Own the full sales cycle for new business acquisition in the Distribution market, targeting mid-market SaaS deals exceeding $100K ARR. Responsibilities include prospecting, discovery, product demonstrations, consultative selling, MEDDPICC-based opportunity management, negotiation, pipeline development, forecasting, CRM maintenance, and customer handoffs. The role partners with SDRs, Sales Leadership, Marketing, and Customer Success to drive revenue growth and optimize go-to-market execution.
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.
We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
epaCUBE is seeking a driven Account Executive focused on new business acquisition to accelerate growth within the Distribution market. This role centers on winning mid-market deals with an average contract value over $100K ARR, requiring a disciplined, consultative seller with a passion for uncovering new opportunities and driving measurable outcomes.
As an Account Executive, you’ll own the full sales cycle—from targeted prospecting to executive presentations and contract execution. You’ll thrive in a fast-paced, growth-minded environment where collaboration, accountability, and strategic execution define success.
This is a fully remote role; all candidates must be based in the US.What You’ll Do:- New Business Acquisition: Identify, engage, and convert new logo opportunities within the Distribution market
- Prospecting: Develop prospecting strategies through research, outbound outreach, and engagement with key decision-makers
- Full-Cycle Sales: Manage SaaS sales opportunities from qualification through close
- Product Demonstrations: Lead product demonstrations, ROI-based discussions, and value-driven presentations to multi-stakeholder buying groups
- Consultative Selling: Conduct deep discovery to identify customer pain points, align solutions to business objectives, and build ROI-based value propositions
- Sales Methodology: Apply MEDDPICC methodology to maintain deal discipline and improve forecast accuracy
- Opportunity Strategy: Develop and execute opportunity strategies that balance customer outcomes with business goals
- Negotiation: Negotiate contract terms that establish long-term, mutually beneficial partnerships
- Pipeline Development: Work closely with Sales Development Representatives (SDRs) to optimize pipeline creation and territory coverage
- Team Collaboration: Partner with Sales Leadership and Marketing to refine go-to-market motions, campaigns, and messaging
- Customer Handoff: Ensure seamless handoffs to Customer Success for onboarding and adoption
- Pipeline Management: Maintain high CRM hygiene and data accuracy in HubSpot and deliver consistent, data-driven forecasting
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota
- Demonstrated success in new business acquisition within Distribution mid-market customers ($100K+ ARR typical deal size)
- Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers in Pricing, Sales, and Finance
- Exceptional communication, presentation, and negotiation skills
- CRM proficiency (HubSpot preferred)
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment
- Experience selling into Distribution
- Experience selling multi-threaded $100K+ SaaS, especially Profit Optimization
- Demonstrated success working cross-functionally with SDRs, Sales Leadership, and Marketing to optimize GTM execution
- Background in new logo acquisition within Distribution
Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Why Join Us?At Cordance, we believe in taking care of our team members. When you join us, you’ll enjoy a comprehensive benefits package designed to support your health, financial well-being, and work-life balance:
- Health and Wellness:
- Comprehensive Health Coverage: Coverage begins on your first day of employment.
- Retirement Savings:
- 401K Plan (US): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- Paid Time Off:
- Flexible PTO: Enjoy uncapped paid time off to balance your work and personal life.
- Parental Leave:
- 12 weeks paid leave for all employees.
- Remote Work Support:
- Monthly Stipend: Receive $75 USD / $140 CAD per month for phone and internet if you work remotely.
- Holidays:
- Generous Holiday Schedule: Benefit from an extensive list of holidays to recharge and spend time with loved ones.
Join us and be part of a company that values your contributions and well-being from day one!
EEOC & ADA Statement:Cordance and its companies provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, creed, sex, nationality, ancestry, national origin, disability status, genetics, protected veteran status, affectional or sexual orientation, gender identity or expression, marital status, or any other characteristic protected by federal, state, or local laws.Cordance and its companies comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Human Resources.This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.Final candidate must be able to pass a background check.To view applicant notices required under federal and state law, please visit: https://cordance.co/applicant-notices/Similar Jobs
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