Software, Data & AI Sales Manager & Account Executive

Dean Dorton

19d

About The Position

The Sales Manager & Account Executive is responsible for driving revenue growth, leading business development strategy, and managing the performance of the Software, Data & AI sales team. This role combines individual sales responsibilities with sales leadership, coaching, and team development. This role maintains a personal sales portfolio while overseeing Account Executive(s), ensuring consistent execution of sales processes, achievement of revenue targets, and alignment with Dean Dorton's growth objectives. This individual partners closely with practice leaders, consultants, marketing, and delivery teams to position Dean Dorton as a trusted advisor and technology solutions partner. This role may not be for you: if you prefer focusing exclusively on individual sales opportunities without coaching and developing others. It may also not be a fit if you are uncomfortable being accountable for both personal and team revenue performance, leading through influence, or balancing strategic planning with day-to-day sales execution. This role may be for you: This role may be for you if you enjoy building and leading high-performing sales teams while maintaining direct client relationships and driving business growth. You are energized by coaching others, developing sales strategies, and helping clients solve complex business challenges through technology solutions.

Requirements

Specialized knowledge and expertise associated with the work performed for/with clients.
Ability to develop and execute sales strategies to drive new business and expand existing client relationships.
Ability to maintain an individual sales quota and actively pursue opportunities within target markets.
Experience leading high-value discovery meetings and strategic client discussions.
Experience collaborating with solution architects, consultants, and delivery leaders to design and position tailored solutions.
Experience presenting proposals, pricing models, and solution recommendations to prospective clients.
Experience building executive-level relationships with prospects, clients, software partners, and referral sources.
Ability to maintain accurate sales forecasts, pipeline activity, and CRM data.
Experience leading and managing a sales function.
Experience establishing sales goals, pipeline targets, and performance expectations.
Experience monitoring team performance against revenue, activity, and conversion metrics.
Experience conducting regular pipeline reviews and opportunity strategy sessions.
Experience providing coaching on prospecting, consultative selling, proposal development, negotiation, and closing strategies.
Experience ensuring consistency in sales methodologies, CRM usage, forecasting, and reporting.
Experience partnering with practice leadership to identify market opportunities, service offerings, and growth initiatives.
Experience assisting in recruiting, onboarding, and developing sales talent.
Strong client relationship management and professional sales practices.
Ability to coach and mentor sales representatives to improve performance and professional growth.
Ability to foster collaboration between sales, consulting, marketing, and delivery teams.
Ability to communicate complex technology and business solutions in a clear, client-focused manner.
Accountability for individual and team revenue goals.
Ability to resolve sales obstacles and escalations while maintaining positive client relationships.
Ability to promote a culture of continuous improvement, learning, and collaboration.
Adaptability to changing market conditions and business needs.
Ability to collaborate with leadership to develop annual sales plans, territory strategies, and growth objectives.
Ability to partner with marketing on campaigns, events, webinars, and thought leadership initiatives.
Experience representing a company at conferences, networking events, software partner functions, and industry organizations.
Ability to provide leadership with insights on market trends, competitive activity, and client needs.
Ability to contribute to strategic planning and practice development initiatives.
Ability to support cross-selling efforts across all service lines.
Ability to champion firm culture, values, and employee development.
Participation in internal training and leadership development programs.

Nice To Haves

Experience with Sage Intacct
Experience with Sage Construction Management (SCM) / Sage CRE
Experience with ConnectWise
Experience with Microsoft Power BI, Azure, SQL
Experience with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
Experience with integration and data migration platforms

Responsibilities

Develop and execute sales strategies to drive new business and expand existing client relationships.
Maintain an individual sales quota and actively pursue opportunities within target markets.
Lead high-value discovery meetings and strategic client discussions.
Collaborate with solution architects, consultants, and delivery leaders to design and position tailored solutions.
Present proposals, pricing models, and solution recommendations to prospective clients.
Build executive-level relationships with prospects, clients, software partners, and referral sources.
Maintain accurate sales forecasts, pipeline activity, and CRM data.
Lead and manage the Software, Data & AI sales function.
Establish sales goals, pipeline targets, and performance expectations for Account Executive(s).
Monitor team performance against revenue, activity, and conversion metrics.
Conduct regular pipeline reviews and opportunity strategy sessions.
Provide coaching on prospecting, consultative selling, proposal development, negotiation, and closing strategies.
Ensure consistency in sales methodologies, CRM usage, forecasting, and reporting.
Partner with practice leadership to identify market opportunities, service offerings, and growth initiatives.
Assist in recruiting, onboarding, and developing sales talent.
Lead by example through strong client relationship management and professional sales practices.
Coach and mentor Account Executive(s) to improve performance and professional growth.
Foster collaboration between sales, consulting, marketing, and delivery teams.
Communicate complex technology and business solutions in a clear, client-focused manner.
Demonstrate accountability for individual and team revenue goals.
Resolve sales obstacles and escalations while maintaining positive client relationships.
Promote a culture of continuous improvement, learning, and collaboration.
Adapt strategies and priorities in response to changing market conditions and business needs.
Collaborate with leadership to develop annual sales plans, territory strategies, and growth objectives.
Partner with marketing on campaigns, events, webinars, and thought leadership initiatives.
Represent Dean Dorton at conferences, networking events, software partner functions, and industry organizations.
Provide leadership with insights on market trends, competitive activity, and client needs.
Contribute to strategic planning and practice development initiatives.
Support cross-selling efforts across all Dean Dorton service lines.
Champion firm culture, values, and employee development.
Participate in internal training and leadership development programs.