Objective
The Account Executive drives Brillect’s growth by proactively creating opportunities and winning new clients. This role requires a proven record of generating pipeline through outbound prospecting, executive networking, and disciplined follow-through. Through curiosity, persistence, and established relationships with C-suite and VP-level leaders, the Account Executive uncovers business challenges and unmet needs, turns them into qualified opportunities, and partners with Brillect’s experts to convert those opportunities into signed business across our services.
Each new client win creates the opportunity to build a lasting partnership and grow Brillect’s impact. Through our “land and expand” approach, the Account Executive stays connected to executive decision-makers, anticipates emerging needs, and closes additional opportunities across our services. The Account Manager supports day-to-day client needs and alerts the Account Executive to new opportunities and issues. Together, they strengthen the client experience, with the Account Executive driving expansion and owning the account’s growth and financial performance.
Responsibilities
The primary responsibilities of this position include but are not limited to:
- Generate and close new logo business, with a primary focus on organizations new to Brillect.
- Self-source pipeline through outbound prospecting, executive networking, referrals, and industry events; build targeted account plans and run disciplined outreach.
- Achieve annual new logo revenue targets and applicable account growth goals.
- Build relationships with prospective buyers over time, maintaining consistent follow-up even when there is no immediate opportunity.
- Lead discovery conversations with C-suite and VP-level decision-makers to uncover business challenges and unmet needs, qualify opportunities, and advance solutions toward a signed contract.
- Partner with Principal Advisors, Managing Directors, Practice Leaders, and other subject matter experts to shape solutions and bring the right expertise to client conversations.
- Own the full sales lifecycle, from first outreach through solution development, proposal, signed contract, and the land and expand motion.
- Maintain executive relationships and lead quarterly business reviews to assess client needs and identify opportunities across Brillect’s services.
- Partner with Account Managers and delivery teams to launch engagements and coordinate ongoing client support, with delivery execution owned by the appropriate team.
- Evaluate opportunities identified by Account Managers and lead the sales process to close additional work.
- Support the transition of ongoing client coordination and support to Account Managers, sharing client context while retaining accountability for executive relationships, account growth, and financial performance.
- Maintain a healthy pipeline of qualified opportunities, with disciplined forecasting and CRM hygiene.
Required Skills and Qualifications
- Bachelor’s degree or equivalent experience.
- 8+ years of relevant professional experience, including a proven track record in new business development.
- Proven success self-sourcing pipeline and converting opportunities into signed business with net-new enterprise or mid-market clients through consultative sales.
- Track record of consistently meeting or exceeding new business quota.
- Persistence, initiative, and resilience through repeated rejection, long sales cycles, and opportunities that take time to develop.
- Intellectual curiosity, strong listening skills, and the ability to ask questions that reveal business needs.
- Established relationships with C-suite and VP-level decision-makers, with a proven ability to engage them as a credible business partner and turn those relationships into qualified pipeline and closed business.
- Experience selling complex, multi-disciplinary solutions and translating business challenges into solution opportunities.
- Ability to engage internal experts effectively and coordinate their contributions throughout the sales process.
- Strong communication, organization, and relationship management skills, with the ability to prioritize prospecting while developing established accounts.
Preferred Experience
Experience in professional services, including but not limited to Finance, HR, Advisory, Technology, or related fields, is preferred. Demonstrated success creating and closing new opportunities is more important than experience in a specific industry.
Compensation
Annual base salary of $95,000–$145,000, based on relevant experience, expertise and proven success plus uncapped commission, offering the opportunity to earn $200,000–$500,000+ in total annual compensation based on sales performance.
Benefits
This position is eligible for a comprehensive benefits package, including PTO; Medical, Vision, and Dental coverage; HSA account; Supplemental Life and AD&D; Long-Term Disability, Critical Illness, Hospital Indemnity, Accident Insurance; 401(k).
