Account Executive

Account Executive / Senior Account Executive

Status: Exempt

Department: Sales and Marketing

Reports To: Sales Supervisor

Full/Part-Time: Full-time

Location: Hybrid Minimum 2 Days p/week in office (Syracuse or Holland Patent, NY)

Salary Range: $60,000 - $75,000 Annually + Uncapped Commission Structure tied to revenue attainment. Targeted six figure potential for top performers.

Hunt. Win. Own your territory.

Northland is one of Central New York's longest-standing connectivity providers, and we're expanding our business sales team. We're not looking for order-takers. We're looking for a relentless new-business hunter who knows how to open doors, build pipeline from scratch, and close deals that stick. You'll sell Northland's full suite of business solutions, including fiber-based broadband, voice, and bundled connectivity services, directly to SMB and mid-market decision-makers across Central New York. No channel conflicts. A real territory. Uncapped commission.

What You'll Own

• Build and manage a self-sourced pipeline through cold outreach, networking, and community presence, not inbound leads handed to you
• Run the full sales cycle: prospect, qualify, present, negotiate, and close
• Engage owners, CFOs, and IT leads, whoever holds the budget and signs the contract
• Partner with implementation teams to ensure a smooth handoff and a customer who stays
• Keep your CRM tight and your forecast accurate

What You Bring

• 3+ years of B2B field sales experience with a proven record of hunting net-new business
• Comfort with rejection, resilience under a quota, and a bias for action
• Experience carrying a revenue number and hitting it consistently
• Telecom, managed IT, software, or technology sales background strongly preferred
• CRM proficiency and organized pipeline discipline
• Valid driver's license. You'll be in market, not behind a desk

Compensation

Base salary: $60,000 to $75,000 annually

Commission: Uncapped, tied to revenue attainment

OTE (top performers): $100,000+

Senior AE track: Available for candidates with 6 to 8 years of experience.

Our Culture

At Northland, we don't believe in ceilings. We encourage personal and professional development by maintaining a challenging and rewarding work environment. We believe you are the creator of your own destiny and that you will make the most of your career through hard work, dedication, and initiative.

The Mission

Create quality connections by building and maintaining relationships in CNY that will contribute to revenue growth & retention.

Account Executive Roles/Responsibilities

Sales & Business Development

• Manage the full sales cycle from prospecting through close.
• Proactively generate leads through phone, email, networking, and community events.
• Conduct structured prospecting and territory planning to ensure consistent results.
• Build and maintain a healthy pipeline of qualified business prospects.

Consultative Selling & Relationship Building

• Conduct thorough discovery and qualification using standard sales principles.
• Identify key decision-makers and influencers within target accounts.
• Build trust-based relationships by understanding client priorities and challenges.
• Collaborate with internal teams to ensure smooth implementation and strong customer satisfaction.
• Present value-based proposals tailored to customer needs.
• Negotiate pricing and deal terms within company guidelines.

Performance Tracking & Accountability

• Maintain CRM accuracy and track all activities, opportunities, and revenue forecasts.
• Deliver accurate pipeline and revenue forecasts.
• Contribute to team quarterly planning.

Senior Account Executive Summary Roles/Responsibilities

The Senior Account Executive has the same responsibilities as the Account Executive. Additional years of experience (6-8) may qualify the Account Executive to transition into this role, which would include a higher quota.

Supervisory Responsibilities: None

Minimum Job & Skillset Qualifications

• 3+ years of successful B2B sales or business development experience
• Proven ability to meet or exceed revenue and activity targets
• Demonstrated success generating new business and closing deals
• Strong understanding and track record in prospecting, lead generation, qualification, and pipeline management
• Proficiency with CRM systems and Microsoft Office tools
• Initiative: Self-starter who actively creates opportunities and drives results
• Productivity: Manages pipeline efficiently and maintains consistent activity levels
• Communication: Clear, persuasive, and confident in written and verbal delivery
• Customer Focus: Understands client priorities and builds trust-based relationships
• Dependability: Follows through on commitments and meets deadlines
• Flexibility: Adapts to shifting market conditions and customer feedback
• Teamwork: Collaborates across departments to ensure client success
• C-Level Engagement: Comfortable presenting solutions and ROI to business owners and executives

Preferred Job Qualifications

• Telecom, IT, or technology sales experience

Licenses/Certifications

A valid driver's license or ability to access transportation to attend work group, customer, and organization meetings is necessary.

Physical Activities and Requirements

Ability to reach, sit, stand, walk, push, pull, lift, use fingers, grasp, feel, talk, hear, and perform repetitive motions. Ability to exert up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

Equipment and Machines Used

Ability to use voicemail, telephone, calculator, computer, printer

Environmental Conditions

The employee is not substantially exposed to adverse environmental conditions.

Employer's Disclaimer

• All offers of employment are contingent on successful results from a background check. If results are not acceptable to the company, the company reserves the right to rescind its conditional offer of employment.
• All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.
• This job description in no way states or implies that these are the only duties to be performed by the employee holding this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties required by their office.
• This document does not create an employment contract, implied or otherwise, other than an "at will" employment relationship.
• We are an equal opportunity employer. We consider applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status.