Enterprise Account Executives

KēSTA I.T.•Salt Lake, UT

6d•Hybrid

About The Position

The Senior Business Development Executive leads new-client acquisition and account growth across a Salt Lake City-based territory. This hunter-minded, consultative sales professional builds and manages a book of business by developing relationships with technology leaders and business decision-makers seeking specialized technical talent, consulting, or project-based support. The role owns the full sales cycle, from prospect research and first contact through discovery, qualification, proposals, negotiation, signed agreements, delivery handoff, and account expansion. The executive diagnoses business and hiring challenges, shapes appropriate staffing or services engagements, establishes commercial terms, and partners with leadership, recruiting, delivery, and account support to ensure engagements are properly scoped and successfully delivered. The position offers autonomy and meaningful influence over client strategy, pricing, pursuit decisions, and account planning within a focused IT staffing and technology services practice. The successful candidate builds a qualified pipeline through outbound prospecting, networking, referrals, and strategic outreach; wins enterprise and mid-market accounts; grows repeat business; maintains CRM and forecast discipline; and shares market intelligence to inform pursuit strategy. KēSTA I.T. is a Utah-based technical staffing and consulting services firm specializing in temporary and permanent placement across technology disciplines. The company emphasizes putting people first, integrity and ethics, growth, accountability, respect, and continuous improvement.

Requirements

Three to five or more years of successful B2B sales experience; technology staffing, recruiting, IT consulting, or related professional services experience is ideal.
Proven record of opening and growing B2B accounts in technology staffing, recruiting, IT consulting, or related technology services.
Demonstrated success converting prospect relationships into signed business and producing repeat and expanding client revenue.
Demonstrated success meeting or exceeding sales quotas, acquiring new clients, and generating measurable revenue growth.
Experience selling staffing, recruiting, IT consulting, or professional services, with an understanding of staffing engagement economics and operations; direct IT staffing experience is strongly preferred.
Working knowledge of technology hiring across software engineering or development, cloud, cybersecurity, data, infrastructure, and enterprise systems or applications.
Strong consultative selling skills, including discovery, opportunity qualification, written proposals, negotiation, and executive-level communication.
Ability to own the sales cycle from first outreach through contract, delivery handoff, and account expansion.
Experience navigating complex sales cycles, overcoming objections, and engaging senior decision-makers.
Familiarity with structured sales methodologies such as MEDDICC, or willingness and ability to use a disciplined qualification framework.
Experience negotiating bill rates, placement fees, staffing agreements, and other commercial terms.
Experience developing territory strategies and independently building a pipeline through consistent outbound prospecting.
Sound judgment, resilience, personal accountability, and comfort working autonomously in a growing organization.
Strong organization and CRM discipline, with the ability to consistently manage pipeline, priorities, and account plans.

Nice To Haves

Familiarity with MSP/VMS programs, procurement processes, and enterprise vendor-management environments.
Direct IT staffing experience.

Responsibilities

Build a qualified new-business pipeline through targeted outbound prospecting, networking, referrals, and strategic outreach.
Break into net-new enterprise and mid-market accounts and develop relationships with hiring managers, technology leaders, executives, and other decision-makers.
Own the full sales cycle from research and first contact through discovery, qualification, proposal, negotiation, agreement, and close.
Diagnose client business and talent needs, refine requirements, and recommend suitable staffing, consulting, or project engagement models.
Build, manage, and expand a book of business by winning initial engagements, earning repeat business, and increasing revenue within existing accounts.
Develop and execute strategic account and territory plans to deepen relationships, broaden access, identify target accounts, and uncover opportunities.
Apply structured sales and qualification methodologies, such as MEDDICC or comparable frameworks, to assess fit and advance opportunities.
Partner with recruiting, delivery, and account support to scope and staff searches with candidates who meet technical requirements and client working styles.
Manage pricing, margins, expectations, and client feedback; use commercial judgment and decline engagements that are not a strong fit.
Maintain accurate CRM activity, pipeline visibility, forecasts, and account plans.
Share market intelligence on skill demand, compensation trends, hiring patterns, and competitor activity.
Identify client hiring needs, develop job requisitions, and understand the technical, financial, and operational requirements of engagements.
Conduct consistent outbound prospecting through cold calling, email, LinkedIn, networking, referrals, and industry events.
Negotiate staffing rates, placement fees, master service agreements, and other commercial terms while protecting profitability and company interests.
Navigate enterprise procurement processes, including MSP/VMS environments, vendor onboarding, and supplier qualification.
Meet individual sales objectives, including new-client acquisition, qualified opportunities, revenue generation, gross profit, and account expansion.