Account Executive

Account Executive

Reports To: Head of Revenue

FLSA: Full-Time Exempt

Schedule: 8-hour shift, Monday–Friday in-person, Wednesday remote

Compensation

Base salary: $65,000–$75,000, depending on experience and track record.

This role participates in an uncapped commission plan with expected on-target earnings (OTE) of approximately $140,000–$150,000. Top performers who exceed quota have the opportunity to earn significantly more through accelerators and performance incentives.

Benefits

• 401(k) with company match
• Medical, dental, and health insurance
• 13 Paid Holidays
• PTO accrued each pay period, equivalent to:
• 3 weeks annually during Year 0-1
• 4 weeks annually beginning Year 2
• 5.75 weeks annually beginning Year 6

Knowledge coop has been a trusted education and compliance partner to the mortgage industry for more than 22 years.

Today we are evolving beyond traditional training software into a workforce enablement platform that helps organizations centralize onboarding, training, communication, operational knowledge, SOPs, compliance, and AI powered knowledge retrieval into one connected system.

Mortgage remains our strongest market and primary wedge, but we are actively expanding into adjacent industries where operational consistency, workforce enablement, and employee performance are critical.

We are hiring for a highly motivated, full-cycle Account Executive who thrives in an entrepreneurial environment. This is a builder role. You will be responsible for creating pipelines, closing new business, and helping improve and refine the sales process as we continue to scale.

If you are looking for established playbooks, SDR support, large inbound lead volume, or a fully mature sales organization, this is probably not the right fit. 

If you enjoy building, prospecting, learning from the market, and helping define how a company grows, you will have a significant impact here.

This role owns the entire sales cycle from prospecting through close. Success starts with generating pipeline and closing business. As a member of a small revenue team, you will also provide market feedback that helps improvise positioning, messaging, demos and sales execution.

This is primarily an inside sales role.  More prospecting, discovery, demos, and customer interactions are conducted virtually via phone, email, and video meetings.  Occasional travel for industry conferences, customer meetings, and company events may be required.

• Join a pivotal stage as we expand beyond our historical mortgage focused positioning and build a more scalable go to market engine.
• Own your success through self generated pipeline, outbound prospecting, and full cycle sales execution.
• Work directly with executive leadership and have a meaningful voice in how we sell, position, and grow the business.
• Help shape messaging, demos, sales process, and market strategy through direct feedback from customer conversations.
• Sell a platform with a strong reputation, an established customer base, and more than 22 years of industry credibility.
• Play a key role in validating new markets while building on our success in mortgage, banking, and credit unions.
• Uncapped earning potential with clear opportunities for increased responsibility as the company grows.

This is a full-cycle, hunter-oriented role. New logo acquisition is the primary path to quota. Your week will generally include:

Outbound Prospecting & Pipeline Creation. 

• Generate the majority of your pipeline through self sourced outbound activity, including account research, multi-channel outreach, referral generation, and strategic positioning.
• Protected time for pipeline creation is expected
• The week starts with the pipeline, not ends with it.

Discovery & Demonstrations. 

• Run effective discovery conversations that uncover operational challenges, onboarding gaps, communication breakdowns, compliance risks, and workforce enablement needs.
• Deliver tailored demonstrations tied to business outcomes rather than product features.

Deal Progression & Closing. 

• Manage opportunities through proposal, negotiation, procurement, and signature.
• Own the commercial process from first conversation through close.

Expansion Opportunities.

• Partner with Customer Success when qualified expansion opportunities emerge within existing accounts.
• Own the commercial motion through close.

Pipeline Discipline & Forecasting.

• Maintain accurate CRM data, stage progression, forecasting, and opportunity management.
• Pipeline you cannot see is not pipeline.

Go-To-Market Feedback. 

• Bring market insights back into the organization.
• Help identify winning messaging, objection patterns, competitive dynamics, ideal customer profiles, and opportunities for expansion into adjacent verticals.
• This is not a side responsibility.  It is part of the job.

Sales sits within the Revenue organization alongside Revenue Operations. The Account Executive reports directly to the Head of Revenue. Revenue Operations supports CRM administration, reporting, forecasting and pipeline visibility.  Customer Success owns- post sale customer outcomes and surfaces expansion opportunities.

The Account Executive owns all commercial activity including:

• Net new business
• Upsell opportunities
• Cross sell opportunities
• Expansion opportunities
• Pricing discussions
• Proposals
• Contract negotiations
• Closing

• Generate qualified pipeline through targeted outbound prospecting
• Build and maintain a healthy pipeline through self sourced activity
• Re-engage dormant opportunities
• Develop creative outreach strategies that create conversations

• Conduct consultative discovery conversations
• Deliver tailored demonstrations aligned to business outcomes
• Advance opportunities through the sales process
• Maintain disciplined pipeline management
• Forecast accurately and consistently

• Manage pricing conversations
• Negotiate contracts with leadership support when appropriate
• Close net-new business opportunities
• Close expansion opportunities sourced through Customer Success

• Provide structured feedback on positioning, pricing, packaging, and ICP developement
• Identify win/loss trends and objection patterns
• Contribute to the evolution of sales process and messaging
• Help validate adjacent market opportunities

• Partner with Customer Success on account strategy
• Collaborate with Marketing on messaging and enablement
• Provide product feedback from customer conversations
• Ensure clean handoffs to Customer Success after close

• 3–7 years of full-cycle B2B SaaS sales experience
• Demonstrate history of quota attainment in a closing role
• Proven ability to generate self sourced pipeline through outbound prospecting, account research, referrals and proactive outreach
• Demonstrated success creating opportunities without dependence on SDR support or high inbound lead volume
• Strong consultative discovery skills with the ability to uncover business challenges, operational gaps, and custom priorities
• Excellent verbal and written communication skills
• Strong CRM discipline and forecasting accuracy
• Comfortable operating in an environment where processes, messaging and playbooks are still evolving
• Experience selling into SMB and mid-market organizations with the ability to adapt sales approach based on buyer complexity, stakeholder involvement, and deal size
• Curious, coachable, and highly accountable and motivated by ownership

Preferred:

• Experience selling into mortgage, banking, credit unions, financial services, HR technology, compliance technology, workforce enablement, training, or regulated industries.
• Experience in startup or growth-stage environments
• Experience selling solutions that impact onboarding, training, workforce productivity, compliance, knowledge management, or operational efficiency.

Primary

• New logo ACV attainment against quota
• Self source pipeline generation
• Pipeline coverage and quality
• Qualified opportunities created
• Win rate
• Sales cycle progression

Secondary

• Expansion ACV closed from Customer Success-surfaced opportunities
• Forecast accuracy
• Contribution of market feedback that improves positioning, demos, messaging, and sales execution.

This is a foundational role within Knowledge Coop. The person who succeeds here will play an important role in the next phase of the company’s growth and revenue development.  As the company scales, opportunities may include:

• Senior Account Executive
• Strategic Account Executive
• Team Leadership
• Sales Management

We are looking for someone who views and treats this opportunity as a build, not just a quota.