Account Executive

Job Responsibilities:

• Own the end-to-end sales cycle from qualified meeting to closed-won for prospects in the US SMB segment
• Partner closely with SDRs to convert meetings into qualified opportunities, providing feedback to sharpen targeting and messaging
• Build and manage a healthy pipeline, supplementing SDR-sourced meetings with your own prospecting where needed
• Understand prospect needs deeply engineering bottlenecks, product roadmap gaps, scaling challenges and position Clarion's Associate Account Director
• software engineering services and vEmployee™ model as the right-fit solution
• Run compelling discovery calls, demos, and solution walkthroughs tailored to technical and business stakeholders
• Negotiate commercial terms and close deals in line with quota and revenue targets
• Maintain accurate pipeline hygiene and forecasting in the CRM, with clear visibility into deal stages and next steps
• Collaborate with Marketing, SDRs, and Delivery/Solutioning teams to ensure smooth handoffs and a strong client onboarding experience post-sale
• Stay current on ISV market trends, competitor positioning, and Clarion's evolving service offerings (including GenAI, ML, and predictive analytics capabilities)
• Consistently meet or exceed monthly/quarterly sales targets

Job Requirements:

• 5–8 years of overall sales experience, with a significant portion in IT services, software engineering services, or technology sales
• Proven track record of carrying and consistently meeting/exceeding quota as an individual contributor
• Experience selling into the US market, with strong understanding of US business buying cycles and communication norms
• Comfort managing a full sales cycle independently — from prospecting/qualification through to close
• Working knowledge of the ISV ecosystem and software product development lifecycle is highly valued
• Strong consultative selling skills — ability to understand technical requirements and translate them into a compelling business case
• Polished written and verbal communication skills, with the ability to present confidently to senior stakeholders (CTOs, VP Engineering, Product leaders)
• Ability to work independently in a fast-paced, target-driven environment
• Comfort working a US-aligned shift (5 PM – 2 AM IST) from the Pune office (3 days/week)

Preferred Qualifications:

• Prior experience selling to ISVs or software product companies, engaging personas such as CTOs, CIOs, VP Engineering, Heads of Product, and other similar technical/product leadership roles
• Experience working alongside or managing a book of business generated by an SDR/BDR function
• Familiarity with CRM tools (e.g., Salesforce, HubSpot) and forecasting/pipeline management practices
• Exposure to consultative or solution-selling methodologies (e.g., MEDDIC, Sandler, Challenger)
• Understanding of GenAI, machine learning, or predictive analytics use cases is a plus.