Indigo Consulting

Account Executive

• Execute Strategic Sales Plans
• Drive territory sales strategy to achieve business growth and revenue goals.
• Analyze market trends, identify high-potential industries, and tailor outreach for maximum impact.
• Accurately forecast pipeline and revenue using CRM tools and reporting systems.
• Collaborate with marketing, product, and delivery services to align on sales objectives.
• Grow & Retain Existing Customers
• Build and maintain strong, long-term relationships with assigned accounts.
• Understand client goals to ensure product and service alignment.
• Monitor account health, satisfaction scores, and usage metrics to drive value.
• Identify upsell and cross-sell opportunities to expand client adoption.
• Act as an internal advocate for your customers to ensure smooth delivery and implementation.
• Manage renewals and lead quarterly business reviews (QBRs).
• Develop New Business
• Proactively identify and engage mid-to-large enterprise prospects in target industries.
• Use outbound tactics (cold calling, email campaigns, networking, and events) and qualify inbound leads to build a strong sales pipeline.
• Conduct research to personalize outreach and connect with relevant business challenges.
• Partner with OEMs and industry partners to create new opportunities and deliver meaningful outcomes.
• Own the Full Sales Cycle
• Lead end-to-end sales: prospecting, discovery, solution design, product demonstrations, proposals, negotiations, and closing.
• Work cross-functionally with solution engineers and security experts on complex enterprise deals.
• Maintain accurate pipeline and customer engagement data in HubSpot.
• Build Trusted Stakeholder Relationships
• Engage and influence multiple personas, including C-suite executives and decision makers.
• Lead consultative (solution selling) conversations to uncover pain points and deliver ROI-driven proposals.
• Guide customers through internal approval processes and business case development.
• Communicate Value & Differentiate
• Clearly articulate how our IAM platform strengthens security, simplifies compliance, and improves operational efficiency.
• Highlight competitive differentiators such as scalability, integrations, and ease of use.
• Stay current on market trends and competitive offerings.
• Negotiate & Close Deals
• Partner with the VP of Sales on pricing strategies and contract negotiations to secure multi-year, high-value deals while maintaining profitability.
• Collaborate & Continuously Improve
• Share customer insights with product and marketing to influence roadmap and positioning.
• Participate in pipeline reviews, deal strategy sessions, and sales enablement initiatives.
• Contribute to a culture of learning and high performance.