North America Acquisition Account Executive - Remote Eligible

North America Acquisition (New Logo) Account Executive

Reports To: Vice President, North America Acquisition (New Logo) Accounts

Location: Remote, with proximity to major airport

Role Overview

The North America Acquisition Account Executive is focused exclusively on new logo acquisition within our target "Win Zone" industries. This role is responsible for driving net-new business growth by identifying, engaging, and closing new customers. The ideal candidate is a proactive hunter with strong solution-selling skills, capable of navigating complex enterprise sales cycles and delivering exceptional customer value.

Key Responsibilities

1. New Business Development & Prospecting

• Identify, research, and target net-new potential customers within assigned territory or industry.
• Develop a prospecting strategy leveraging outbound calls, emails, social selling, and networking.
• Utilize marketing-generated leads, inbound inquiries, and industry events to create new opportunities.
• Build and maintain a healthy sales pipeline of qualified opportunities through consistent prospecting efforts.

2. Solution Selling & Sales Execution

• Conduct discovery calls and meetings to uncover prospect pain points, business needs, and goals.
• Deliver tailored sales presentations and product demos aligned to customer challenges.
• Position SaaS solutions, licensed software, and professional services to drive measurable business outcomes.
• Manage the full sales cycle from initial contact to signed contract, ensuring a smooth buyer experience.
• Navigate complex sales cycles involving multiple stakeholders, procurement teams, and executive decision-makers.
• Negotiate pricing, contracts, and deal terms in alignment with company policies and revenue objectives.

3. Sales Forecasting & Pipeline Management

• Maintain accurate and up-to-date opportunities in CRM (Salesforce, HubSpot, or Dynamics 365).
• Provide timely and accurate sales forecasts to leadership.
• Prioritize deals based on win probability, deal size, and strategic fit.
• Consistently meet or exceed quota and revenue targets for new logo acquisition.

4. Industry & Competitive Intelligence

• Stay informed on market trends, competitor activities, and industry developments.
• Identify differentiation strategies to position Accruent's solutions competitively.
• Share industry insights and best practices to establish thought leadership and credibility.

5. Collaboration with Internal Teams

• Partner with Sales Development Representatives (SDRs) to maximize pipeline generation.
• Work closely with Solution Engineers for technical demos and proof-of-concepts.
• Collaborate with Marketing to refine messaging and campaigns for lead generation.
• Align with Customer Success & Professional Services to ensure seamless onboarding post-sale.

6. Contracting & Closing Deals

• Drive urgency to accelerate deal closure.
• Work with Legal and Finance to structure compliant contracts.
• Manage procurement approvals and negotiations for a smooth close.
• Ensure a successful handoff to Customer Success and Implementation teams.

7. Performance & Continuous Improvement

• Analyze deal cycles and optimize sales processes for efficiency.
• Continuously develop sales skills, industry knowledge, and competitive positioning.
• Seek feedback from prospects and customers to improve value messaging and techniques.

Qualifications

• 5+ years of enterprise B2B SaaS sales experience with a focus on new logo acquisition.
• Proven success in hunting and closing complex deals in target industries.
• Strong understanding of solution selling, pipeline management, and CRM tools.
• Excellent communication, negotiation, and executive engagement skills.
• Ability to thrive in a fast-paced, quota-driven environment.
• Willingness to travel within North America as needed.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Accruent

Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we're proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.

Accruent is a leading provider of solutions for unifying the built environment—spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.

Pay Range

The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 173000 - 288900