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Account Executive @ Pelican Engineering
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Job Description
The RoleThe Account Executive owns the sales cycle for an assigned territory or set of accounts, from first contact through signed contract. You'll find new customers through inside sales (cold calls and cold email) and outside sales (the events and trade shows our target customers attend). You'll then qualify and close those opportunities, and price and contract each deal within guidelines set by leadership.
This role doesn't start with a list of qualified leads, so the right person goes after new business on purpose and works through objections rather than around them.
What You'll DoProspect into the industries and customer profile defined by the Director of Business Development, and build a qualified pipeline larger than you can close on your own.
Qualify prospects at first contact, then run a deeper fit check before pricing, including whether the deal size fits what our operations can take on.
Close new business and own the quarterly revenue from your territory.
Build quotes within established pricing guidelines, and escalate exceptions before they reach the customer.
Review contracts for indemnity, insurance, and IP-transfer terms, and flag them before signature.
Keep your CRM pipeline current and accurate (stage, value, close date, next step, lead source), since the sales forecast is built from it.
Hand off each closed deal with enough context that the team taking over the account doesn't start cold.
Report what you hear in the market back to the Director, including objections, competitor mentions, and changes in what customers are asking for. What We're Looking For10+ years of B2B outbound sales experience with a track record of closing new accountsProspecting discipline across cold calling, cold email, and in-person eventsExperience pricing deals and working through contract termsConsistent, accurate CRM habitsWillingness to travel to industry events and trade shows 25%PreferredA background in mechanical or electrical engineering, firmware, or manufacturing. It helps in conversations with engineering-minded buyers, but it isn't required; sales discipline is.
This role doesn't start with a list of qualified leads, so the right person goes after new business on purpose and works through objections rather than around them.
What You'll DoProspect into the industries and customer profile defined by the Director of Business Development, and build a qualified pipeline larger than you can close on your own.
Qualify prospects at first contact, then run a deeper fit check before pricing, including whether the deal size fits what our operations can take on.
Close new business and own the quarterly revenue from your territory.
Build quotes within established pricing guidelines, and escalate exceptions before they reach the customer.
Review contracts for indemnity, insurance, and IP-transfer terms, and flag them before signature.
Keep your CRM pipeline current and accurate (stage, value, close date, next step, lead source), since the sales forecast is built from it.
Hand off each closed deal with enough context that the team taking over the account doesn't start cold.
Report what you hear in the market back to the Director, including objections, competitor mentions, and changes in what customers are asking for. What We're Looking For10+ years of B2B outbound sales experience with a track record of closing new accountsProspecting discipline across cold calling, cold email, and in-person eventsExperience pricing deals and working through contract termsConsistent, accurate CRM habitsWillingness to travel to industry events and trade shows 25%PreferredA background in mechanical or electrical engineering, firmware, or manufacturing. It helps in conversations with engineering-minded buyers, but it isn't required; sales discipline is.