Role Overview
The Account Executive (AE) will be responsible for both new logo acquisition and cross-sell expansion within an assigned territory. This role requires a strategic seller who excels at prospecting, pipeline development, and closing deals while nurturing and expanding relationships with existing clients. The ideal candidate thrives in a fast-paced, high-growth environment and is equally adept at hunting new business and cultivating long-term customer success.
Our values
As an Account Executive, you will embody our values in every client interaction and business decision. You deliver the goods by taking ownership and consistently following through, while seeking the right answer—not just the first—through thoughtful problem‑solving and sound judgment. You bring creativity that endures, shaping solutions built for long‑term impact rather than short‑term wins. With deep care for our clients, colleagues, and crafts, you act with empathy and integrity. Brilliant but not loud, you let results, insights, and collaboration speak for themselves.
Key Responsibilities
New Logo Acquisition
Identify, engage, and close new business opportunities within the assigned territory.
Build and manage a robust pipeline of qualified prospects through proactive outreach and strategic targeting.
Lead end-to-end sales cycles—from initial prospecting to contract execution—leveraging ToolsGroup’s value proposition.
Collaborate with pre-sales, marketing, and leadership to advance and win deals.
Existing Client Growth (Cross-Sell/Expansion)
Own and exceed cross-sell revenue targets within assigned accounts.
Develop deep relationships with key stakeholders to uncover expansion opportunities aligned with client needs.
Partner with Customer Value Manager team to ensure high satisfaction and identify upsell potential.
Execute targeted cross-sell initiatives to drive adoption of additional ToolsGroup solutions.
Sales Execution & Forecasting
Maintain accurate forecasting, disciplined pipeline hygiene, and CRM (Salesforce) documentation.
Support the usage of advanced AI sales tools
Key Qualifications
3-5+ years of quota-carrying sales experience, preferably in SaaS and B2B enterprise sales.
Proven track record in both new business acquisition and existing account expansion.
Hunter mentality with strong consultative selling and relationship-building skills.
Experience managing a territory and working cross-functionally with sales engineering, marketing, and customer success teams.
Exceptional communication, negotiation, and presentation skills.
Professional knowledge of Dutch or German, and English.
Knowledge of supply chain software would be considered an advantage.
Performance & Activity Expectations
Sales Performance
Consistently meet or exceed quarterly quotas, with no two consecutive quarters below target.
Achieve 100%+ of annual quota.