Account Executive (Sales)

Account Executive (Sales)

New York, New York, United States

Location: New York, NY Work Arrangement: Hybrid candidates must have a reliable commuting radius to the New York City area Reports To: Senior Vice President of Market Development or equivalent leadership Travel: Approximately 2025%

Uncapped Earning Potential

If you're motivated by uncapped earning potential, this is the role for you. In addition to your base salary, you'll be eligible for a competitive commission plan designed to reward strong performance and successful new-business development.

Position Summary

SPS is seeking a commercially driven Account Executive to generate and develop net-new business and expand SPS's market presence within the New York market.

This is a hunter-focused, new-business sales role responsible for building a self-generated pipeline of qualified enterprise opportunities and managing the sales process from prospecting through contract execution and transition to implementation.

The Account Executive will identify and engage prospective clients, develop relationships with senior decision-makers, uncover workplace and business-process challenges, and position SPS as a strategic partner through a consultative and solution-based sales approach.

The ideal candidate is comfortable creating opportunities before a formal RFP or buying initiative exists, conducting outbound prospecting, networking with senior business leaders, researching target accounts, identifying buying triggers, and developing relationships across complex organizations.

SPS provides technology-enabled workplace services and business-process solutions that may include workplace experience, reception and hospitality, office logistics, physical and digital mailroom, shipping and receiving, records and document services, print management, visitor management, workflow automation, and technology-enabled business support.

Key Responsibilities

Net-New Business Development

• Develop and execute territory and account strategies focused on enterprise organizations and priority markets.
• Identify, research, and prioritize target companies and named accounts with strong potential for SPS solutions.
• Generate self-sourced pipeline through cold calling, outbound email, LinkedIn and social selling, networking, referrals, industry associations, conferences, events, and other business-development activities.
• Create opportunities by identifying workplace, employee-experience, office-logistics, business-process, information-flow, automation, and service-quality challenges.
• Maintain a disciplined prospecting cadence across phone, email, social channels, events, referrals, and strategic relationships.
• Consistently achieve or exceed established activity, pipeline, bookings, and revenue goals.

Enterprise Account & Relationship Development

• Build relationships with senior decision-makers and key stakeholders within prospective client organizations.
• Conduct account research and develop named-account plans that identify business priorities, organizational structure, key stakeholders, buying triggers, competitive considerations, and opportunities for SPS.
• Develop stakeholder maps and expand relationships beyond a single point of contact.
• Engage with leaders across facilities, workplace experience, corporate real estate, office administration, procurement, operations, shared services, HR, technology, legal operations, finance, and other business functions.
• Identify and leverage buying triggers such as office moves, expansion, mergers and acquisitions, return-to-office initiatives, changes in workplace strategy, vendor dissatisfaction, contract renewals, cost-transformation initiatives, leadership changes, and technology modernization.

Consultative Sales & Solution Development

• Conduct discovery conversations to understand client objectives, current operating models, service gaps, workplace challenges, vendor environments, decision criteria, buying processes, timelines, and desired business outcomes.
• Position SPS through a consultative, value-based solution-selling approach rather than transactional selling.
• Develop value propositions connecting SPS capabilities to client priorities such as employee experience, workplace productivity, operational efficiency, service consistency, scalability, workflow visibility, and cost efficiency.
• Collaborate with operations, solutions, technology, finance, pricing, legal, and leadership teams to develop customized solutions and proposals.
• Support discovery workshops, executive briefings, workplace assessments, solution presentations, demonstrations, and client meetings.
• Lead or support RFI/RFP responses, proposal development, pricing discussions, presentations, negotiations, and commercial discussions.
• Develop opportunity action plans, stakeholder engagement strategies, and close plans.

Market Engagement & Demand Generation

• Build market presence through networking, industry associations, conferences, trade shows, executive events, referrals, and strategic partnerships.
• Partner with marketing and sales leadership on account-based marketing (ABM) and targeted demand-generation initiatives.
• Use account intelligence to develop personalized outreach and relevant value propositions rather than relying on generic mass outreach.
• Monitor market conditions, industry trends, competitive activity, and emerging client needs to identify new business opportunities.

Sales Execution & CRM Management

• Manage opportunities through the full sales cycle from initial prospecting and discovery through proposal, negotiation, contract execution, and transition to implementation.
• Maintain accurate CRM records, including account plans, activity, stakeholder relationships, opportunity milestones, forecasts, next steps, and competitive intelligence.
• Maintain accurate and timely pipeline forecasts and sales reporting.
• Collaborate closely with senior sales, operations, solutions, finance, legal, technology, implementation, and client-success teams.
• Ensure a professional and seamless transition of closed business to implementation and operations while maintaining client confidence throughout the launch process.

What We're Looking For

• Bachelor's degree or equivalent relevant professional experience
• 47 years of professional experience in B2B sales, new-business development, sales development, lead generation, outside sales, inside sales, client development, managed-services sales, staffing sales, technology sales, payroll/HCM sales, business-process outsourcing sales, professional-services sales, hospitality sales, food-services sales, transaction-services sales, fintech/payments sales, or another relevant client-facing commercial role.
• Demonstrated success generating new business through cold calling, outbound prospecting, cold email, LinkedIn/social selling, executive networking, referrals, conferences, trade shows, industry events, strategic partnerships, and account-based marketing activities.
• Proven ability to convert self-generated outreach into discovery meetings, qualified pipeline, proposal opportunities, RFP/RFI invitations, and new-client or new-logo business.
• Resilient, self-motivated, coachable, competitive, collaborative, and able to manage rejection professionally.
• Experience creating, managing, and executing named-account plans and stakeholder-engagement strategies.
• Ability to research companies, identify buying triggers, map stakeholders, formulate a value hypothesis, personalize outreach, and conduct effective first discovery conversations.
• Comfortable prospecting and communicating with Directors, Vice Presidents, senior operational leaders, Heads of Workplace, Facilities leaders, Corporate Real Estate leaders, Shared Services leaders, procurement stakeholders, HR leaders, technology leaders, legal-operations contacts, and C-suite executives.
• Strong verbal and written communication, active listening, presentation, meeting-facilitation, relationship-building, and follow-up skills.
• Commercial curiosity and a demonstrated interest in consultative enterprise solution sales rather than purely transactional product selling.
• Comfortable working toward measurable activity, pipeline, meeting, opportunity, and revenue targets.
• Strong organizational discipline and ability to manage outreach cadence, account research, follow-up tasks, CRM activity, stakeholder maps, and opportunity plans.
• Technology fluency and willingness to learn workplace services, business process outsourcing, digital transformation, automation, AI-enabled services, workplace platforms, and enterprise workflow solutions.
• Experience with Salesforce, Oracle, Apollo, HubSpot, Microsoft Dynamics, or a comparable CRM; ability to maintain accurate and timely records.
• Proficiency with LinkedIn, Microsoft Office or Google Workspace, presentation tools, spreadsheets, and virtual-meeting platforms.

Preferred Experience

• Experience selling any of the following is highly valued:
  • Workplace services
  • Facilities management or integrated facilities management
  • Office services or office logistics
  • Mailroom or digital mailroom services
  • Document or records management
  • Print management
  • Business process outsourcing (BPO)
  • Managed services