The Account Executive will manage qualified inbound leads, drive full-cycle sales, conduct product demos, and develop proposals for SaaS solutions in EHS and compliance industries. They will also expand opportunities and maintain account activity using Salesforce.
Account Executive (SaaS – EHS & Compliance Industry)
At HSI, we empower organizations to create safer, smarter, and more compliant workplaces through our industry-leading EHS, training, and compliance solutions. Our platform is used by organizations nationwide to manage risk, deliver training, ensure regulatory compliance, and safeguard their people.
We are seeking a mid-market to enterprise Account Executive with industry experience — someone who understands the needs, regulations, and pain points of safety, compliance, training, or operationally complex environments. This role requires a consultative seller who can navigate multi-stakeholder cycles and articulate the value of HSI’s comprehensive SaaS offerings.
You will receive qualified inbound opportunities from our BDR team while also building strategic outbound pipeline in high-value verticals such as manufacturing, construction, utilities, energy, healthcare, transportation, and other regulated industries.
What You’ll Do- Manage and close qualified inbound leads and drive full-cycle sales opportunities from discovery to close.
- Perform targeted outbound outreach into strategic accounts and industry-specific verticals.
- Conduct consultative discovery to understand complex safety, compliance, training, and operational requirements.
- Deliver impactful product demos tailored to EHS, risk, compliance, or workforce development buyers.
- Navigate multi-stakeholder enterprise environments (EHS Directors, HR leaders, Risk/Safety Managers, Operations VPs).
- Develop proposals, build ROI cases, and negotiate multi-solution SaaS deals.
- Expand opportunity reach by mapping organizations both vertically and horizontally.
- Maintain accurate forecasting, pipeline hygiene, and account activity in Salesforce.
- Continuously grow your understanding of HSI’s product suite, EHS/compliance trends, and the competitive landscape.
- Industry Insight: Familiarity with EHS, compliance, safety training, workforce development, or selling into regulated industries.
- Consultative Selling: Ability to frame solutions around risk reduction, efficiency, and compliance outcomes.
- Influence: Skilled at guiding diverse stakeholders toward aligned decisions.
- Grit & Drive: Motivated to exceed quota and consistently outperform.
- Communication Excellence: Strong storytelling, demo delivery, and executive-level communication.
Requirements
- 4+ years of quota-carrying SaaS sales experience (required).
- B2B SaaS sales experience required, with proven success selling to mid-market and enterprise organizations.
- Industry experience selling into one or more of the following:
- Environmental Health & Safety (EHS)
- Risk / Compliance
- Training / LMS / workforce development
- Industrial / manufacturing / construction / utilities
- Healthcare, energy, logistics, or other regulated industries
- Strong experience in discovery, demoing, objection handling, deal structuring, and negotiation.
- Proficiency with Salesforce and standard sales tools.
- A 2-year degree required; 4-year degree preferred (or equivalent experience).
Benefits
- Full Healthcare: Health, dental, vision, and more - we've got you covered.
- Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
- Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
- Remote Work: You choose! Work from anywhere that boosts your productivity.
- Flexible Vacations: Take needed breaks with our generous time-off policy.
- Retirement Security: Benefit from our $1:$1 company match for retirement savings.
Top Skills
Salesforce
Similar Jobs
Conversational AI • Generative AI
Lead cross-functional initiatives for an AI-powered writing platform, overseeing project lifecycles and ensuring alignment across teams.
Top Skills:
AgileAISaaSScrum
AdTech • Big Data • Digital Media • Marketing Tech • Database • Automation
The Director of Product Management will lead product strategy and outcomes for Adstra's data and identity solutions, mentor product teams, and drive product discovery and delivery that aligns with customer needs and business outcomes.
Top Skills:
AdtechAIAPIsDataIdentityMartechMl
AdTech • Big Data • Digital Media • Marketing Tech • Database • Automation
The Brand Experience Lead at Adstra will develop and execute brand-led programs, manage content across channels, and support B2B marketing initiatives.
Top Skills:
Basic AnalyticsCanvaCmsEmail PlatformsFigmaSocial Schedulers
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
