Senior Account Executive

Encircle

18d•Hybrid

About The Position

Restoration contractors choose Encircle because the first conversation feels different: people who know their industry, understand their business and show them exactly how Encircle makes them money. As Senior Account Executive, you'll own the full sales cycle - prospecting, discovery, demo, proposal and close - for a book of restoration, independent adjusting and multi-location accounts. This is an end to end sales position. You’ll be held accountable to hunting your own deals, not just working the marketing funnel. You'll build pipeline of your own alongside meetings sourced by our BDR team, and you'll be coached to the same formula every AE runs on: discovery and demo, demo-to-proposal, proposal-to-close, sales cycle length and ACV, using the SPICED methodology and the documented playbook. As a senior member of the team, you're expected to perform at or above benchmark, take on the more complex, multi-stakeholder deals — franchise locations, multi-site operators, independent adjusting relationships — and help sharpen the playbook for the reps coming up behind you. You'll work closely with Onboarding & Activation and Account Management so every new customer starts with a plan, and with our BDR team so sourced pipeline converts cleanly into revenue.

Requirements

5+ years of full-cycle B2B SaaS (or similar) direct sales experience, with a stable, proven track record of quota attainment
Experience running discovery, demo, proposal and negotiation for multi-stakeholder deals — not just working a queue of inbound leads
Skilled at building account-based plans and self-sourcing pipeline, not just closing what's handed to you
Comfortable navigating franchise, multi-location or network buying structures, including access to decision-makers up to the C-suite
A track record of building and defending an accurate forecast
Proficiency with Salesforce and familiarity with sales tools like Gong and DocuSign
Fluency with AI tools in your own workflow — research, call prep, follow-up and forecasting
A consultative, industry-fluent selling style: you close deals customers are glad they signed
Exceptional verbal and written communication skills

Nice To Haves

Experience selling to blue-collar or field-based industries, or in vertical SaaS, is a plus but not required

Responsibilities

Own the full sales cycle
Prospect and build pipeline in your territory: self-sourced outbound plus inbound and BDR-sourced meetings, managed as one connected funnel
Run discovery, demo, proposal and negotiation using SPICED and the documented playbook, converting at or above benchmark at every stage
Build and defend a monthly forecast — pipeline coverage, stage conversion and deal velocity you can stand behind
Own deal strategy for complex, multi-stakeholder accounts: franchise and network structures, multi-location operators and independent restoration relationships
Be the trusted advisor restoration contractors remember
Diagnose the real business pain behind every conversation — tool consolidation, adjuster pushback, time lost in the field, missed revenue on jobs — and connect it to how Encircle solves it
Run demos and presentations tailored to the room, from field crews to owners and executive leadership
Build account-based plans for named target accounts, including multi-location and franchise prospects
Use real ROI data and customer proof points to build a business case that holds up to scrutiny
Close clean and hand off cleaner
Close deals with signed contracts and accurate CRM data that sets up a smooth transition
Partner with Onboarding & Activation on a mutual onboarding plan at the point of close, so every new customer starts strong
Partner with Account Management on account context and handoff for multi-location and franchise-influenced accounts
Maintain Salesforce hygiene so your pipeline and deal data are accurate and usable by the wider business
Raise the bar for the team
Contribute to the AE playbook: what's working in discovery, demos, objection handling and negotiation, and feed it back to your manager
Mentor newer AEs through call reviews, deal strategy and territory planning as a senior peer on the team
Lead by example on activity and pipeline discipline, hitting or exceeding published benchmarks
Bring AI into your own workflow — account research, call prep, follow-up and forecasting — and share what works with the team
Collaborate across the business
Partner with BDRs on outbound targeting, meeting quality and handoff feedback
Partner with Marketing on lead quality, campaign feedback and product-led buying signals
Feed win-loss insights, objection patterns and competitive intelligence back to Marketing and Product
Partner with the Enterprise team on franchise-location opportunities that sit under a national or network relationship