Account Executive

Role Overview

• Own the full sales cycle for new B2B partner opportunities — from initial outreach or lead response and through discovery, proposal, negotiation, and close
• Convert qualified leads from the SDR into active opportunities; self-source additional pipeline through proactive prospecting, referrals, and market research
• Conduct thorough discovery conversations to understand each prospect's business model, customer base, pain points, and partnership goals — then design and present tailored Good Sam product solutions
• Develop structured and automated solutions to meet lower volume demand funnels
• Confidently present and demo Good Sam's product and service portfolio, leveraging deep product knowledge and an understanding of each partner channel model
• Manage and progress an active pipeline of 15-25+ qualified opportunities at any given time — moving deals forward with urgency and strategic precision
• Develop and deliver compelling proposals and pitch materials in partnership with the Director, Business Development, Product Development team, and Business Leaders
• Close new partner agreements that drive meaningful revenue growth — with a year-one target of 2-5 signed partnerships contributing to $250K+ in annual partner revenue
• Direct the daily activity of one SDR — setting outreach targets, prioritizing account lists, reviewing messaging, and ensuring a consistent flow of qualified leads into the pipeline
• Coach the SDR on qualification criteria, objection handling, and discovery — helping them improve lead quality and conversion from outreach to opportunity
• Collaborate with the Director, Business Development to refine targeting criteria, ideal partner profiles, and outreach messaging based on what is and is not converting in the pipeline
• Maintain clear handoff standards between SDR-sourced leads and active AE opportunities — ensuring no leads fall through the cracks
• Partner closely with the Product Development team to ensure product structures, benefit designs, and pricing are competitive and tailored to active partner opportunities
• Work with business line leaders to understand product performance, channel dynamics, and any constraints that affect how products can be positioned in B2B deals
• Coordinate with the Partner Account Manager on post-sale handoffs — ensuring a clean transition and strong start to each new partnership
• Provide ongoing feedback to the Director, Business Development and Product Development team on market signals, prospect objections, competitive intelligence, and emerging partner opportunity types
• Support the F&I sales arm on product incorporation into third-party dealership programs as needed
• Maintain a clean, accurate, and up-to-date pipeline in HubSpot — logging all prospect activity, notes, next steps, and deal stages consistently
• Deliver weekly pipeline updates to the Director, Business Development — highlighting key wins, active deals, challenges, learnings, and performance metrics
• Develop and present a detailed 30/60/90-day plan each quarter — outlining pipeline priorities, target segments, conversion expectations, and support needs
• Track personal performance against quota and KPIs — proactively identifying gaps and adjusting approach as needed

Requirements

• 2-4 years of B2B sales experience required; demonstrated success meeting or exceeding quota in a performance-driven environment
• Experience selling protection products, warranty, membership programs, insurance-adjacent offerings, or comparable subscription or service-based products preferred
• Familiarity with partner channel models — affiliate, wholesale, white label, sponsored, commercial/fleet — a strong plus
• Consultative selling approach — skilled at discovery, needs analysis, and connecting business problems to tailored solutions
• Strong verbal and written communication skills — confident presenting to business owners, executives, HR leaders, and fleet managers
• Highly organized and disciplined pipeline manager — comfortable maintaining 15-25+ active opportunities simultaneously
• Proficient in HubSpot or comparable CRM platforms; experienced with sales enablement tools and Microsoft Office Suite
• Self-starter with the ability to work independently while operating as a collaborative team member
• Comfortable operating in a fast-paced, high-growth environment where processes are still being built
• Up to 25% travel required — trade shows, partner visits, prospect meetings, and industry events

Benefits

• Paid Time Off
• 401(k)
• Employee Assistance Program
• Good Sam Roadside Assistance
• Discounts
• Paid parental leave (if eligibility is met)
• Tuition Reimbursement (if eligibility is met)
• On the job training opportunities
• Comprehensive benefit package including medical, dental, vision and more!