Account Executive (Southeast Sales)

Job description

### **Location:** **Remote with travel. Must be located for remote work within the Southeast states of the U.S.** **Reports To:** Senior Vice President of Market Development or equivalent leadership **Travel:** Approximately 20–25% ## Uncapped Earning Potential If you're motivated by **uncapped earning potential 🎉**, this is the role for you. In addition to your base salary, you'll be eligible for a competitive commission plan designed to reward strong performance and successful new-business development. ## Position Summary SPS is seeking a commercially driven **Account Executive** to generate and develop **net-new business** and expand SPS's **market presence within the southeast market.** This is a **hunter-focused, new-business sales role** responsible for building a self-generated pipeline of qualified enterprise opportunities and managing the sales process from prospecting through contract execution and transition to implementation. The Account Executive will identify and engage prospective clients, develop relationships with senior decision-makers, uncover workplace and business-process challenges, and position SPS as a strategic partner through a **consultative and solution-based sales approach**. The ideal candidate is comfortable creating opportunities **before a formal RFP or buying initiative exists**, conducting outbound prospecting, networking with senior business leaders, researching target accounts, identifying buying triggers, and developing relationships across complex organizations. SPS provides technology-enabled workplace services and business-process solutions that may include workplace experience, reception and hospitality, office logistics, physical and digital mailroom, shipping and receiving, records and document services, print management, visitor management, workflow automation, and technology-enabled business support. ## Key Responsibilities ### Net-New Business Development - Develop and execute territory and account strategies focused on enterprise organizations and priority markets. - Identify, research, and prioritize target companies and named accounts with strong potential for SPS solutions. - Generate **self-sourced pipeline** through cold calling, outbound email, LinkedIn and social selling, networking, referrals, industry associations, conferences, events, and other business-development activities. - Create opportunities by identifying workplace, employee-experience, office-logistics, business-process, information-flow, automation, and service-quality challenges. - Maintain a disciplined prospecting cadence across phone, email, social channels, events, referrals, and strategic relationships. - Consistently achieve or exceed established activity, pipeline, bookings, and revenue goals. ### Enterprise Account & Relationship Development - Build relationships with senior decision-makers and key stakeholders within prospective client organizations. - Conduct account research and develop **named-account plans** that identify business priorities, organizational structure, key stakeholders, buying triggers, competitive considerations, and opportunities for SPS. - Develop stakeholder maps and expand relationships beyond a single point of contact. - Engage with leaders across facilities, workplace experience, corporate real estate, office administration, procurement, operations, shared services, HR, technology, legal operations, finance, and other business functions. - Identify and leverage buying triggers such as office moves, expansion, mergers and acquisitions, return-to-office initiatives, changes in workplace strategy, vendor dissatisfaction, contract renewals, cost-transformation initiatives, leadership changes, and technology modernization. ### Consultative Sales & Solution Development - Conduct discovery conversations to understand client objectives, current operating models, service gaps, workplace challenges, vendor environments, decision criteria, buying processes, timelines, and desired business outcomes. - Position SPS through a **consultative, value-based solution-selling approach** rather than transactional selling. - Develop value propositions connecting SPS capabilities to client priorities such as employee experience, workplace productivity, operational efficiency, service consistency, scalability, workflow visibility, and cost efficiency. - Collaborate with operations, solutions, technology, finance, pricing, legal, and leadership teams to develop customized solutions and proposals. - Support discovery workshops, executive briefings, workplace assessments, solution presentations, demonstrations, and client meetings. - Lead or support RFI/RFP responses, proposal development, pricing discussions, presentations, negotiations, and commercial discussions. - Develop opportunity action plans, stakeholder engagement strategies, and close plans. ### Market Engagement & Demand Generation - Build market presence through networking, industry associations, conferences, trade shows, executive events, referrals, and strategic partnerships. - Partner with marketing and sales leadership on **account-based marketing (ABM)** and targeted demand-generation initiatives. - Use account intelligence to develop personalized outreach and relevant value propositions