Account Executive

Job Description

Account Executive, New Business

About Universal Background Screening

Universal Background Screening provides background screening, drug testing, and occupational health solutions to employers across Manufacturing, Hospitality, Staffing, Healthcare, Managed Care, Education, and Professional Services.

About the Role

The Account Executive is responsible for selling Universal Background Screening’s employment screening, drug testing, and occupational health solutions to organizations. The primary focus of this role is new client acquisition: generating and qualifying leads, identifying target accounts, determining customer needs, presenting how Universal Background Screening’s solutions meet those needs, and closing profitable business within an assigned territory and vertical focus. The role also works with Universal Background Screening’s ATS and HRIS integration partners to generate new business from their client bases.

Key Responsibilities

New Business Development

• Secure new clients by prospecting, performing needs analysis, developing tailored screening programs, presenting proposals, and closing deals.
• Build and execute a territory business plan that supports company goals and grows Universal Background Screening’s market share in assigned accounts, verticals, and segments.
• Research target accounts, identify key decisionmakers and influencers, and generate interest through outbound calls, email, and social selling.
• Respond to all inbound leads within 24 hours.
• Attend meetings, industry events, seminars, and conferences to promote Universal Background Screening and generate new business.

Sales Cycle and Deal Management

• Manage the full sales cycle from first meeting through contract signature.
• Following training, independently deliver online demonstrations and sales presentations.
• Negotiate and close profitable deals on time to meet monthly, quarterly, and annual quotas.
• Ensure pricing on every opportunity is appropriate to volume and strategic importance to protect profit margins.
• Serve as lead contact on assigned Requests for Proposal (RFP) and Requests for Information (RFI).
• Document customer needs and requirements in proposals and statements of work.
• Ensure the accuracy, quality, and consistency of all presentation materials delivered to prospects and clients.

Partner and Channel Sales

• Build and maintain relationships with points of contact at Universal Background Screening’s ATS and HRIS integration partners.
• Generate new revenue from partners’ client bases through joint prospecting and referrals.
• Support partnership programs and agreements to sustain long-term partner relationships.

Pipeline, Forecasting, and CRM

• Build and maintain a robust, qualified sales pipeline.
• Deliver an accurate monthly sales forecast across all products and services.
• Document and maintain all sales activities in Salesforce daily.
• Contribute to sales meetings and pipeline reviews, and complete agreed actions on time.

Cross-Functional Collaboration

• Develop working relationships across Universal Background Screening, including operations, compliance, product, and client services.
• Partner with the onboarding team, so new contracts are implemented seamlessly.
• Follow the defined handoff process and provide all relevant information when transitioning new clients to support teams.
• Learn and maintain working knowledge of Universal Background Screening’s full product and service line and of client industries.

Qualifications

Required

• 3–5 years of B2B sales experience selling complex solutions, with full sales cycle ownership.
• Consistent record of meeting or exceeding sales quotas.
• Experience negotiating contracts and pricing.
• Hands-on experience documenting customer requirements in proposals, statements of work, or RFP responses.
• Proficiency with Salesforce or a comparable CRM.
• Experience working in a cross-functional environment.

Preferred

• Experience selling background screening, drug testing, occupational health, or other HR technology / HCM solutions.
• Familiarity with employment screening regulations, including the FCRA, and data protection and security requirements.
• Experience selling with or through ATS, HRIS, or other channel and integration partners.
• Experience selling SaaS solutions.
• Background in HR or the recruitment / staffing sector.
• Vertical experience in one or more of: Manufacturing, Hospitality, Staffing, Managed Care, Education, Professional Services, or Government.

Education

• Bachelor’s degree or equivalent work experience.