Account Executive (Southeast Sales)

SPS is seeking an Account Executive to generate new business and expand its market presence in the Southeast. The role builds an enterprise pipeline, develops senior-stakeholder relationships, and manages consultative sales from prospecting through contract execution and transition to implementation.

Responsibilities:

• Develop and execute territory and account strategies focused on enterprise organizations and priority markets
• Identify, research, and prioritize target companies and named accounts with strong potential for SPS solutions
• Generate self-sourced pipeline through cold calling, outbound email, LinkedIn and social selling, networking, referrals, industry associations, conferences, events, and other business-development activities
• Create opportunities by identifying workplace, employee-experience, office-logistics, business-process, information-flow, automation, and service-quality challenges
• Maintain a disciplined prospecting cadence across phone, email, social channels, events, referrals, and strategic relationships
• Consistently achieve or exceed established activity, pipeline, bookings, and revenue goals
• Build relationships with senior decision-makers and key stakeholders within prospective client organizations
• Conduct account research and develop named-account plans that identify business priorities, organizational structure, key stakeholders, buying triggers, competitive considerations, and opportunities for SPS
• Develop stakeholder maps and expand relationships beyond a single point of contact
• Engage with leaders across facilities, workplace experience, corporate real estate, office administration, procurement, operations, shared services, HR, technology, legal operations, finance, and other business functions
• Identify and leverage buying triggers such as office moves, expansion, mergers and acquisitions, return-to-office initiatives, changes in workplace strategy, vendor dissatisfaction, contract renewals, cost-transformation initiatives, leadership changes, and technology modernization
• Conduct discovery conversations to understand client objectives, current operating models, service gaps, workplace challenges, vendor environments, decision criteria, buying processes, timelines, and desired business outcomes
• Position SPS through a consultative, value-based solution-selling approach rather than transactional selling
• Develop value propositions connecting SPS capabilities to client priorities such as employee experience, workplace productivity, operational efficiency, service consistency, scalability, workflow visibility, and cost efficiency
• Collaborate with operations, solutions, technology, finance, pricing, legal, and leadership teams to develop customized solutions and proposals
• Support discovery workshops, executive briefings, workplace assessments, solution presentations, demonstrations, and client meetings
• Lead or support RFI/RFP responses, proposal development, pricing discussions, presentations, negotiations, and commercial discussions
• Develop opportunity action plans, stakeholder engagement strategies, and close plans
• Build market presence through networking, industry associations, conferences, trade shows, executive events, referrals, and strategic partnerships
• Partner with marketing and sales leadership on account-based marketing (ABM) and targeted demand-generation initiatives
• Use account intelligence to develop personalized outreach and relevant value propositions rather than relying on generic mass outreach
• Monitor market conditions, industry trends, competitive activity, and emerging client needs to identify new business opportunities
• Manage opportunities through the full sales cycle from initial prospecting and discovery through proposal, negotiation, contract execution, and transition to implementation
• Maintain accurate CRM records, including account plans, activity, stakeholder relationships, opportunity milestones, forecasts, next steps, and competitive intelligence
• Maintain accurate and timely pipeline forecasts and sales reporting
• Collaborate closely with senior sales, operations, solutions, finance, legal, technology, implementation, and client-success teams
• Ensure a professional and seamless transition of closed business to implementation and operations while maintaining client confidence throughout the launch process

Requirements:

• Bachelor's degree or equivalent relevant professional experience
• 4–7 years of professional experience in B2B sales, new-business development, sales development, lead generation, outside sales, inside sales, client development, managed-services sales, staffing sales, technology sales, payroll/HCM sales, business-process outsourcing sales, professional-services sales, hospitality sales, food-services sales, transaction-services sales, fintech/payments sales, or another relevant client-facing commercial role
• Demonstrated success generating new business through cold calling, outbound prospecting, cold email, LinkedIn/social selling, executive networking, referrals, conferences, trade shows, industry events, strategic partnerships, and account-based marketing activities
• Proven ability to convert self-generated outreach into discovery meetings, qualified pipeline, proposal opportunities, RFP/RFI invitations, and new-client or new-logo business
• Resilient, self-motivated, coachable, competitive, collaborative, and able to manage rejection professionally
• Experience creating, managing, and executing named-account plans and stakeholder-engagement strategies
• Ability to research companies, identify buying triggers, map stakeholders, formulate a value hypothesis, personalize outreach, and conduct effective first discovery conversations
• Comfortable prospecting and communicating with Directors, Vice Presidents, senior operational leaders, Heads of Workplace, Facilities leaders, Corporate Real Estate leaders, Shared Services leaders, procurement stakeholders, HR leaders, technology leaders, legal-operations contacts, and C-suite executives
• Strong verbal and written communication, active listening, presentation, meeting-facilitation, relationship-building, and follow-up skills
• Commercial curiosity and a demonstrated interest in consultative enterprise solution sales rather than purely transactional product selling
• Comfortable working toward measurable activity, pipeline, meeting, opportunity, and revenue targets
• Strong organizational discipline and ability to manage outreach cadence, account research, follow-up tasks, CRM activity, stakeholder maps, and opportunity plans
• Technology fluency and willingness to learn workplace services, business process outsourcing, digital transformation, automation, AI-enabled services, workplace platforms, and enterprise workflow solutions
• Experience with Salesforce, Oracle, Apollo, HubSpot, Microsoft Dynamics, or a comparable CRM; ability to maintain accurate and timely records
• Proficiency with LinkedIn, Microsoft Office or Google Workspace, presentation tools, spreadsheets, and virtual-meeting platforms
• Strong business acumen and commercial curiosity
• Hunter mentality and strong new-business orientation
• Consultative and solution-selling capabilities
• Executive presence and confidence engaging senior stakeholders
• Strong verbal and written communication
• Excellent presentation and negotiation skills
• Strategic account planning and territory management
• Strong prospecting and pipeline-development discipline
• Ability to identify client business challenges and connect them to solutions
• Strong analytical and problem-solving skills
• Ability to work independently and collaboratively
• Strong follow-through and attention to detail
• Ability to adapt in a fast-paced and evolving business environment
• Experience selling any of the following is highly valued: Workplace services
• Experience selling any of the following is highly valued: Facilities management or integrated facilities management
• Experience selling any of the following is highly valued: Office services or office logistics
• Experience selling any of the following is highly valued: Mailroom or digital mailroom services
• Experience selling any of the following is highly valued: Document or records management
• Experience selling any of the following is highly valued: Print management
• Experience selling any of the following is highly valued: Business process outsourcing (BPO)
• Experience selling any of the following is highly valued: Managed services
• Experience selling any of the following is highly valued: Professional services
• Experience selling any of the following is highly valued: Workflow automation
• Experience selling any of the following is highly valued: Digital transformation
• Experience selling any of the following is highly valued: AI-enabled or intelligent automation solutions
• Experience selling any of the following is highly valued: Employee-experience technology
• Experience selling any of the following is highly valued: Corporate real estate services
• Experience selling any of the following is highly valued: Hospitality or business services
• Experience selling into banking, financial services, insurance, legal, technology, professional services, corporate real estate, healthcare, or Fortune 500 organizations is also preferred