rather than relying on generic mass outreach. - Monitor market conditions, industry trends, competitive activity, and emerging client needs to identify new business opportunities. ### Sales Execution & CRM Management - Manage opportunities through the full sales cycle from initial prospecting and discovery through proposal, negotiation, contract execution, and transition to implementation. - Maintain accurate CRM records, including account plans, activity, stakeholder relationships, opportunity milestones, forecasts, next steps, and competitive intelligence. - Maintain accurate and timely pipeline forecasts and sales reporting. - Collaborate closely with senior sales, operations, solutions, finance, legal, technology, implementation, and client-success teams. - Ensure a professional and seamless transition of closed business to implementation and operations while maintaining client confidence throughout the launch process. ## What We're Looking For - Bachelor’s degree or equivalent relevant professional experience - **4–7 years of professional experience** in B2B sales, new-business development, sales development, lead generation, outside sales, inside sales, client development, managed-services sales, staffing sales, technology sales, payroll/HCM sales, business-process outsourcing sales, professional-services sales, hospitality sales, food-services sales, transaction-services sales, fintech/payments sales, or another relevant client-facing commercial role. - Demonstrated success generating new business through **cold calling, outbound prospecting, cold email, LinkedIn/social selling, executive networking, referrals, conferences, trade shows, industry events, strategic partnerships, and account-based marketing activities**. - Proven ability to convert self-generated outreach into discovery meetings, qualified pipeline, proposal opportunities, RFP/RFI invitations, and new-client or new-logo business. - Resilient, self-motivated, coachable, competitive, collaborative, and able to manage rejection professionally. - Experience creating, managing, and executing named-account plans and stakeholder-engagement strategies. - Ability to research companies, identify buying triggers, map stakeholders, formulate a value hypothesis, personalize outreach, and conduct effective first discovery conversations. - Comfortable prospecting and communicating with Directors, Vice Presidents, senior operational leaders, Heads of Workplace, Facilities leaders, Corporate Real Estate leaders, Shared Services leaders, procurement stakeholders, HR leaders, technology leaders, legal-operations contacts, and C-suite executives. - Strong verbal and written communication, active listening, presentation, meeting-facilitation, relationship-building, and follow-up skills. - Commercial curiosity and a demonstrated interest in consultative enterprise solution sales rather than purely transactional product selling. - Comfortable working toward measurable activity, pipeline, meeting, opportunity, and revenue targets. - Strong organizational discipline and ability to manage outreach cadence, account research, follow-up tasks, CRM activity, stakeholder maps, and opportunity plans. - Technology fluency and willingness to learn workplace services, business process outsourcing, digital transformation, automation, AI-enabled services, workplace platforms, and enterprise workflow solutions. - Experience with Salesforce, Oracle, Apollo, HubSpot, Microsoft Dynamics, or a comparable CRM; ability to maintain accurate and timely records. - Proficiency with LinkedIn, Microsoft Office or Google Workspace, presentation tools, spreadsheets, and virtual-meeting platforms. ## Preferred Experience - Experience selling any of the following is highly valued: - Workplace services - Facilities management or integrated facilities management - Office services or office logistics - Mailroom or digital mailroom services - Document or records management - Print management - Business process outsourcing (BPO) - Managed services - Professional services - Workflow automation - Digital transformation - AI-enabled or intelligent automation solutions - Employee-experience technology - Corporate real estate services - Hospitality or business services - Experience selling into **banking, financial services, insurance, legal, technology, professional services, corporate real estate, healthcare, or Fortune 500 organizations** is also preferred. ## Competencies - Strong business acumen and commercial curiosity - Hunter mentality and strong new-business orientation - Consultative and solution-selling capabilities - Executive presence and confidence engaging senior stakeholders - Strong verbal and written communication - Excellent presentation and negotiation skills - Strategic account planning and territory management - Strong prospecting and pipeline-development discipline - Ability to identify client business challenges and connect them to solutions - Strong analytical and problem-solving skills - Ability to work independently and collaboratively - Strong follow-through and attention to detail - Ability to adapt in a fast-paced and evolving business environment ## Physical Demands - Ability to sit, stand, walk, bend, kneel, and work at a computer for extended periods of time. - Manual dexterity required for operating