Account Executive, Software Sales

The Account Executive (AE) at Zirous plays a critical role in sustaining and expanding revenue within the Revenue Operations (RevOps) division. This role maintains a primary focus on the strategic partnerships with Adobe and Zendesk, while also engaging with other key partners, including HubSpot and Salesforce. Acting as the central bridge between active clients, strategic partner representatives, and our internal delivery teams, this position ensures 100% client satisfaction, drives long-term customer lifetime value (LTV), and accelerates co-sell pipeline velocity.

The position reports directly to the Director of Sales, who provides daily strategic and tactical direction. This Account Executive will work closely with the VP of Strategic Alliances regarding partner activity and the Director of Revenue Operations who provides oversight of the division's overall strategic direction, resource management, and service capabilities.

RevOps partnerships the Account Executive oversees include:

• Adobe
• HubSpot
• Salesforce
• Zendesk

Location:

Zirous provides a hybrid work model, offering in-office days Monday - Thursday and work from home (remote) days each Friday. On-site office days within the West Des Moines, IA office will vary due to the nature of this sales position.  Your daily work location may vary based on client prospecting activities and partner events. Local candidates within the Des Moines, IA metro will be given priority in the recruitment process. 

Key Responsibilities

1. Lead Generation & Prospecting

• New Net: Research and identify new accounts to build a robust pipeline of target accounts. 
• Discovery & Qualification: Rapidly identify decision-makers, assess prospect pain points, and qualify leads based on budget, authority, need, and timeline. 

2. Strategic Partner Relationship Development 

• Relationship Mapping: Build, nurture, and maintain tight-knit collaborative relationships with all partners including, but not limited to RevOps Executives (AEs), Customer Success Managers (CSMs), and partner channel representatives.
• Co-Sell & Referral Management: Manage incoming warm leads from partners, handle account mapping, target uncontacted partner account lists, and work side-by-side with partner reps to successfully advance and close co-sell motions.
• Business Value Management: Transition clients beyond a project-based focus to continuous, long-term business value utilizing the internal RevOps playbook.
• Partner Alignment Syncs: Execute a minimum of 2 strategic check-ins and 2 tactical/opportunity-focused syncs with Adobe and Zendesk partner teams each month.
• Partner Page & Portal Upkeep: Oversee the accuracy and strategic updates of Zirous' partner pages and portal registrations to retain premium partner status benefits.
• Activity Reporting: Create and track weekly activity, displaying touch points within Salesforce.

3. Client Engagement & Check-In

• 100% Coverage: Own, schedule, and execute the Quarterly Check-In (QCI) process for 100% of active clients within the RevOps division, every quarter to evaluate satisfaction, mitigate retention risks, and uncover expansion avenues. This includes post-kick-off, mid-project, and end-of-project check-ins for all clients when the quarterly check-in process may not yet apply. 
• Meeting Synchronization: Coordinate internal alignment meetings with the Director of RevOps and assigned consulting teams to compile client insights before conducting the client-facing QCI.
• Follow-up Execution: Define and distribute post-meeting action plans to internal technical teams within 5 business days of the QCI.
• Division Briefings: Deliver documented follow-up action and pipeline update reports to the Director of RevOps within one business day for any cross-sell or upsell opportunities surfaced.
• Client Lifecycle Onboarding: Actively attend onboarding sessions for Net New RevOps clients to establish early relationships and align long-term relationship mapping.

4. Cross-Sell Strategy & Execution

• Account Research: Research and identify a minimum of 10 existing client companies per month that demonstrate technical gaps or are ideal fits for expanded RevOp services. 
• Stakeholder Coordination: Sync with internal division leads and Account Executives at the beginning of each month to finalize target account assignments and collaborative outreach approaches.
• Brokered Introductions: Drive qualified outreach loops (via email, targeted content campaigns, or QBR positioning) to land at least 1 brokered meeting per month between an existing client and a Zirous division lead.
• Pipeline Logging: Maintain pristine documentation of all client interactions, partner notes, meeting summaries, and pipeline opportunities inside Salesforce.
• Cross-Divisional Selling: Identify, research, and qualify existing client accounts for expansion into other Zirous divisions, and facilitate brokered introductions to internal division leads to drive cross-sell opportunities, with a goal of closing at least one deal per quarter.

Requirements

Experience

• Lead Generation & Prospecting: 3 – 5 years of professional experience in sourcing, cold calling, and leveraging sales intelligence and data platforms such as ZoomInfo and LinkedIn Sales Navigator.
• Account Management: 3 – 5 years of professional experience in  customer success, or technology-focused customer relationship roles.
• Quota Attainment: Proven track record of consistently meeting or exceeding assigned sales targets and revenue goals. 
• SaaS & Services Sales: Proven background in a B2B technology consulting ecosystem or in selling technical professional services (implementation, integration, or digital transformation) is highly preferred.
• Platform Familiarity: Prior exposure to customer experience or enterprise Revenue Operations platforms is a significant plus. Previous experience leading software demos is highly desirable. 
• Travel Requirements: 25% - 30% travel to partner hubs such as Atlanta, GA, Austin, TX, Madison, WI, and Chicago, IL for in-person relationship building and partner sales-related events such as Sales Kick-Offs (SKOs) and partner-vendor sponsored events.
• Education: Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent practical experience).

Skills & Competencies

• Tools Fluency: Strong proficiency in navigating CRM tools (specifically Salesforce) for activity logging, opportunity tracking, and pipeline reporting.
• Communication & Presence: Exceptional verbal, written, and public communication skills, with a demonstrated comfort level engaging executive decision-makers or pitching collaborative ideas to partner teams.
• Agility & Collaboration: Strong analytical judgment and a proven capacity to handle highly cross-functional team dynamics (Sales, Marketing, Technical Architects, and Vendor Partners).

Benefits

• A competitive compensation based on previous sales experience, along with an attractive benefits package, including a 401(k) match.
• A dynamic and supportive work environment.
• Play a vital role in the success of an exceptional team.
• Thrive in a supportive environment that promotes both personal and professional development.
• Experience the best of both worlds with our hybrid model.
• Benefit from flexible scheduling options.
• Embrace flexible time off (FTO) with unlimited time off - take the time you need while still being there for your teammates and Zirous.
• Receive paid holidays to recharge and relax.
• Access a cell phone subsidy and discounts with Verizon.
• We prioritize our employees' personal time, career aspirations, and life goals.