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Principal Account Executive

Hyland Software, Inc. • Westlake, OH • 7h ago

Job ID

2026-14470

of Openings

Job Locations

Remote - U.S.

Category

Sales - Account/Territory Management

Hiring Range

150,000.00/Yr. To 165,000.00/Yr.

Overview

Principal Account Executive - Cross Industry

Location: California, Arizona, Nevada, Idaho, Montana, Washington, Oregon, or Utah Preferred Work Arrangement:Remote

About the Role

The Principal Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners - with the objective of consistently meeting or exceeding assigned sales goals.

Technology Tools

CRM Platforms

Opportunity Management & Account Planning Tools

Microsoft Windows

Microsoft Office

Your Role Responsibilities? Here's What You'll Do.

Develop a comprehensive sales plan to meet or exceed quota - identifying and prioritizing opportunities for assigned high-risk, high-impact existing or potential customers or partners while operating as a trusted advisor to senior and executive-level leadership, leveraging long-term vision, strategy, and roadmaps to generate and maintain consistent pipeline.

Develop and communicate accurate sales forecasting on a real-time basis - recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls while leveraging expertise and best practice knowledge to educate customers on the benefits of the company's solutions and create new opportunities.

Partner with sales solution engineers in the development and delivery of software demonstrations - actively contributing to the demonstration process while engaging company specialists and support resources to advance opportunities and determining the viability of RFP requests to directly influence the development of responses.

Develop the closing plan and strategy for accounts - leading negotiation and contracting processes to ensure deals close on time as forecasted while building and maintaining strategic internal working relationships to enhance sales execution across key stakeholders and leadership levels.

Attend and actively contribute to trade shows - ensuring customers or potential customers are engaged in company marketing efforts, tailoring plans to meet customer needs, and proactively educating and influencing key executives on future business and technical needs to pursue opportunities for company expansion and integration.

Operate as an innovative thought leader and subject matter expert for the sales team - mentoring, coaching, and influencing team members while contributing to the overall growth and quality of sales processes and consulting on market trends, best practices, and industry insights.

Role Essentials

You'll be set up for success if you have:

Bachelor's degree or equivalent experience - with significant experience as an Account Manager in a complex environment and a proven track record of year-over-year sales generation success

Deep knowledge and expertise in sales, a relevant industry, or technology solutions - with a comprehensive understanding of best practices and market trends and the ability to proactively educate and influence key executives on future business and technical needs

Proficiency in opportunity management and account planning tools - with the ability to develop comprehensive sales plans, manage high-risk, high-impact accounts, and deliver accurate real-time sales forecasting

Excellent ability to establish rapport and gain the trust of others - with strong oral and written communication skills that demonstrate a professional demeanor and the ability to engage executive-level stakeholders with discretion and tact

Excellent negot

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