Role: Senior Sales - Account Executive

Experience: 10+ years

Job Summary:

We are looking for a results-driven Senior Sales / Account Executive with 12+ years of experience in new business development, strategic account management, and revenue growth.

The successful candidate will own the sales cycle - from prospecting and opportunity qualification through negotiation and closure - while expanding existing accounts, maintaining a healthy pipeline, and delivering accurate forecasts.

This role requires strong customer engagement, disciplined CRM management, timely communication, and close collaboration with internal teams to ensure client commitments align with delivery capabilities.

Key Responsibilities:

New Business Development:

- Identify, pursue, and close new business opportunities in the assigned market.

- Maintain a consistent and structured outbound prospecting cadence.

- Build relationships with decision-makers, influencers, and senior stakeholders.

- Qualify leads and advance opportunities through each stage of the sales cycle.

- Develop account and territory plans to achieve revenue targets.

Account Management and Growth:

- Manage and strengthen relationships with assigned clients.

- Identify and pursue renewal, expansion, upsell, and cross-sell opportunities.

- Maintain proactive engagement to support customer retention and satisfaction.

- Monitor account health and address customer concerns and risks promptly.

- Coordinate appropriate internal support to resolve client issues.

Pipeline and Sales Execution:

- Build, maintain, and manage a qualified sales pipeline.

- Qualify opportunities based on customer need, solution fit, budget, decision-making authority, and timeline.

- Progress opportunities through the sales cycle with clear next steps and timely follow-up.

- Develop proposals, presentations, and commercial plans in coordination with relevant teams.

- Manage negotiations and close opportunities in line with company objectives.

Forecasting, CRM, and Reporting:

- Provide timely, realistic sales forecasts based on current opportunity status.

- Maintain accurate and complete CRM records, opportunity details, and sales documentation.

- Communicate deal risks, customer-priority changes, and potential slippage promptly.

- Participate in weekly, monthly, and quarterly business reviews.

- Track performance against sales targets and take corrective action where needed.

Internal Collaboration and Learning:

- Work closely with delivery, solutions, operations, and leadership teams.

- Confirm that customer expectations and proposed commitments align with internal capabilities.

- Escalate issues appropriately and support timely resolution.

- Continuously build knowledge of Milestone's capabilities, offerings, and value proposition.

Required Skills and Qualifications:

- 12+ years of experience in sales, business development, account management, or a related role.

- Demonstrated success in meeting revenue targets through new business acquisition and existing-account growth.

- Experience managing complex sales cycles and senior customer relationships.

- Strong prospecting, opportunity qualification, negotiation, and closing skills.

- Excellent communication, presentation, and stakeholder-management abilities.

- Proven ability to build and manage a healthy pipeline and provide reliable forecasts.

- Strong CRM discipline and experience maintaining accurate sales data and reports.

- Effective cross-functional collaboration, problem-solving, and time-management skills.

- Ability to work consistently toward targets and communicate progress and risks clearly.

Keywords: Senior Sales Executive, Account Executive, Business Development, New Business Development, Account Management, Strategic Accounts, Revenue Growth, Pipeline Management, Sales Forecasting, CRM, Upselling, Cross-selling, Client Relationship Management