Job Details

Summary The Account Executive is responsible for driving net new recurring revenue at Apex through consultative sales, targeted prospecting, and disciplined pipeline execution, with a strong emphasis on the public sector market—including municipalities, school districts, and government agencies—and owns the full sales cycle from initial discovery through close and client handoff.Responsibilities Business Development & Pipeline Generation Prospect for net new managed services business with a focus on public sector and commercial clientsRespond to and qualify inbound Marketing Qualified Leads (MQLs) with urgency and thoroughnessBuild and maintain a healthy pipeline in HubSpot with accurate opportunity data, stage progression, and forecastingIdentify and pursue referral opportunities, including through Apex's Public Sector Strategic Advisory Council referral programRFP Management (~56% of New MRR)Monitor RFP notification services and evaluate opportunities for fit and likelihood of winLead the end-to-end RFP response process: review, qualification decision, Q&A, proposal development, walkthrough, and interview preparationCollaborate with the marketing team on templated RFP content; customize with current differentiators and advisory council participationEngage Public Sector Strategic Advisory Council members to participate in RFP responses where appropriateManage contracts and service agreements in coordination with internal stakeholders; understand escalation points and when to involve legal counselConsultative Sales & Discovery Conduct structured discovery meetings using Sandler Selling System methodology to uncover client pain and business objectivesEvaluate prospect fit early in the cycle—assess whether a prospect aligns with Apex's target client profile for a healthy, long‑term engagementAlign Apex's managed services, cybersecurity, and cloud solutions to client needs; collaborate with Sales Engineers for technical depthDetermine appropriate pricing model for client's needs (per‑user, per‑device, project‑based) and produce accurate quotesDeliver compelling presentations to business owners, city managers, police chiefs, finance directors, city councils, and boards of supervisorsResearch and profile council members and decision‑makers prior to key meetings or presentationsPublic Sector & Advisory Council Engagement Serve as the primary relationship manager for Apex's Public Sector Strategic Advisory CouncilCoordinate advisory council meetings (~3x per year): develop agendas, manage logistics, and ensure meetings deliver value for membersEngage council members to participate in RFP responses, prospect conversations, and public sector marketing effortsManage council member compensation and the warm‑referral commission structureContract & Agreement Management Lead managed service contract development and negotiation with new clientsUnderstand standard municipal services agreement requirements and identify when escalation to leadership or legal counsel is neededEnsure contracts are accurately documented and properly transitioned to the onboarding teamClient Transition & Onboarding Provide a complete and accurate handoff of new clients to the onboarding, vCIO, and service delivery teamsParticipate in client transition meetings and support a smooth onboarding experienceFollow up with newly onboarded clients to reinforce relationship quality and surface referral opportunitiesSales Systems & Reporting Maintain CRM discipline in HubSpot: accurate pipeline data, opportunity stages, activities, and close‑date forecastingUse QuoteWerks for proposal and quote generation; leverage BrightGauge for reporting visibilityLeverage AI and available technology to improve outreach, research, proposal quality, and sales effectivenessQualifications Proven success in B2B technology sales, managed IT services, cybersecurity, cloud solutions, or related offeringsDemonstrated ability to build pipeline and close complex, consultative sales opportunitiesStrong executive communication and presentation skills—comfortable presenting to city councils, elected officials, and C‑suite executivesExperience with RFP processes and structured sales methodologies, particularly the Sandler Selling SystemAbility to evaluate prospect fit and exercise sound judgment on whether to pursue or walk away from an opportunityWorking knowledge of IT services sufficient to hold credible business conversations with technical buyers; collaborate with Sales Engineers for technical depthStrong CRM, forecasting, and pipeline management disciplineExperience in an MSP, MSSP, VAR, or similar technology services environmentExperience selling recurring revenue agreementsExperience working with public sector, municipal, or government clientsFamiliarity with HubSpot, QuoteWerks, BrightGauge, and Microsoft 365/SharePointSalary of $90,000 and up DOE and commissionPreferred Attributes Self‑directed and highly accountable—comfortable owning a number without close supervisionCredible and confident in front of senior public officials, business owners, and board‑level audiencesSound judgment in qualifying opportunities and walking away from poor‑fit prospectsOrganized, disciplined pipeline manager who keeps CRM data accurate and forecasts honestCollaborative partner to technical teams, operations, and marketing while driving independent resultsCurious about technology trends and proactive in using new tools—including AI—to improve effectivenessBenefits & Perks Gym membership or reimbursementDiscounted car care servicesEducation/tuition reimbursementsTechnical and leadership training opportunitiesMedical insurance with employer contributions for employees and familyDental and vision insurance401(k) with up to 5% company matchTwice weekly company‑paid lunch and coffeeCompany‑paid Dutch dayFully stocked break room and standing desks availableVolunteer time offEqual Opportunity Employer Apex, a New Charter Company, is committed to creating an inclusive environment and is proud to be an equal‑opportunity employer. Apex recruits, employs, trains, compensates, and promotes regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.Location Headquartered in Redding, CA and expanding throughout the state of California.#J-18808-Ljbffr