Senior Account Executive (B2B SaaS)

About the role

HSI helps organizations create safer, smarter, and more compliant workplaces through industry-leading EHS, workforce training, compliance, and operational risk management solutions.

We are hiring a full-cycle Senior Account Executive to drive new business growth across mid-market and enterprise organizations. This role is ideal for a consultative SaaS seller with a proven track record of prospecting, winning new business, and managing complex sales cycles. Experience selling EHS, compliance, workforce training, or related solutions is preferred.

This role is best suited for a proactive, hunter-minded sales professional who enjoys building pipeline, opening new accounts, and creating opportunities through a combination of prospecting and consultative selling.

You'll manage qualified inbound opportunities while also building outbound pipeline across industries including manufacturing, construction, healthcare, utilities, transportation, energy, and industrial operations.

What You'll Do

• Own the full sales cycle from prospecting and discovery through negotiation and close.
• Generate new business opportunities through outbound prospecting, strategic account development, networking, and referral generation.
• Manage qualified inbound opportunities and convert interest into revenue.
• Conduct consultative discovery conversations focused on business challenges, compliance initiatives, workforce development, risk management, and operational improvement opportunities.
• Deliver tailored software demonstrations and value-based presentations.
• Build relationships with Safety, Operations, HR, Compliance, Learning & Development, and executive stakeholders.
• Navigate complex, multi-stakeholder sales cycles and buying committees.
• Develop ROI-driven business cases and negotiate SaaS agreements.
• Maintain accurate forecasting, pipeline management, and sales activity within Salesforce.
• Consistently achieve or exceed quota and revenue targets.

Requirements

• 5+ years of quota-carrying B2B SaaS sales experience.
• Significant experience in a closing role as an Account Executive, Senior Account Executive, or National Sales Executive.
• Proven success generating outbound pipeline through prospecting, account development, and relationship-building activities.
• Demonstrated track record of acquiring net-new customers and consistently meeting or exceeding quota.
• Experience managing full-cycle SaaS opportunities from prospecting through close.
• Experience selling into mid-market and enterprise organizations.
• Experience selling to executive buyers and navigating complex buying processes.
• Strong consultative selling, discovery, presentation, negotiation, and closing skills.
• Ability to manage complex, multi-stakeholder sales cycles.
• Proficiency with Salesforce and modern sales tools.

Strongly Preferred

• Experience selling within the Environmental Health & Safety (EHS) industry.
• Experience selling workforce training, compliance, risk management, HR technology, HCM, or related solutions.
• Experience selling into manufacturing, construction, utilities, energy, healthcare, transportation, logistics, or other regulated industries.
• Familiarity with operational risk management, compliance initiatives, workforce development, or industrial safety environments.
• Experience with MEDDIC, MEDDPICC, Challenger, SPIN, or other consultative sales methodologies.
• Proficiency with Gong, ZoomInfo, LinkedIn Sales Navigator, or similar sales enablement tools.

Benefits

• Full Healthcare: Health, dental, vision, and more - we've got you covered.
• Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
• Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
• Remote Work: You choose! Work from anywhere that boosts your productivity.
• Flexible Vacations: Take needed breaks with our generous time-off policy.
• Retirement Security: Benefit from our $1:$1 company match for retirement savings.

• Application Process: To ensure a fair and consistent hiring process, all candidates must apply through our online application system.
• Due to the volume of applications we receive, we are unable to respond to individual inquiries regarding application status or consideration for the role.
• Candidates whose qualifications closely match our requirements will be contacted directly by our recruiting team.