Software, Data & AI Sales Manager & Account Executive

About the Role

The Sales Manager & Account Executive is responsible for driving revenue growth, leading business development strategy, and managing the performance of the Software, Data & AI sales team. This role combines individual sales responsibilities with sales leadership, coaching, and team development.

This role maintains a personal sales portfolio while overseeing Account Executive(s), ensuring consistent execution of sales processes, achievement of revenue targets, and alignment with Dean Dorton's growth objectives. This individual partners closely with practice leaders, consultants, marketing, and delivery teams to position Dean Dorton as a trusted advisor and technology solutions partner.

This role may not be for you if you prefer focusing exclusively on individual sales opportunities without coaching and developing others. It may also not be a fit if you are uncomfortable being accountable for both personal and team revenue performance, leading through influence, or balancing strategic planning with day-to-day sales execution.

This role may be for you if you enjoy building and leading high-performing sales teams while maintaining direct client relationships and driving business growth. You are energized by coaching others, developing sales strategies, and helping clients solve complex business challenges through technology solutions.

Essential Duties & Responsibilities

The essential duties and responsibilities of the Sales Manager & Account Executive role are outlined below in correlation with Dean Dorton’s performance management impact areas.

Technical

Definition: Your specialized knowledge and expertise associated with the work you perform for/with clients (note: clients may be internal to Dean Dorton).

Individual Sales Responsibilities

• Develop and execute sales strategies to drive new business and expand existing client relationships.
• Maintain an individual sales quota and actively pursue opportunities within target markets.
• Lead high-value discovery meetings and strategic client discussions.
• Collaborate with solution architects, consultants, and delivery leaders to design and position tailored solutions.
• Present proposals, pricing models, and solution recommendations to prospective clients.
• Build executive-level relationships with prospects, clients, software partners, and referral sources.
• Maintain accurate sales forecasts, pipeline activity, and CRM data.

Leadership Responsibilities

• Lead and manage the Software, Data & AI sales function.
• Establish sales goals, pipeline targets, and performance expectations for Account Executive(s).
• Monitor team performance against revenue, activity, and conversion metrics.
• Conduct regular pipeline reviews and opportunity strategy sessions.
• Provide coaching on prospecting, consultative selling, proposal development, negotiation, and closing strategies.
• Ensure consistency in sales methodologies, CRM usage, forecasting, and reporting.
• Partner with practice leadership to identify market opportunities, service offerings, and growth initiatives.
• Assist in recruiting, onboarding, and developing sales talent.

Behavioral

Definition: The behaviors associated with performing your job (interpersonal skills).

• Lead by example through strong client relationship management and professional sales practices.
• Coach and mentor Account Executive(s) to improve performance and professional growth.
• Foster collaboration between sales, consulting, marketing, and delivery teams.
• Communicate complex technology and business solutions in a clear, client-focused manner.
• Demonstrate accountability for individual and team revenue goals.
• Resolve sales obstacles and escalations while maintaining positive client relationships.
• Promote a culture of continuous improvement, learning, and collaboration.
• Adapt strategies and priorities in response to changing market conditions and business needs.

Non-Charge

Definition: The contribution you make to Dean Dorton outside of client work.

• Collaborate with leadership to develop annual sales plans, territory strategies, and growth objectives.
• Partner with marketing on campaigns, events, webinars, and thought leadership initiatives.
• Represent Dean Dorton at conferences, networking events, software partner functions, and industry organizations.
• Provide leadership with insights on market trends, competitive activity, and client needs.
• Contribute to strategic planning and practice development initiatives.
• Support cross-selling efforts across all Dean Dorton service lines.
• Champion firm culture, values, and employee development.
• Participate in internal training and leadership development programs.

Requirements

Software & Tools

• Sage Intacct
• Sage Construction Management (SCM) / Sage CRE
• ConnectWise
• Microsoft Power BI, Azure, SQL
• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
• Integration and data migration platform

Benefits

The Fun Stuff

• Work isn’t all work!
• We want to make your experience at Dean Dorton a great one.
• From your health and happiness to your long-term satisfaction, we focus on YOU!
• A few highlights are listed below:

• Health insurance – medical, vision, dental
• Unlimited PTO
• Paid family leave, medical leave, and maternity/paternity leave programs.
• Retirement benefits – 401(K) match and best-in-class automatic profit sharing
• Telemedicine, mental health resources, and wellness program reimbursement
• Life insurance and disability insurance

• This job description is intended to describe the general nature and level of work being performed by team members assigned to this position.
• It is not intended to be an exhaustive list of all responsibilities, duties, and skills required.
• Additionally, responsibilities and duties may vary depending on business needs and individual circumstances.

We do not accept unsolicited resumes or candidate submissions from staffing agencies, recruiters, or search firms. Any resumes or candidate information submitted without a current, signed agreement in place will be considered unsolicited, become the property of the company, and will not obligate the company to pay any fees or commissions.