Principal Account Executive

Job Overview

At iCIMS, we are dedicated to empowering our clients to build exceptional workforces. Join our dynamic Account Executive Team, where you will play a pivotal role in helping potential clients maximize their recruitment strategies to attract, engage, hire, and develop top talent. In this role, you will receive industry-leading tools and comprehensive training to create and implement effective sales strategies for your assigned territory. With your deep understanding of the iCIMS Talent Cloud, insightful prospect research, and compelling customer success stories, you will be well-equipped to meet and exceed sales quotas. We offer significant opportunities for advancement, including positions such as Sr. Principal AE and Strategic AE, as well as management roles as we expand globally

This position is remote but may entail travel up to 25%.

About Us

When you join iCIMS, you become a part of a team that is transforming businesses worldwide through the immense potential of talent. Our clients engage in remarkable endeavors: from designing innovative technologies to developing life-saving vaccines and delivering essential goods. As a leader in Talent Cloud solutions, we equip organizations to attract, engage, hire, and elevate the right talent. We are passionately committed to building diverse, winning workforces and fostering an inclusive, purpose-driven, and innovative workplace where everyone feels valued.

Responsibilities

• Utilize company training resources to deepen your knowledge of the iCIMS Talent Cloud and the talent acquisition industry.

• Research targeted accounts (5,000+ employees) to pinpoint key decision-makers, comprehend their business challenges, and develop tailored value propositions.

• Create robust sales funnels (3X pipeline) through proactive prospecting efforts, including client referrals, regional networking, webinars, and cold calling.

• Collaboratively engage with the sales development and presales teams to convert marketing qualified leads into sales qualified leads and implement comprehensive sales plans.

• Utilize the CRM effectively to support the sales process and maintain accurate pipeline reporting.

• Employ a consultative approach to uncover business challenges faced by prospects and design value-based proposals for the complete suite of iCIMS solutions.

• Oversee the entire sales process, including RFP/RFI submissions and final contracts, while coordinating with marketing, presales, sales management, accounting, services, infosec, legal, and technical teams.

• Consistently meet and exceed sales quotas for acquiring new logo accounts.

Qualifications

• Over 10 years of experience in software sales.

• At least 7 years of experience targeting large enterprise accounts with complex sales cycles.

• Proven track record of consistently achieving B2B sales quotas with substantial deal sizes, including for global organizations.

• Demonstrated ability to craft effective, value-oriented sales strategies with sufficient pipeline coverage to ensure quota fulfillment.

• A genuine passion for solving business challenges for clients through advanced technology solutions.

• Adept at engaging various buyer personas, building relationships, and closing new logo accounts with a value-based approach.

• Exceptional communication skills, with the ability to influence multiple layers within organizations, including senior leadership and C-level executives.

• Capable of working independently as well as collaboratively within a team environment.

• Proficient in Microsoft Office products such as Word and Excel.

• Experienced in using LinkedIn and social selling strategies.

Preferred

• Familiarity with Salesforce, Clari, SalesLoft, and Gong.

• Experience with a holistic selling approach.

• Background in the HCM, Software-as-a-Service, or Technology industry.

EEO Statement

iCIMS is dedicated to creating a workplace where everyone belongs. We embrace diversity and are committed to fostering an inclusive environment for all employees. Our approach helps us establish a winning team that reflects a range of backgrounds, perspectives, and abilities. Regardless of how your diversity is expressed, you will find a place here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. Discrimination or harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other legally protected characteristics is strictly prohibited. If you require accommodation due to a disability, please contact us.

Compensation and Benefits

We review applications for this position on a rolling basis until it is filled. Applications are reviewed as they arrive, and qualified candidates may be contacted throughout the posting period.

The expected base salary for this role ranges from $120,000 to $150,000 annually. Additional compensation may include quarterly commissions, if applicable. Final compensation will be influenced by factors such as relevant experience, skills, education, internal equity, and market data, aligning with our commitment to equitable and transparent compensation practices, as outlined by applicable law.

We offer competitive health and wellness benefits, including medical, dental, vision, 401(k), dependent care, short-term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary based on location, role, and tenure.