Account Executive

About the Company

We are a national professional services and technology organization with a rapidly growing presence across the United States, now expanding with a new office in Carlsbad, California. Our platform brings together Rockwater Tax, a high-touch tax services firm serving businesses nationwide, and TaxRock, a technology-driven compliance and risk intelligence platform that empowers organizations to proactively monitor and manage tax exposure.

Together, we combine deep expertise with innovative technology to deliver smarter, more efficient solutions while creating opportunities for our team to grow, take ownership, and make a real impact.

The Role

Rockwater Tax is looking for an energetic Account Executive to join our growing sales team! In this phone-based inside sales role, you'll take live transfers from our Business Development Representatives (BDRs), learn each client's situation, and guide them from the first conversation through onboarding, then stay a trusted point of contact as their case moves forward.

You'll report to our Director of Sales and work side by side with our BDRs and Account Executives.

We're building this team up and want someone who brings curiosity, discipline, and a “coach me up” attitude. You know the person who asks to replay their own call recording so they can do it better next time? That's who we're looking for.

This is an in-office phone sales role, with no field or door-to-door selling. It's on-site in our Carlsbad office five days a week, Monday through Friday, 7:00 AM–4:00 PM.

Our AEs are on the floor for the full business day so the BDR team always has support when a live transfer comes in.

Account Executives also help develop our BDRs. You'll review calls, explain why a call did or didn't turn into a pre-qualification, and help new team members learn how we talk to clients. That's why we value people who have made the dials themselves.

The ideal candidate is coachable, reliable, personable, and process-driven, with a real interest in helping individuals and business owners solve tax problems. This role is well suited for someone who enjoys a structured team environment, values honest feedback, and wants to build a long-term sales career with a fast-scaling company.

Key Responsibilities

• Take live transfers from the BDR team and run consultative phone conversations with individual taxpayers and business owners, using discovery questions to understand each prospect's tax situation and goals.
• Explain Rockwater Tax's services in plain language and recommend the right solution for each client.
• Present Statements of Work (SOWs) and guide clients through onboarding with an Enrolled Agent and their client service team.
• Stay engaged with your clients after the sale as an ongoing point of contact, checking in, answering questions, and partnering with the service team to keep them informed and satisfied.
• Manage your pipeline to meet or exceed a monthly sales quota, following up promptly and keeping accurate records in Salesforce.
• Follow Rockwater's sales process consistently and put coaching from leadership into practice.
• Support and train BDRs throughout the day, including leading call reviews and giving specific feedback on pre-qualification calls.
• Share feedback with leadership on lead quality, common client questions, and process improvements.
• Protect client confidentiality and build strong working relationships with the Tax and client service teams.
• Various ad hoc duties.

Qualifications

• Bachelor's degree preferred, not required.
• 2+ years of phone-based sales experience with a track record of meeting or exceeding quota required.
• BDR, SDR, or outbound cold-calling experience strongly preferred.
• Tax resolution experience a plus, but not required. We'll teach you our services and process.
• Working knowledge of Salesforce (or a similar CRM) and Microsoft Office required.
• Excellent phone presence and the ability to explain complex topics simply.
• Strong listening, problem-solving, and follow-up skills.
• Coachable and open to feedback, with a track record of following a defined process.
• Dependable and comfortable with a structured, full-day in-office schedule.

Why Rockwater Tax

• Competitive base salary commensurate with experience.
• Full benefits package including health, dental, and company matching 401(k).
• Company-wide winter break – we shut down for a full week over Christmas. PTO + paid holidays.
• Professional development support.
• Growth opportunities in a fast-scaling company.
• A role with local presence and national impact.
• Be part of a culture built on integrity, transparency and relentless client focus.