Account Executive

Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.

We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.

Position Overview

Cordance is seeking a driven Account Executive focused on new business acquisition to accelerate growth across our portfolio of software companies. This role requires a consultative seller who can uncover customer needs, articulate business value, build strong relationships, and confidently manage the full sales cycle from prospecting and discovery through negotiation and close.

As an Account Executive, you’ll own the full sales cycle —from targeted prospecting to executive presentations and contract execution. You’ll thrive in a fast-paced, growth-minded environment where collaboration, accountability, and strategic execution define success.
Key Responsibilities
- Identify, engage, and convert new logo opportunities across assigned territories or verticals (e.g., Education, Industrials, Compliance, Commerce, and Technology).

- Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers.

- Manage full-cycle SaaS sales opportunities from qualification to close.

- Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups.

- Conduct deep discovery to identify customer pain points, align Cordance solutions to business objectives, and build ROI-based value propositions.

- Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy.

- Develop and execute opportunity strategies that balance customer outcomes with business goals.

- Negotiate contract terms that establish long-term, mutually beneficial partnerships.

- Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage.

- Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging.

- Ensure seamless handoffs to Customer Success for onboarding and adoption.

- Maintain high CRM hygiene and data accuracy in HubSpot (primary CRM across BUs).

- Deliver consistent, data-driven forecasting and ensure pipeline health aligns with revenue objectives.

Competencies:
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Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.

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Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.

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Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.

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Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.

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Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.

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Collaboration & Team Engag