Account Executive, AMS Sales

About Naylor Association Solutions

For more than 50 years, Naylor Association Solutions has been the trusted partner helping professional and trade associations grow, connect, and thrive. We deliver integrated solutions spanning media, events, career centers, data, and technology — empowering associations to drive member value and revenue. A key part of that portfolio is our AMS platform: a purpose-built association management system that helps associations streamline operations, engage members, and generate non-dues revenue. We are growing rapidly, modernizing our go-to-market strategy, and expanding the team that will define Naylor's next chapter.

The Opportunity

Naylor is looking for a hungry, consultative sales professional to own new logo growth for our AMS platform. This is a pure hunter role — you will build and manage a full pipeline of prospective association clients and drive the complete sales cycle from first outreach to signed agreement. You will be selling into a market you understand: associations navigating technology decisions, modernizing their member experience, and looking for a trusted partner to guide them. Reporting directly to the Chief Growth Officer, this role is for someone who thrives on building relationships, closing complex deals, and making a measurable impact.

The preferred candidate will work hybrid based in the Atlanta, Ga area. We will consider remote employees based in the US in ET or CT time zones.

What You'll Do

Own the Pipeline

• Build and manage a healthy pipeline of prospective association clients — from outbound prospecting and inbound qualification through close.
• Execute the full sales cycle: discovery, qualification, consultative needs analysis, tailored demos and proposals, negotiation, and close.
• Develop a targeted prospecting motion focused on small-to-mid-market associations across priority verticals and industries.
• Conduct compelling discovery conversations and AMS demos that connect Naylor's platform capabilities to each prospect's specific goals and pain points.

Win New Business

• Deliver against individual new logo acquisition targets and annual ARR goals as defined in the business plan.
• Lead multi-stakeholder deals — navigating executive sponsors, operations leads, and technology evaluators across a complex buying process.
• Represent Naylor at industry events, conferences, and within the broader association community to generate pipeline and strengthen relationships.
• Work cross-functionally with Product, Marketing, Revenue Operations, and Services to accelerate deals and ensure smooth handoffs at close.

Operate with Discipline

• Maintain rigorous Salesforce hygiene — accurate stage data, activity logging, and consistent pipeline forecasting.
• Track and report on pipeline metrics, conversion rates, and deal velocity on a regular cadence with the CGO.
• Stay current on the AMS competitive landscape, association technology trends, and the evolving needs of the associations you serve.

What You Bring

• 3–6 years of B2B SaaS sales experience with a consistent track record of quota attainment in a new logo or outbound-focused role.
• Experience selling into the association, nonprofit, or membership organization space — or at a company providing technology to associations — is a strong plus.
• Proven ability to run a full sales cycle independently: from prospecting through close, without significant hand-holding.
• Strong discovery skills — you ask great questions, listen carefully, and tailor your approach to what prospects actually care about.
• Comfortable navigating multi-stakeholder deals where decisions span operations, technology, and executive leadership.
• Salesforce proficiency and a disciplined approach to pipeline management and forecasting.
• Excellent written and verbal communication — clear, direct, and credible in front of association executives and staff.
• Self-starter who thrives with autonomy and holds yourself accountable to results.
• Willingness to travel to industry conferences and events (approximately 4–6 times per year).
• Bachelor's degree or equivalent experience.

Who You Are

• A Hunter: You are energized by prospecting, building pipeline, and closing net-new business. You don't wait for leads to come to you.
• Consultative and Curious: You invest in understanding how associations actually work — their revenue models, member dynamics, and technology challenges — and you sell from that understanding.
• Mission-Aligned: You believe associations play an important role in shaping industries and professional communities, and you want to help them succeed.
• Operationally Sharp: You treat your pipeline like a business — disciplined, data-informed, and consistently accurate.
• Resilient and Coachable: You take feedback well, recover quickly from setbacks, and keep improving your craft.

Why Naylor

This is a greenfield opportunity to own AMS new logo growth at a company with deep credibility in the association market and a platform that is increasingly competitive. You will have direct access to the Chief Growth Officer, work alongside a talented BD team, and be in a role where your results are visible, recognized, and rewarded. If you know the association space — or have sold SaaS into a market like it — and you want to work somewhere your pipeline directly shapes company trajectory, this is the role.