The Account Executive will manage qualified inbound leads, drive full-cycle sales, conduct product demos, and develop proposals for SaaS solutions in EHS and compliance industries. They will also expand opportunities and maintain account activity using Salesforce.
HSI helps organizations create safer, smarter, and more compliant workplaces through industry-leading EHS, workforce training, compliance, and operational risk management solutions.
We are hiring a full-cycle Account Executive to drive new business growth across mid-market and enterprise organizations. This role is ideal for a consultative SaaS seller with experience in Environmental Health & Safety (EHS), compliance, safety management, workforce training, or other regulated and operationally complex industries.
You'll manage qualified inbound opportunities while also building outbound pipeline across industries including manufacturing, construction, healthcare, utilities, transportation, energy, and industrial operations.
This role is ideal for a proactive seller who enjoys building pipeline, opening doors, and creating new business opportunities while managing qualified inbound demand.
What You'll Do- Own the full sales cycle from prospecting and discovery through negotiation and close
- Generate new business opportunities through strategic outbound prospecting and account development
- Manage qualified inbound opportunities and convert interest into revenue
- Conduct consultative discovery conversations focused on EHS, compliance, workforce training, and operational challenges
- Deliver tailored software demonstrations and value-based presentations
- Build relationships with EHS leaders, HR teams, Operations leaders, Compliance stakeholders, and executive decision-makers
- Navigate complex, multi-stakeholder sales cycles and buying committees
- Develop ROI-driven business cases and negotiate SaaS agreements
- Maintain accurate forecasting, pipeline management, and sales activity within Salesforce
Requirements
- 4+ years of quota-carrying B2B SaaS sales experience
- Significant experience in a closing role as an Account Executive, Senior Account Executive, or National Sales Executive
- Proven success generating outbound pipeline and winning new business
- Demonstrated success managing full-cycle SaaS opportunities from prospecting through close
- Experience selling into mid-market and enterprise organizations
- Experience selling within the Environmental Health & Safety (EHS) industry
- Experience selling to executive buyers, EHS leaders, and HR or L&D stakeholders
- Strong consultative selling, discovery, presentation, negotiation, and closing skills
- Ability to navigate complex, multi-stakeholder sales cycles
- Proficiency with Salesforce and modern sales tools
- Experience with MEDDIC and Challenger sales methodologies
Strongly Preferred
- Experience selling into manufacturing, construction, utilities, energy, healthcare, transportation, logistics, or other regulated industries
- Familiarity with operational risk management, compliance initiatives, workforce development, or industrial safety environments
- Proficiency with Gong, ZoomInfo, and LinkedIn Sales Navigator
Benefits
- Full Healthcare: Health, dental, vision, and more - we've got you covered.
- Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
- Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
- Remote Work: You choose! Work from anywhere that boosts your productivity.
- Flexible Vacations: Take needed breaks with our generous time-off policy.
- Retirement Security: Benefit from our $1:$1 company match for retirement savings.
Application Process: To ensure a fair and consistent hiring process, all candidates must apply through our online application system. Due to the volume of applications we receive, we are unable to respond to individual inquiries regarding application status or consideration for the role. Candidates whose qualifications closely match our requirements will be contacted directly by our recruiting team.
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