identifying, developing, and closing expansion opportunities across an established customer base.
Ability to uncover whitespace and penetrate new buying centers, business units, geographies, and executive relationships within complex enterprise accounts.
Strong executive presence and ability to establish credibility and lead strategic conversations with senior IT, Finance, Procurement, and Technology executives.
Experience navigating complex, matrixed organizations with multiple stakeholders and decision-makers.
Strong business and financial acumen, including the ability to develop ROI-driven business cases and articulate measurable customer value.
Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through contract execution.
Must reside in the South-Central region of the United States.
Ability to travel up to 50%.

Nice To Haves

Experience with global enterprises, regulated industries, and/or Fortune 1000 organizations.
Bachelor’s degree or equivalent experience.

Responsibilities

Own and achieve gross expansion bookings and incremental ARR targets across an assigned portfolio of existing enterprise customers.
Identify, qualify, develop, and close new revenue opportunities across Calero’s products and services.
Develop strategic account growth plans that identify whitespace, buying centers, business units, geographies, stakeholders, and solution opportunities.
Expand Calero’s footprint by identifying enterprise areas responsible for telecom, mobility, SaaS, cloud, AI, and related technology spending and operations.
Proactively create demand and develop opportunities rather than relying only on customer-generated or inbound requests.
Build and maintain sufficient gross expansion pipeline to achieve assigned bookings and ARR targets.
Develop trusted relationships with senior executives and decision-makers across IT, Finance, Procurement, Technology, Infrastructure, Mobility, Cloud, Vendor Management, and other relevant functions.
Expand Calero’s relationships beyond existing operational contacts to reach new executive stakeholders, sponsors, and buying centers.
Understand customer priorities, transformation initiatives, cost pressures, technology strategies, and organizational changes, and connect them to Calero’s capabilities.
Position Calero as a strategic partner for broader enterprise technology management challenges.
Lead strategic discovery to uncover business challenges and opportunities where Calero can provide measurable value.
Develop value propositions and business cases that quantify the impact of expanding the Calero relationship.
Navigate complex sales cycles involving multiple stakeholders, business units, procurement organizations, legal teams, and executive decision-makers.
Coordinate Solution Consulting, Product, Customer Success, Operations, and Executive Leadership to develop and execute opportunity strategies.
Lead commercial negotiations and drive expansion opportunities through contract execution and close.
Maintain strategic account plans, organizational maps, and whitespace plans for assigned customers.
Maintain accurate opportunity, pipeline, and forecasting information in Salesforce and other required sales systems.
Develop opportunity strategies, stakeholder maps, competitive positioning, next steps, and close plans.
Provide accurate and timely gross expansion forecasts.