What are the responsibilities and job description for the Account Executive position at Pelican Engineering?
About Us
Pelican Engineering is a forward-thinking technology focused engineering consulting firm with a legacy of excellence. We are dedicated to empowering companies by providing innovative solutions in engineering and project management. Our mission is to build lasting partnerships with our clients, guiding them to success with integrity, efficiency, and a commitment to environmental responsibility. We have a diverse portfolio of successful projects across industries like Energy, Manufacturing, Defense, Healthcare, and more.
The Role
We're hiring an Account Executive to win new customers for Pelican. You'll own the sales cycle from first contact through signed contract: finding the right companies, qualifying them, pricing the work, and closing. Nobody hands this role a qualified lead list, so you'll build your own pipeline through cold calls and cold email, and by showing up at the trade shows and industry events where our customers spend their time.
What You'll Do
• Prospect new accounts in the industries and customer profile set by our Director of Business Development, through both inside sales (cold calls, cold email) and outside sales (trade shows and industry events)
• Qualify prospects for fit at first contact, and again before pricing, including whether the deal size fits what our operations team can take on
• Build quotes within Pelican's pricing guidelines and hold margin on what you sign
• Review contracts for indemnity, insurance, and IP-transfer terms and raise them before signature
• Keep your pipeline in the CRM accurate (stage, value, close date, next step, lead source), since the business development forecast is built on it
• Hand off each closed deal with enough context that the team taking over the account starts informed
• Bring back what you hear in the market: objections, competitor mentions, and shifts in what customers are asking for
What We're Looking For
• 5 years of B2B sales experience, with a record of closing new business you sourced yourself
• Comfort with cold outreach, and the habit of working through objections instead of around them
• Experience owning a full sales cycle, including pricing and contract negotiation
• Disciplined CRM habits
• Willingness to travel to trade shows and industry events up to 25%
• Applicants must be authorized to work in the United States. We do not sponsor employment visas now or in the future.
Nice to Have
• A background in mechanical or electrical engineering, firmware, or manufacturing. It helps in conversations with engineering-minded buyers, though sales discipline matters more here than a technical degree.