Account Executive

About the role:

The Account Executive is responsible for driving new business development and revenue growth across Divcon’s target markets. This role focuses on identifying, developing, and closing new client opportunities by building strong relationships, understanding customer needs, and delivering tailored automation and controls solutions.

The Account Executive owns the full sales lifecycle—from initial prospecting through contract execution—and works closely with Sales Operations, Account Managers, Engineering, and Operations to ensure a seamless transition from sale to project delivery. This role requires a strategic approach to market development combined with strong execution in day-to-day sales activities.

Key Responsibilities:

Business Development & Pipeline Generation

• Develop and execute a strategic sales plan to achieve revenue targets and expand Divcon’s customer base.
• Identify and pursue new business opportunities through networking, cold outreach, referrals, and industry engagement.
• Build and maintain relationships with prospective clients, key stakeholders, and decision-makers.
• Identify target markets and develop strategies to penetrate new accounts and industries.

Sales Execution & Deal Management

• Lead client meetings, presentations, and discovery discussions to understand customer needs and position solutions.
• Develop and present tailored proposals in collaboration with Engineering, Operations, and internal teams.
• Negotiate contract terms and successfully close new business opportunities.
• Manage the full sales lifecycle, including qualification, proposal development, negotiation, and contract execution.

Client Transition & Account Alignment

• Partner with Account Managers to ensure a smooth handoff of new clients and projects post-sale.
• Provide clear documentation of client expectations, scope, and commitments to internal teams.
• Support ongoing client relationships as needed to ensure alignment during early project phases.

Market Intelligence & Strategy

• Maintain awareness of industry trends, competitive landscape, and emerging technologies within automation, controls, and mission-critical environments.
• Gather and communicate market feedback to Sales leadership and internal stakeholders.
• Identify opportunities to refine sales strategies based on customer needs and market conditions.

Pipeline Management & Reporting

• Maintain accurate and up-to-date pipeline data within CRM systems, including deal stages, values, and projected close dates.
• Track and report on sales activities, performance metrics, and progress toward targets.
• Partner with Sales Operations to ensure pipeline visibility, forecasting accuracy, and reporting consistency.

Qualifications:

• Bachelor’s degree in Business, Engineering, or related field (or equivalent experience).
• Strong understanding of technical or solution-based sales environments.
• Proficiency in CRM systems and sales tools.
• Strong communication, presentation, and negotiation skills.
• Ability to build relationships with technical and non-technical stakeholders.
• Strong organizational and time management skills.
• Self-motivated with a results-oriented mindset.

Experience

• 5+ years of experience in sales, business development, or account acquisition roles.
• Proven track record of identifying, developing, and closing new business opportunities.
• Experience in mission-critical, construction, automation, technology, or related industries preferred.
• Experience selling technical or engineered solutions preferred.
• Experience working in a collaborative, cross-functional sales environment.

Preferred Qualifications:

• Experience in construction, facilities, automation, mission-critical infrastructure, or technical/industrial services industries
• Background supporting outside sales teams or senior account executives in a high-growth environment
• Experience with QBR processes, account planning, or client success frameworks
• Familiarity with proposal development and RFP response coordination
• Proficiency with reporting and analytics tools (Excel, CRM dashboards, or similar)

Physical Requirements

• Sit and/or stand for extended periods (typically 6-8 hours per day) while performing computer-based tasks and facility support tasks.
• Use hands and fingers to operate standard office equipment, including computers, keyboards, mice, telephones, scanners and printers.
• Occasionally stand, walk, bend, stoop, or reach to access filing cabinets, retrieve documents, or attend meetings.
• Lift, carry, push, or pull light objects and materials weighing up to 20-25 pounds (e.g., boxes of files or office supplies).
• Have sufficient vision (with or without correction) to read computer screens, printed documents, and small print; and sufficient hearing to communicate effectively by phone and in person.
• Work in a typical indoor office environment with moderate noise levels from office equipment, conversations, and occasional interruptions.

What Success Looks Like:

• Account Executives are consistently prepared for every client interaction—briefed, resourced, and supported without having to ask
• Client inquiries are acknowledged and routed within hours, not days—nothing falls through the cracks
• QBRs run on schedule with polished materials and clear follow-up actions, reinforcing Divcon’s professionalism with every account
• CRM data for assigned accounts is accurate, current, and trusted by Sales leadership for forecasting and decision-making
• Expansion opportunities within existing accounts are identified and surfaced proactively, contributing directly to pipeline growth