Account Executive - New Business

Overview

The New Business Account Executive is a hunter. This role exists for one reason: to win net-new small and mid-sized business (SMB) customers for our cloud, backup, and disaster recovery (DR) services. You will target SMB organizations that need reliable infrastructure, data protection, and business continuity but don't have the in-house resources to run it themselves.

You will build your own pipeline from scratch, using LinkedIn, outbound calls and email, events, referrals, and partner relationships to open doors with companies that do not do business with us today. You will have support from our Business Development Representative (BDR) team, but you are expected to drive your own pipeline. You own the strategy, the pipeline, and the number. You don't sell and disappear.

You stay available to your new customers through onboarding to support what you sold and the commitments you made. Once the customer is live, the account moves to the install base Account Management team so you can get back to hunting. This role does not manage existing accounts, renewals, or expansion sales.

The compensation range for this position is between $200k-$250k OTE

Responsibilities

New Logo Prospecting and Pipeline Generation

• Build and work a target account list of SMB organizations that need cloud, backup, and DR services and are not current customers.
• Self-source opportunities through LinkedIn (including Sales Navigator), cold calling, email, video, events, and referrals.
• Build a credible presence on LinkedIn with target buyers by posting, engaging, and starting conversations with decision makers.
• Run multi-touch, multi-threaded outbound campaigns to reach SMB decision makers, including owners, IT managers, and operations and finance leaders.
• Generate the majority of your pipeline from your own outbound activity rather than relying on inbound leads.

Working with the BDR Team

• Work alongside the BDR team on target accounts, messaging, and outreach to add to the pipeline you build yourself.
• Share clear qualification criteria and what a good first meeting looks like.
• Run the meetings the BDR team books and give feedback on meeting quality.
• Treat BDR support as an addition to your own prospecting, not a replacement for it.

Discovery, Solution Selling, and Closing

• Lead discovery to understand each prospect's current infrastructure, backup and recovery approach, business continuity risks, decision process, budget, and timeline.
• Partner with Solution Engineers to scope requirements and design solutions across cloud, backup, disaster recovery, and managed infrastructure.
• Build business cases that show the cost of downtime and data loss, and the value of our services versus the prospect's current provider, a hyperscaler, or a do-it-yourself approach.
• Present proposals, handle objections, negotiate terms, and close.
• Win competitive displacements by knowing competitor offerings, pricing, and weaknesses.

Deal Management

• Maintain accurate activity, opportunity, and forecast records in the customer relationship management system.
• Deliver a reliable weekly forecast and communicate deal progress, risks, and support needs.
• Coordinate Procurement, Legal, Finance, and technical teams to move deals to signature.

Customer Support Through Go-Live

• Stay available to new customers during onboarding as a point of support for what was sold and the commitments made in the sales process.
• Work with the Onboarding, Solution Engineering, and Support teams when questions or gaps come up about scope or commitments.
• Hand the customer off to the install base Account Management team at go-live, sharing what was sold, the commitments made, key contacts, and customer goals.
• Return focus to new logo acquisition once the customer is live. Expansion, renewals, and ongoing account growth are owned by Account Management.

Additional Expectations

• Demonstrates and promotes the company's Impact Behaviors in all interactions and decision-making.
• Design
• Ownership
• First Team
• Performance
• Maintains a professional, collaborative, and client-focused approach while supporting team and organizational objectives.
• Performs other duties, responsibilities, and special projects as assigned to meet business needs.

Qualifications

Required

• 3+ years of experience in a quota-carrying new business (hunter) closing role, with a track record of meeting or exceeding net-new logo targets.
• Proven ability to self-source pipeline through outbound prospecting. You can show how you built a pipeline from zero.
• Strong command of LinkedIn and LinkedIn Sales Navigator for prospecting, account research, and social selling.
• B2B sales experience selling cloud, backup, disaster recovery, or managed infrastructure services. Web hosting sales experience will also be considered.
• Experience selling to SMB organizations and understanding how small and mid-sized businesses buy infrastructure and data protection services.
• Working knowledge of cloud infrastructure, backup and recovery, disaster recovery, business continuity, and related concepts such as RPO and RTO.
• Ability to translate technical concepts into clear business value for technical and nontechnical stakeholders.
• Comfortable with cold outreach, rejection, and high activity. Motivated by winning new customers, not managing existing ones.
• Strong communication, negotiation, and organization skills, with experience using Salesforce (or similar CRM) and sales engagement tools such as Outreach, Salesloft, or Apollo.
• Ability to participate in limited travel to prospect sites and industry events.

Preferred

• Experience working alongside a BDR/SDR team while still self-sourcing the majority of pipeline.
• Track record of competitive displacements against other managed service providers, cloud providers, or hyperscalers (AWS, Azure, Google Cloud).
• Background at a managed service provider (MSP), managed cloud provider, or data protection vendor.
• Experience selling backup and DR solutions built on platforms such as Veeam, Acronis, or Zerto.
• An existing professional network within the SMB IT and managed services market.
• Experience using AI-assisted research and prospecting tools to increase outbound efficiency.

Key Performance Indicators

• Net-new logo bookings (new MRR/ARR) against quota.
• Number of new logos closed.
• Self-sourced pipeline created, measured by value and number of qualified opportunities.
• Meetings held and meeting-to-opportunity conversion.
• Win rate, sales cycle length, and average deal size.
• Forecast accuracy and CRM hygiene.

Work Environment

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population
• Limited travel to customer sites and industry events.