Account Executive

Account Executive

As an Account Executive, you'll independently own the full consultative sales cycle, from discovery and solution design through pricing, negotiation, and close. You'll work with executives and senior leaders to understand complex organizational challenges, build the case for change, and show how ClearPoint can help them execute their strategy more effectively. You'll be expected to create momentum, navigate multiple stakeholders, and make sound decisions about how to move opportunities forward. You'll own a meaningful revenue target and self-sourced pipeline goal while working with municipalities, state agencies, banks, utilities, healthcare organizations, and mid-to-large sized businesses. We'll provide strong teammates, access to company leadership, and a generous incentive-based compensation plan. You'll bring the judgment, urgency, and accountability needed to consistently turn qualified opportunities into long-term ClearPoint customers.

Responsibilities

• Independently manage the full sales cycle from discovery through proposal, negotiation, contracting, and close
• Conduct strategic discovery with executives and key stakeholders to understand organizational priorities, challenges, decision processes, and measures of success
• Develop and deliver tailored software demonstrations that connect ClearPoint's capabilities to specific customer needs and outcomes
• Build clear account and opportunity strategies, including stakeholder mapping, competitive positioning, risks, timelines, and next steps
• Navigate complex buying groups and build relationships with champions, executive sponsors, decision-makers, and procurement teams
• Own proposals, pricing conversations, and negotiations while protecting the value of ClearPoint's solution
• Maintain momentum throughout the sales process by establishing clear next steps and addressing deal risk early
• Generate self-sourced pipeline alongside opportunities provided by BDRs and Marketing
• Maintain accurate opportunity records, pipeline forecasting, and activity documentation in Salesforce CRM
• Utilize sales tools including Gong, Salesloft, ZoomInfo, and other systems to support prospecting and opportunity management
• Achieve monthly, quarterly, and annual sales goals as outlined by sales management
• Collaborate with BDRs and cross-functional teams including Marketing, Customer Success, Implementation, and Product
• Provide a thorough handoff to Customer Success and Implementation following close
• Share market, competitive, and customer feedback with leadership to improve ClearPoint's product and go-to-market strategy
• Serve as a role model for Junior AEs and BDRs by sharing successful sales strategies, deal lessons, and best practices
• Represent ClearPoint professionally at client meetings, conferences, webinars, and industry events

Key Result Areas

• Annualized ARR Closed as per your compensation plan
• Annualized Services Revenue as per your compensation plan
• Annualized Self-Sourced Pipeline and/or Revenue as per your compensation plan
• Overall quota attainment
• Pipeline coverage and forecast accuracy
• Consistent opportunity management and CRM discipline

Required Education and Experience

• 2 to 5 years of consultative B2B sales experience with a demonstrated track record of meeting or exceeding revenue goals
• Experience independently managing a full sales cycle from discovery through close
• Experience selling SaaS, software, or another complex business solution preferred
• Demonstrated ability to build trusted relationships with executives and senior decision-makers
• Strong discovery, presentation, and communication skills
• Experience leading pricing and negotiation conversations
• Ability to prioritize opportunities, develop deal strategy, and make sound commercial decisions independently
• Strong organizational skills and ability to manage multiple complex opportunities simultaneously
• Proficiency in CRM management, with Salesforce experience strongly preferred
• Consistent history of generating pipeline through self-sourced prospecting
• High-energy, results-oriented approach balanced with strong relationship-building and collaboration
• Ability to thrive in a fast-paced, dynamic environment and adapt to shifting priorities

Preferred Education and Experience

• Bachelor's degree or equivalent relevant professional experience
• Experience carrying a SaaS or enterprise software revenue quota
• Background in strategy, strategic planning, performance management, or KPI management
• Experience working with local or state government organizations
• Experience navigating complex procurement, RFP, legal, or security review processes

Remote Work Expectations

This is a fully remote position for employees residing within 150 miles of Arlington, VA. Account Executives are expected to maintain a professional remote work environment that supports prospect meetings, product demonstrations, outbound activity, and internal collaboration. Employees may occasionally be asked to attend in-person meetings, team events, client meetings, or other business activities within the region. We typically come together as a team or with other teams once per quarter.

Living the ClearPoint Values

• We hire and promote against our core values. Even at the entry level, you should be able to talk about how you have lived each of themfrom school, internships, prior jobs, sports, volunteer work, anywhere:
• We Care About The Customer. A time you made someone else look like the herowhere they walked away looking smart because of how you showed up.
• We Play To Win. A time you held yourself accountable for great work and put your best foot forward, even when nobody was watching.
• We Are Passionate. A time you worked hard, got stuff done, and still made it fun for the people around you.
• We Are Exceptionally Open. A time you flagged a problem early, asked the awkward question, or surfaced something uncomfortable instead of letting it sit.
• We Are Welcoming. A time you helped someone with a different background or perspective feel included and able to do their best work.

Who You Are

• Hungry. You want the work. You want to learn. You want to be good at this.
• Humble. You ask questions, you take feedback, and you don't pretend to know things.
• Comfortable making decisions with incomplete information. You can form a point of view, defend it, and adjust when the facts change.
• AI-fluent or AI-curious. You already use AI in your day-to-day.
• A clear communicator. You write well, you listen, and you can explain things well.
• Organized. You can juggle a portfolio of accounts and prioritize without dropping balls.
• Curious. You read. You poke at the edges. You want to understand why, not just what.

Base Salary Range

• $50,000 - $70,000
• Uncapped commissions
• Performance-based bonus program

Benefits

• Competitive salary commensurate with your experience
• Performance-based bonus program
• 100% paid health insurance & dental insurance
• 401(k) program
• Open vacation policy
• Professional development, training, and mentorship programs

Why Work for ClearPoint?

• Chance to get in on the "ground floor" of a tech company with startup energy
• Ability to make a difference from day one
• Fantastic colleagues and customers
• Employee referral bonuses to encourage the addition of great new people to the team
• Team events and offsite retreats
• Company organized volunteer days

Eligibility

• Candidates must live within ~100-150 miles of Arlington, VA and live and work in the following states: VA, DC, MD, PA.
• Employment is contingent upon successful completion of the I9 Federal work authorization verification. We don't offer visa sponsorship or work permits.
• Employment is contingent upon successful background and reference checks.