Account Executive

Job description

Greenlight is an intelligent automation and technology consulting firm focused on helping organizations modernize operations through automation, AI, and scalable delivery solutions. We operate with a high-performance, client-focused mindset built on the principles of trust, transparency, ownership, collaboration, and flawless execution. We move with urgency, communicate openly, solve problems together, and take pride in delivering meaningful outcomes for our clients and teams. At Greenlight, we value proactive, adaptable, and accountable people who bring authenticity, curiosity, and energy to the work we do every day. What makes a star at Greenlight? - Inherently inquisitive and driven - Innovative, detailed, and process-oriented - Passionate about all things Technology - Outstanding communication and presentation skills The Role: Find and develop new customer relationships to help them solve their biggest challenges with the solutions Greenlight Consulting offers — with a specific focus on deepening our presence within the Insurance industry. Responsibilities: Success in this role is measured against the following outcomes in your first 12 months: PIPELINE & REVENUE - Generate $3M in qualified pipeline — of which 70% is sourced through software partner relationships and 30% is self-generated through prospecting. - Acquire 8 new customers — of which 70% are project-based engagements and 30% are long-term program-based engagements. - Close $2M in new business revenue, `contributing to team attainment of 110% or higher of company growth objectives. - Grow upsell revenue by 20% over existing customer spend in your territory, inclusive of churn. RELATIONSHIPS & ACTIVITY - Expand your relationships with peers and leadership at our software partners by 25%. - Deepen and widen customer relationships, including in-person interactions, growing by 40% over baseline. - Maintain Salesforce hygiene: 80% of opportunities updated daily, 100% activity logging completed weekly. - Contribute to brand presence with a minimum of 2 social media posts per week in support of our business. WHAT YOU WILL DO - Own the Insurance vertical and build a territory plan that aligns your activity to Greenlight's growth strategy. - Develop and maintain deep relationships with the sales team at our software partners — including sales leaders and alliance teams — to generate a consistent flow of co-sell opportunities. - Lead the full sales cycle from first conversation through commercial close for complex, multi-stakeholder technology consulting engagements. - Partner with Greenlight's delivery team to scope solutions and build compelling business cases for enterprise buyers. - Identify upsell and expansion opportunities within existing accounts and work cross-functionally to maximize customer lifetime value. - Represent Greenlight at industry events, partner QBRs, and customer executive briefings. - Maintain rigorous Salesforce discipline and contribute to a culture of visibility and accountability within the sales team. WHAT YOU BRING - 5+ years of enterprise B2B sales experience, ideally in technology consulting, SaaS, or professional services. - A verifiable track record of meeting or exceeding quota in a complex, multi-stakeholder sales environment. - Experience selling into Financial Services customers. - Comfort navigating co-sell motions with major software partners (UiPath, Microsoft, Salesforce, ServiceNow, or equivalent). - Strong executive presence and the ability to engage credibly with C-suite and VP-level buyers. - A growth mindset: coachable, curious, and committed to continuous improvement. - Remote-ready: disciplined, self-directed, and able to thrive in a distributed work environment — being close to customers, not our office. - A strong culture fit with a team of professionals who care deeply and take ownership of our customers' biggest challenges.