Principal Account Executive

Job Overview

At ICIMS, we believe the right people can transform a business. As the world’s leading recruiting software provider, we help organizations build stronger teams through innovative technology, industry expertise, and a relentless focus on customer success.

As a Principal Account Executive, you’ll play a critical role in helping organizations solve complex recruiting challenges and achieve their business goals. You’ll develop and execute value-based sales strategies for your assigned territory, leveraging your understanding of the ICIMS platform, industry insights, prospect research, customer success stories to qualified pipeline opportunities delivering meaningful business outcomes and achieve sales goals.

You’ll be supported by industry-leading sales tools, training, and cross-functional resources designed to help you succeed. As ICIMS continues to grow, there are numerous opportunities to advance your career, including Senior Principal AE, Strategic AE, and sales leadership roles.

In this Principal AE role, you’ll join the Commercial Sales team and work with organizations of up to 3,500 employees across the Central Region of the United States.

This is a remote position that may require up to 25% travel.

About Us

ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

Responsibilities

• Leverage company training opportunities to buildexpertisein the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.

• Research target accounts (up to 3,500 employees) toidentifykey decision makers, understand business challenges, and buildpersona basedvalue propositions.

• Buildssales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking,webinarsand cold calling.

• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.

• Leverage the CRM to support the sales process and ensure pipeline accuracy.

• Through a consultative approach, uncover prospect business issues and craftvalue basedproposals for the full suite of iCIMS portfolio solutions.

• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing,presales, sales management, accounting, services, infosec, legal and technical groups.

• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 10+ years of experience in software sales.

• 7+ years of experience targeting new logo accounts with complex deals.

• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including globalorganizations.

• Demonstrated ability to build effective,value-basedsales plans with adequate pipeline coverage to ensure quota achievement.

• A passion for helping potential customers solve business issues with advanced technology solutions.

• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using avalue-basedapproach.

• Able to communicate with and influencemultipleslayers within organizations, including Senior Leadership through C-level.

• Ability to work both independently and within a team environment.

• Proficiencywith Microsoft Office products such as Word and Excel.

• Proficiencywith LinkedIn and social selling.

Preferred

• Experience with Salesforce, Clari,SalesLoftand Gong.

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