office equipment including computers, phones, and printers. - Ability to occasionally lift or move materials up to 25 lbs. - Ability to communicate by phone and use computer systems simultaneously. - Specific vision abilities required include close vision, distance vision, and ability to adjust focus. ## Compensation This position offers a competitive base salary plus **uncapped commission potential**. Compensation is designed to reward successful new-business development, pipeline generation, and revenue performance. ## Disclaimer This job description is not intended to cover or contain a comprehensive listing of duties or responsibilities required for the role. Duties and responsibilities may change at any time with or without notice. *Compensation: The expected compensation is an estimate, and the final offer will depend on skills, experience, location, and other job-related factors.* *Vacancy Status: This posting is for an existing vacancy.* Pay Range $80,000—$90,000 USD **WHAT WE OFFER** - **Career Growth:** An opportunity to enter a job that allows you to learn new skills or use a variety of them that may lead you to uncover other career opportunities. - **Learning & Development:** At SPS, we promote a work culture of learning so that you can develop to be the best at what you do. - **We Recognize Talent:** We offer a variety of recognition programs for all levels of employees. - **Paid Time Off:** Full time: Minimum of 80 hours/calendar year. Part time/temporary: Minimum of 1 hour for every 30 hours worked. PTO amounts may increase based on tenure and/or the assigned account. PTO allows employees to take approved time off for any reason. - **Bonuses:** Are available for employee and client referrals for current employees. - **Benefit Offerings:**Medical, Dental, Vision, HCFSA, DCFSA, HSA, Commuter Transit and Parking Pre-Tax Plans, Supplemental Life Insurance, Accident Insurance, Critical Illness, Hospital Indemnity, Legal Program, Identify Theft Protection, Pet Discounts, Pet Insurance, Group Home and Auto Insurance, EAP, Short Term Disability, Life Insurance, Education Discounts, 401k w/ matching, and Entertainment Discounts. - Note: Please inquire with the Human Resources team for benefit offerings per role as regular positions that routinely are under 30 hours/week may have a different benefit offering. --- **About SPS** **SPS is a global workplace solutions and business transformation company operating in more than 20 countries**. Across North America, we help clients enhance workplace experiences and business operations through services including workplace support, physical and digital mailroom solutions, intelligent document processing, reception and concierge services, and other business support offerings. Our clients include leading organizations across banking, insurance, legal, higher education, professional services, and many Fortune 500 companies. --- At SPS we embrace the uniqueness of our employees and are committed to the fair and equal treatment of all people, applicants, and employees by promoting a culture of access, inclusion, equity and diversity. **SPS provides equal employment opportunities (EEO) to all employees** and applicants for employment without regard to race, color, religion, sex, sexual and reproductive health choices, national origin, age, disability, genetics, military status, gender identity or expression, sexual orientation and/or any other status protected by applicable law. *Colorado only:*We accept applications for an expected minimum of 5 days from the date it is posted. The posting may remain open longer as needed to ensure a robust and inclusive applicant pool. **To ensure a fair and authentic interview process, applicants may not use AI tools or any other form of real-time assistance during interviews.****SPS team members may use transcription or note-taking technology solely to support accurate interview documentation. No AI or automated decision-making tools are used to screen, assess, or select candidates for this role.** SPS uses the Greenhouse Applicant Tracking System to facilitate application management and recruiting workflows. Human recruiters and hiring managers review applications and exercise independent judgment throughout the hiring process **SPS offers reasonable accommodations** in the hiring and employment process for individuals with disabilities. If you need assistance in the application or hiring process to accommodate a disability, you may request an accommodation at any time. **To view our privacy policy, click on the link below:**[Data Privacy Statement](https://www.spsglobal.com/en/data-privacy-other) **Acknowledgement Section:** By submitting an application, by hitting "Submit Application", you certify that the information contained in this application is true and complete. You attest to the fact that the answers provided are correct to the best of your knowledge and ability. You certify that you have not knowingly withheld any information that might affect your chances for hiring. You understand that any false information or omission (including any misstatement) on this application or on any document used to secure this employment can be grounds for rejection of application or, if you are employed by SPS can be grounds for immediate termination from this company.