Software, Data & AI Sales Manager & Account Executive

Dean Dorton is a professional services firm providing accounting, business advisory, and technology solutions. The Sales Manager & Account Executive drives revenue growth, leads the Software, Data & AI sales function, manages a personal sales portfolio, and oversees Account Executives through coaching, pipeline management, and strategic business development.

Responsibilities:

• Develop and execute sales strategies to drive new business and expand existing client relationships
• Maintain an individual sales quota and actively pursue opportunities within target markets
• Lead high-value discovery meetings and strategic client discussions
• Collaborate with solution architects, consultants, and delivery leaders to design and position tailored solutions
• Present proposals, pricing models, and solution recommendations to prospective clients
• Build executive-level relationships with prospects, clients, software partners, and referral sources
• Maintain accurate sales forecasts, pipeline activity, and CRM data
• Lead and manage the Software, Data & AI sales function
• Establish sales goals, pipeline targets, and performance expectations for Account Executive(s)
• Monitor team performance against revenue, activity, and conversion metrics
• Conduct regular pipeline reviews and opportunity strategy sessions
• Provide coaching on prospecting, consultative selling, proposal development, negotiation, and closing strategies
• Ensure consistency in sales methodologies, CRM usage, forecasting, and reporting
• Partner with practice leadership to identify market opportunities, service offerings, and growth initiatives
• Assist in recruiting, onboarding, and developing sales talent
• Lead by example through strong client relationship management and professional sales practices
• Coach and mentor Account Executive(s) to improve performance and professional growth
• Foster collaboration between sales, consulting, marketing, and delivery teams
• Communicate complex technology and business solutions in a clear, client-focused manner
• Demonstrate accountability for individual and team revenue goals
• Resolve sales obstacles and escalations while maintaining positive client relationships
• Promote a culture of continuous improvement, learning, and collaboration
• Adapt strategies and priorities in response to changing market conditions and business needs
• Collaborate with leadership to develop annual sales plans, territory strategies, and growth objectives
• Partner with marketing on campaigns, events, webinars, and thought leadership initiatives
• Represent Dean Dorton at conferences, networking events, software partner functions, and industry organizations
• Provide leadership with insights on market trends, competitive activity, and client needs
• Contribute to strategic planning and practice development initiatives
• Support cross-selling efforts across all Dean Dorton service lines
• Champion firm culture, values, and employee development
• Participate in internal training and leadership development programs