Principal Account Executive - Enterprise

Job Overview

At ICIMS, we are helping our clients to build their winning workforce. Our Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry's leading tools and training to help you develop and execute value-based sales plans for your assigned territory. Equipped with your knowledge of the ICIMS talent platform, prospect research, customer success stories, and a pipeline of qualified leads, you'll have the support you need to achieve sales quotas. Advancement opportunities are numerous and include Sr. Principal AE, Strategic AE, and management opportunities as we grow globally!

In this Principal AE role, you will join the Enterprise sales team and call on accounts with 3,500+ employees in the North Central region of the United States (Minnesota, Michigan, Dakotas, Iowa, Missouri, Kansas, Nebraska, and Colorado).

This is a remote position that may require travel up to 25%.

About Us

ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target accounts (3,500+ employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 10+ years of experience in software sales.
• 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizations.
• Demonstrated ability to build effective, value-based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value-based approach.
• Able to communicate with and influence multiple layers within organizations, including Senior Leadership through C-level.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.
• Experience in HCM / Software-as-a-Service/ Technology industry.

Preferred

• Experience with Salesforce, Clari, SalesLoft and Gong.
• Experience with 360-degree selling methodology.

EEO Statement

ICIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at View email address on click.appcast.io.

Compensation and Benefits

We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.

The anticipated base salary range for this position is $145,000 $160,000. In addition, the estimated on-target earnings ("OTE"), which includes base salary and commissions, is $290,000 $320,000.

Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.

Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure.