Growth Account Executive
TCP Software
full-time
Posted on:
Location Type: Remote
Location: Texas • United States
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About the role
- Prospect into your assigned account base to identify upsell and cross-sell opportunities across new products, departments, and locations.
- Run a full sales cycle from first outreach through close, including discovery, multi-stakeholder navigation, demos, proposals, and negotiation.
- Achieve and exceed assigned sales revenue quota targeting the mid-market customer segment.
- Build and maintain pipeline at 3x quota through self-generated outbound activity.
- Conduct needs assessments across multiple customer groups (technical, line of business, and executive).
- Connect customer business objectives to TCP capabilities, identifying gaps between current state and desired outcomes.
- Maintain accurate, up-to-date account and opportunity records in Salesforce.
- Forecast revenue weekly with discipline and precision.
- Partner with Customer Success to stay informed on account health, while owning the expansion sales motion independently.
- Travel up to 25%
Requirements
- 2-3+ years of quota-carrying B2B sales experience with full-cycle ownership (prospecting to close).
- Demonstrated experience finding and selling to new stakeholders inside an existing account base, not just maintaining existing relationships.
- Consistent quota attainment with specific numbers you can speak to.
- B2B background selling a considered purchase where deals required discovery, multiple conversations, and a defined sales process. SaaS or software is a plus; backgrounds in payroll services, HR consulting, staffing, or managed services transfer well.
- Experience managing a high-volume account book and prioritizing outbound activity across it.
- Consultative selling approach with the ability to conduct discovery that uncovers business problems, not just technical requirements.
- Ability to map product capabilities to business outcomes and build a clear value case.
- Outbound prospecting skills. You have generated your own pipeline through cold outreach, not just worked inbound leads.
- Strong written and verbal communication, including the ability to present to director and VP-level stakeholders.
- Clear understanding of where expansion sales ends and Customer Success begins, with the ability to articulate that boundary.
- Familiarity with multi-stakeholder sales cycles where more than one decision-maker is involved.
- Demonstrated pipeline hygiene and forecasting accuracy.
- Consistent CRM use with detailed opportunity tracking. Salesforce experience preferred.
- Familiarity with Salesforce, Gong, Outreach, and Clay is a plus.
- Experience working with channel partners or navigating RFP processes is a plus.
- Growth mindset and openness to feedback.
- Accountability for results, including honest reflection on what went wrong.
- Collaborative approach with Customer Success, Solutions Consultants, and internal stakeholders.
- Resilience in a high-activity, metrics-driven environment.
- Prolonged periods sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Travel up to 25%.
Benefits
- Competitive salary based on experience plus uncapped commissions
- 20 days PTO and 13 days of companywide holidays
- 8 hours to volunteer and impact your community
- Comprehensive benefits (Health/Dental/Vision/401K)
- The work/life set up you need to be successful.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B salesfull-cycle salesquota attainmentconsultative sellingoutbound prospectingpipeline managementneeds assessmentforecastingsales negotiationmulti-stakeholder navigation
Soft Skills
strong communicationcollaborationresiliencegrowth mindsetaccountabilityconsultative approachpresentation skillsability to articulate boundarieshonest reflectionprioritization