Account Executive

Job Description

Job Description

Do you want to build enterprise relationships that last decades, not deals that end at close? Are you a strategic account developer who is energized by turning a promising customer into an institutional partner — winning more of their business every year, opening new business units, and moving into new asset classes and new geographies? If your answers are yes, please read on.

As an Account Executive (AE) at Pacific Rim Capital (PRC), you will grow and expand PRC's most important enterprise client relationships. You will build multi-year development plans for each account, win competitive bids, break into new business units and subsidiaries, cross into new asset classes, and expand relationships across borders. This is not a cold-calling seat — your job is to own the relationship and hunt inside the account.

This role offers a competitive base salary plus uncapped variable compensation.
Our ideal candidate is strategic, consultative, and patient enough to think in years — but competitive enough to want to win every bid along the way. You lead with insight and financial framing, you build relationships at every level of the organization, and you know that the biggest accounts in this industry are grown, not bought.

About the Role
PRC is one of North America's largest independent providers of equipment financing and leasing solutions, with nearly $2 billion in assets under management. We finance material handling equipment (MHE), IT, warehouse automation, energy, and over-the-road vehicles for Fortune 500 clients across the U.S., Canada, and Mexico.

Reporting to the Director of Sales, you will:
•    Develop a portfolio of enterprise accounts — own a portfolio of enterprise client relationships and execute an annual development plan for each, guided by your Director of Sales.
•    Go deep across asset classes — identify, structure, and close new business in MHE, IT, warehouse automation, energy, and over-the-road vehicles within accounts you already hold.
•    Go wide across the organization — expand relationships across business units, subsidiaries, and related 3PLs; grow accounts geographically from the U.S. into Canada and Mexico.
•    Build multi-level relationships — move beyond a single buyer contact to build relationships across functions and, as accounts mature, at the executive level.
•    Win more than you lose — compete for and win bid opportunities; convert best-and-final, price-driven business into sole-source and, over time, preferred-partner business.
•    Manage your pipeline and forecast — keep CRM data accurate and forecast reliably across every account in your book.
•    Collaborate cross-functionally — partner with credit, underwriting, and operations to close deals and ensure a smooth transition of new programs into service.

What Success Looks Like
We do not leave success to guesswork. Here is the ramp:
First 30 days. Complete onboarding on PRC's products, asset classes, sales process, CRM, and pricing tools. Absorb the history and relationship map of every account in your portfolio. Begin building your annual development plan for each account with the Director of Sales.
3 months. Annual development plan complete for every account in your book — including sales strategy, relationship mapping, account-based marketing campaigns, and asset-class expansion priorities. Active engagement in every account with multiple contact touches and at least one live opportunity in pursuit per developed account.
6 months. Winning more bids than you lose on your developed accounts. Expansion in flight — a new asset class opened in at least one account, and/or a new business unit or subsidiary engaged. Multi-level relationships built beyond the single buyer contact.
9 months. Book fully developed: every account has an active pipeline, a documented relationship map, and clear next-step milestones. Executive engagement underway on target accounts; preferred-partner conversations advancing. Cross-border or geographic expansion in flight on at least one account.
12 months. Your full book is growing — origination volume up year-over-year, win rate improving, and measurable progress toward preferred-partner and program status on your most developed accounts. You are building a credible Year 2 plan with specific expansion and program targets, ready to be considered for additional and more advanced accounts as capacity allows.

What You Bring
Required:
•    A 4-year degree from an accredited college or university.
•    You live within a 90-minute drive of our Irvine, CA headquarters (office-first environment).
•    Prior experience in enterprise or complex B2B account management, account development, or consultative sales.
•    A demonstrated track record of growing existing accounts — expanding relationships, opening new BUs or product lines, converting transactional business into strategic partnerships.
•    Comfort articulating financial concepts (ROI, total cost of ownership, lease vs. buy) to procurement, finance, and executive audiences.
•    Working proficiency with CRM tools, pipeline management, and account planning frameworks.
•    Excellent verbal communication, presentation, and listening skills.
•    A self-directed operator who can manage a book of enterprise accounts without daily oversight.
Strongly preferred:
•    Experience selling equipment leasing, equipment finance, capital equipment, or similar structured financial products.
•    Experience navigating multi-BU, multi-subsidiary, or multi-country enterprise clients.
•    Track record of winning competitive bids AND transitioning accounts into sole-source or preferred-partner status.
•    Exposure to preferred-partner agreements, programs, or rate-accepted structures.

Who thrives here:
Strategic and patient — thinks in years, not quarters. Consultative — leads with insight and financial framing. Competitive — wants to win every bid AND to change the game so bids stop happening. A relationship builder at every level, from buyer to CFO. Organized, disciplined, and self-directed. Team-first with cross-functional partners. And, true to our values, someone who genuinely cares about clients, teammates, and the long-term health of the business.

What’s In It For You
•    Uncapped earning potential. Competitive base salary plus uncapped variable compensation.
•    Enterprise-caliber clients. PRC's book includes many of the world's largest, most recognizable companies. Every account has room to grow into a decade-long partnership.
•    A stable platform, not a startup. $2B+ in assets under management, 30+ years of unbroken profitability, and the backing of Fuyo General Lease.
•    A team behind you. Your Director of Sales coaches you. Credit, underwriting, and operations move deals with you. You have the support you need to focus on growing the relationship and winning the next opportunity.
•    Quality of life. Minimal travel; no weekend work; hybrid schedule available once fully integrated.
•    Strong benefits. Comprehensive medical, dental, vision, and life insurance, an EAP, and a 401(k) with company match. Three weeks of PTO and 15.5 paid holidays a year.
•    A culture that backs you. A modern Irvine office with sit-stand desks, daily snacks, and premium coffee and tea; monthly company events; quarterly team-building; and a volunteer culture committee.

About Pacific Rim Capital
Founded in 1990 and headquartered in Irvine, California, Pacific Rim Capital is one of North America's largest independent equipment leasing and financial advisory firms. We function as our own lease originator, servicer, and equity investor, delivering objective, customized solutions that maximize our clients' return on every leased asset. We are a minority-owned company with a genuine commitment to diversity and a 30-plus-year reputation built on integrity, innovation, and customer-centric service.

If you are a strategic account developer who wants to build enterprise relationships that last — we want to hear from you.

Pacific Rim Capital, Inc. is an equal opportunity employer. Employment is at-will. This posting describes the general nature of the role and is not an exhaustive list of duties, responsibilities, or requirements.