Role Overview

The Account Executive is a full-cycle sales leader responsible for driving new business acquisition, onboarding new customers, and expanding strategic accounts. This role requires a strong hunter mentality, excellent relationship-building skills, and the ability to navigate complex technical and operational environments.

You will work closely with the Head of Business Development, Talent teams, Delivery, Operations, and Executive Leadership to convert opportunities into long-term, high-value customer relationships.

This role is ideal for someone who thrives in fast-paced environments, operates with high autonomy, and can translate business needs into scalable, revenue-driving solutions.

Key Responsibilities

1. New Customer Acquisition (Hunting)

• Build and execute outbound prospecting strategies across target industries and buyer personas.

• Leverage ZoomInfo, Cognism, LinkedIn Sales Navigator, and other enablement tools for account research.

• Run cold outreach sequences (calls, email, video, LinkedIn) with strong personalization and relevance.

• Break into new logos using multi-threaded engagement with senior decision-makers.

• Maintain excellent CRM hygiene and provide accurate forecasting to the Head of Business Development.

2. Full Sales Cycle Ownership

• Lead all stages of the sales process: qualification, discovery, demo, proposal, negotiation, and deal closure.

• Conduct structured discovery to uncover customer workflows, operational challenges, and revenue-impact gaps.

• Position TrustScale’s solutions with a consultative, value-based approach.

• Collaborate with cross-functional teams to scope projects accurately and deliver clear business cases.

3. Seamless Client Onboarding

• Coordinate handoff from Sales to Delivery and Talent teams.

• Ensure all customer information, requirements, tools, and access are captured before onboarding.

• Guide new customers through activation steps and ensure alignment with Delivery/Operations.

4. Account Growth & Expansion

• Build long-term relationships with clients and maintain regular communication.

• Identify opportunities for upsell, cross-sell, and expansion within existing accounts.

• Develop strategic account plans in collaboration with the Head of Business Development.

• Participate in Quarterly Business Reviews (QBRs) and client strategy sessions.

5. Cross-Functional Leadership

• Partner with the Head of Business Development on go-to-market prioritization, target lists, and territory planning.

• Work collaboratively with Talent and Delivery teams to ensure consistent execution on client expectations.

• Provide structured feedback from customers to Product, Operations, and Leadership to support continuous improvement.

Required Experience & Skills

Experience

• 3+ years in full-cycle sales, account management, or business development in SaaS, AI, tech, or data services.

• Proven success in breaking into new logos and consistently meeting or exceeding sales targets.

• Background selling into SMB, Mid-Market, and Enterprise accounts.

• Experience working cross-functionally with Delivery, Product, and Operations teams.

Sales Tools & Technical Proficiency

• Salesforce or HubSpot

• Outreach or similar sequencing tools

• ZoomInfo / Cognism

• LinkedIn Sales Navigator

• Gong, Vidyard, Seismic (nice to have)

Soft Skills

• Highly self-directed, disciplined, and accountable

• Strong communication and presentation skills

• Problem-solving mindset with high business acumen

• Excellent organization and pipeline management

• Comfortable adapting to fast-changing environments

Key Performance Indicators (KPIs)

• Pipeline generation & conversion

• New logo acquisition

• Speed and quality of onboarding (activation success)

• Monthly recurring revenue (MRR) growth

• Retention and expansion within accounts

• Accuracy of forecasting & CRM standards

Why Join Us

At TrustScale, you will help shape the future of global AI operations by connecting top-tier clients with world-class data and annotation talent. You will work alongside a Head of Business Development who values ownership, clarity, precision, and speed. This is a high-impact role with visibility across the entire leadership team.