Position Overview
Reporting directly to the Chief Customer Officer, the Senior Enterprise Sales Executive is a true hunter responsible for driving new logo acquisition for Source Support across IT/data center, medical equipment, and technology-enabled industrial markets. This is an individual-contributor role, not farming or account management, that owns the full new-business sales cycle: territory and account planning, outbound prospecting, executive engagement, solution alignment with Source Support’s service model, negotiation, close, and a clean handoff to the Customer Engagement Team.
Success requires building a book of business with targeted OEMs (Original Equipment Manufacturers) through strong C-level relationships, deep enterprise hunting experience, demonstrated success against quota, and the discipline to manage a complex pipeline in Salesforce.
The role offers an attractive compensation structure, competitive base salary, uncapped commission, and bonus program, designed to reward focused new-business attack and the delivery of clear objectives.
Supervisory Responsibilities
- This is a pure individual-contributor role with no direct reports.
- Expected to collaborate closely with, and influence, the Business Development, Customer Engagement, Operations, and Marketing teams to win and onboard new accounts.
- May be asked to coach or mentor junior sellers and BDRs informally, and to share best practices in enterprise prospecting and strategic selling across the company.
Essential Job Functions & Responsibilities
- Build a portfolio of business partners through disciplined networking and executive stature, demonstrating a deep understanding of each partner’s business imperatives, KPIs, and growth goals — becoming their trusted partner and consultant.
- Own and execute a new-logo sales plan for an assigned territory and/or target enterprise accounts across IT/data center, medical equipment, and tech-enabled industrial markets, consistently meeting or exceeding quota and activity targets.
- Hunt — generate qualified pipeline through outbound prospecting, executive networking, partner channels, trade events, and ABM collaboration; do not rely on inbound leads. Run the full enterprise sales cycle — account mapping, multi-threaded discovery, qualification, solution alignment, proposal, negotiation, and close — engaging C-level and operational stakeholders to create long-term, committed business relationships.
- Pursue multi-national, multi-divisional opportunities and identify expansion paths within target logos, partnering with the VP of Business Development and Customer Engagement team.
- Drive 100% of prospects through the Source Customer Engagement team and model, ensuring smooth onboarding and handoff to Source operational teams.
- Maintain daily Salesforce hygiene (opportunities, contacts, activities) and deliver factored forecasts and pipeline reviews on a defined cadence.
- Represent Source Support at trade associations, industry events, and customer meetings as a credible executive ambassador, while monitoring industry trends, competitive positioning, and customer feedback and sharing intelligence with leadership, marketing, and customer feedback and sharing intelligence with leadership, marketing, and operations.
Required Skills/Abilities
- Proven enterprise hunter with a consistent track record of meeting or exceeding new-logo quota in complex, multi-stakeholder B2B sales, including skillful negotiation of profitable deals.
- Mastery of strategic and consultative selling methodologies (e.g., MEDDIC, Challenger, Miller Heiman, Command of the Message, or equivalent).
- Demonstrated ability to build and maintain C-level relationships and navigate enterprise buying committees, supported by strong executive presence and excellent presentation, written, and analytical skills.
- Excellent prospecting and networking skills — leveraging trade shows, industry events, and existing contacts to drive net new signings and annual revenue goals as an individual contributor.
- Strong ability to create alliances and build partnerships, designing sales opportunities in collaboration with the partner community and customer engagement teams.
- Disciplined pipeline management with daily Salesforce/CRM hygiene, credible factored forecasting, and rigorous activity management.
- Proficiency in Salesforce and Microsoft Office (Word, Excel, PowerPoint, Outlook); comfort with modern prospecting and engagement tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Outreach/SalesLoft, Gong) is a plus.
- Demonstrated financial and business acumen, with business planning experience and sound leadership, judgment, and decision-making.
- Confidence to serve as a thought leader, presenter, and sales executive on technology adoption and the Support concepts outlined in the Source Ribbon of Value.
- Self-starter and quick learner who operates independently from a home office and ramps quickly on a service-oriented offering.
- Excellent relationship and listening skills; immediately likeable; a strategic thinker and strong team player with a high sense of urgency and an authentic commitment to Source Support’s core values.
Education and Experience
- BS/BA required.
- Minimum of 8–10 years of enterprise B2B sales experience, with a clear, recent track record of hunting and closing new-logo business at the enterprise level.
- Enterprise sales experience in one or more of Source Support’s core markets — data center / IT services, medical equipment, or technology-enabled industrial equipment — is strongly preferred.
- Experience selling Life Cycle Support Services such as field service, training, document compliance, service orchestration via technology and support center, call center, dispatch, depot/repair, managed services, or other technology-related professional services offerings is a significant plus.
- Ability to position the value of service outcomes that help customers build a true service promise for their customers. 3rd box thinking- know your customers customer.
- Demonstrated proficiency with Salesforce.com and Microsoft Office (Word, Excel, PowerPoint).
- A history of operating successfully in a quota-carrying, individual-contributor capacity within a growth-oriented sales organization.
Physical Requirements & Work Environment
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The noise level in the work environment is usually low to moderate volume.
Travel
- The employee will work either out of Source Support’s HQ in Lawrenceville, GA, or out of their home office, with 50-60% overnight travel expected