Own the full sales cycle for new business acquisition across Cordance’s SaaS portfolio, from prospecting and discovery through demonstrations, negotiation, and close. Build ROI-based value propositions, manage multi-stakeholder deals using MEDDPICC, maintain accurate HubSpot CRM data, forecast pipeline performance, and collaborate with SDRs, Sales Leadership, Marketing, and Customer Success to drive growth and successful customer handoffs.
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.
We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
Position Overview
Cordance is seeking a driven Account Executive focused on new business acquisition to accelerate growth across our portfolio of software companies. This role requires a consultative seller who can uncover customer needs, articulate business value, build strong relationships, and confidently manage the full sales cycle from prospecting and discovery through negotiation and close.
As an Account Executive, you’ll own the full sales cycle—from targeted prospecting to executive presentations and contract execution. You’ll thrive in a fast-paced, growth-minded environment where collaboration, accountability, and strategic execution define success.
Key Responsibilities
- Identify, engage, and convert new logo opportunities across assigned territories or verticals (e.g., Education, Industrials, Compliance, Commerce, and Technology).
- Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers.
- Manage full-cycle SaaS sales opportunities from qualification to close.
- Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups.
- Conduct deep discovery to identify customer pain points, align Cordance solutions to business objectives, and build ROI-based value propositions.
- Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy.
- Develop and execute opportunity strategies that balance customer outcomes with business goals.
- Negotiate contract terms that establish long-term, mutually beneficial partnerships.
- Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage.
- Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging.
- Ensure seamless handoffs to Customer Success for onboarding and adoption.
- Maintain high CRM hygiene and data accuracy in HubSpot (primary CRM across BUs).
- Deliver consistent, data-driven forecasting and ensure pipeline health aligns with revenue objectives.
Competencies:
- Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.
- Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.
- Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.
- Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.
- Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.
- Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success.
- Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement.
Required Qualifications
Experience:
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.
- Demonstrated success in new business acquisition from SMB to Enterprise.
- Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates.
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers.
- Exceptional communication, presentation, and negotiation skills.
- CRM proficiency (HubSpot preferred).
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment.
Preferred Qualifications
- Experience selling into industries such as Education Technology, Industrials, Compliance, or Commerce.
- Demonstrated success working cross-functionally with SDRs, Sales Leadership, and Marketing to optimize GTM execution.
- Background in both new logo acquisition and account expansion a plus.
Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Why Join Us?At Cordance, we believe in taking care of our team members. When you join us, you’ll enjoy a comprehensive benefits package designed to support your health, financial well-being, and work-life balance:
- Health and Wellness:
- Comprehensive Health Coverage: Coverage begins on your first day of employment.
- Retirement Savings:
- 401K Plan (US): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- Paid Time Off:
- Flexible PTO: Enjoy uncapped paid time off to balance your work and personal life.
- Parental Leave:
- 12 weeks paid leave for all employees.
- Remote Work Support:
- Monthly Stipend: Receive $75 USD / $140 CAD per month for phone and internet if you work remotely.
- Holidays:
- Generous Holiday Schedule: Benefit from an extensive list of holidays to recharge and spend time with loved ones.
Join us and be part of a company that values your contributions and well-being from day one!
EEOC & ADA Statement:Cordance and its companies provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, creed, sex, nationality, ancestry, national origin, disability status, genetics, protected veteran status, affectional or sexual orientation, gender identity or expression, marital status, or any other characteristic protected by federal, state, or local laws.Cordance and its companies comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Human Resources.This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.Final candidate must be able to pass a background check.To view applicant notices required under federal and state law, please visit: https://cordance.co/applicant-notices/Similar Jobs
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