Account Executive

Summary 

The Account Executive is responsible for driving net new recurring revenue at Apex through consultative sales, targeted prospecting, and disciplined pipeline execution. This role carries a strong emphasis on the public sector market—including municipalities, school districts, and government agencies—and owns the full sales cycle from initial discovery through close and client handoff. The ideal candidate combines business-level communication skills, the ability to uncover client pain, and the credibility to present confidently to executives, elected officials, and boards. Base salary starting at $90,000 commensurate with experience, plus commission. 

Primary Responsibilities 

Business Development & Pipeline Generation 

• Prospect for net new managed services business with a focus on public sector and commercial clients 

• Respond to and qualify inbound Marketing Qualified Leads (MQLs) with urgency and thoroughness 

• Build and maintain a healthy pipeline in HubSpot with accurate opportunity data, stage progression, and forecasting 

• Identify and pursue referral opportunities, including through Apex's Public Sector Strategic Advisory Council referral program 

RFP Management (~56% of New MRR) 

• Monitor RFP notification services and evaluate opportunities for fit and likelihood of win 

• Lead the end-to-end RFP response process: review, qualification decision, Q&A, proposal development, walkthrough, and interview preparation 

• Collaborate with the marketing team on templated RFP content; customize with current differentiators and advisory council participation 

• Engage Public Sector Strategic Advisory Council members to participate in RFP responses where appropriate 

• Manage contracts and service agreements in coordination with internal stakeholders; understand escalation points and when to involve legal counsel 

Consultative Sales & Discovery 

• Conduct structured discovery meetings using Sandler Selling System methodology to uncover client pain and business objectives 

• Evaluate prospect fit early in the cycle—assess whether a prospect aligns with Apex's target client profile for a healthy, long-term engagement 

• Align Apex's managed services, cybersecurity, and cloud solutions to client needs; collaborate with Sales Engineers for technical depth 

• Determine appropriate pricing model for client’s needs (per-user, per-device, project-based) and produce accurate quotes 

• Deliver compelling presentations to business owners, city managers, police chiefs, finance directors, city councils, and boards of supervisors 

• Research and profile council members and decision-makers prior to key meetings or presentations 

Public Sector & Advisory Council Engagement 

• Serve as the primary relationship manager for Apex's Public Sector Strategic Advisory Council (retired public sector professionals who support Apex's credibility and outreach in municipal markets) 

• Coordinate advisory council meetings (~3x per year): develop agendas, manage logistics, and ensure meetings deliver value for members 

• Engage council members to participate in RFP responses, prospect conversations, and public sector marketing efforts 

• Manage council member compensation and the warm-referral commission structure 

Contract & Agreement Management 

• Lead managed service contract development and negotiation with new clients 

• Understand standard municipal services agreement requirements and identify when escalation to leadership or legal counsel is needed 

• Ensure contracts are accurately documented and properly transitioned to the onboarding team 

Client Transition & Onboarding Handoff 

• Provide a complete and accurate handoff of new clients to the onboarding, vCIO, and service delivery teams 

• Participate in client transition meetings and support a smooth onboarding experience 

• Follow up with newly onboarded clients to reinforce relationship quality and surface referral opportunities 

Sales Systems & Reporting 

• Maintain CRM discipline in HubSpot: accurate pipeline data, opportunity stages, activities, and close-date forecasting 

• Use QuoteWerks for proposal and quote generation; leverage BrightGauge for reporting visibility 

• Leverage AI and available technology to improve outreach, research, proposal quality, and sales effectiveness 

Preferred Skills & Experience 

• Proven success in B2B technology sales, managed IT services, cybersecurity, cloud solutions, or related offerings 

• Demonstrated ability to build pipeline and close complex, consultative sales opportunities 

• Strong executive communication and presentation skills—comfortable presenting to city councils, elected officials, and C-suite executives 

• Experience with RFP processes and structured sales methodologies, particularly the Sandler Selling System 

• Ability to evaluate prospect fit and exercise sound judgment on whether to pursue or walk away from an opportunity 

• Working knowledge of IT services sufficient to hold credible business conversations with technical buyers; collaborates with Sales Engineers for technical depth 

• Strong CRM, forecasting, and pipeline management discipline 

• Experience in an MSP, MSSP, VAR, or similar technology services environment 

• Experience selling recurring revenue agreements 

• Experience working with public sector, municipal, or government clients 

• Familiarity with HubSpot, QuoteWerks, BrightGauge, and Microsoft 365/SharePoint 

• Salary of 90,000 and up DOE and commission

Preferred Attributes 

• Self-directed and highly accountable—comfortable owning a number without close supervision 

• Credible and confident in front of senior public officials, business owners, and board-level audiences 

• Sound judgment in qualifying opportunities and walking away from poor-fit prospects 

• Organized, disciplined pipeline manager who keeps CRM data accurate and forecasts honest 

• Collaborative partner to technical teams, operations, and marketing while driving independent results 

• Curious about technology trends and proactive in using new tools—including AI—to improve effectiveness