Account Executive, Outside Sales - Texas Territory

Trafera provides IT services and educational technology solutions. The Account Executive, Outside Sales role drives revenue growth through new customer acquisition, existing-customer expansion, territory prospecting, competitive displacement, pipeline development, and achievement of revenue and market share goals.

Responsibilities:

• Own new business development and customer growth within assigned territory, with primary accountability for net-new customer acquisition
• Build and execute a disciplined prospecting strategy, including cold outreach, targeted account engagement, in-person networking, and industry event participation
• Create and maintain a robust, forward-looking pipeline of qualified opportunities, with a strong focus on new logos and whitespace accounts
• Drive sales cycle execution from initial outreach through close, ensuring consistent pipeline conversion, revenue generation, and margin quality
• Identify and penetrate target accounts and competitive strongholds, positioning Trafera to win net-new business
• Leverage market intelligence, competitive analysis, and customer insights to prioritize high-value opportunities
• Partner with internal teams, especially the advisory services and sales engineering groups, to accelerate pipeline creation and deal velocity
• Lead RFI/RFP responses and negotiations focused on winning new business and displacing competitors
• Input and maintain accurate customer information, pipeline, activity, and forecast data in CRM to support visibility and accountability for customers and territory plan
• Represent Trafera in the market through active presence at industry events and prospect engagements to expand brand reach and generate demand
• Achieve and exceed revenue quotas, pipeline creation targets, and KPI expectations focused on growth and market share goals

Requirements:

• Bachelor's degree in business, marketing, sales, IT, or related field, or equivalent combination of education and relevant experience
• 5+ years of success in new business development, prospecting, and quota attainment in IT services or educational technology sales
• Demonstrated track record of consistently generating new pipeline and closing net-new business
• Proven ability to identify, pursue, and win new customers in competitive markets
• Strong consultative selling skills with the ability to translate customer needs into tailored solutions
• High level of self-motivation with a hunter mindset and bias for action
• Adapt quickly to changing priorities, customer requirements, technologies, and market conditions
• Communicate complex information clearly and effectively through verbal, written, and presentation formats
• Develop and maintain strong customer relationships through active listening, problem-solving, negotiation, and influence skills
• Handle periods of pressure associated with revenue goals, sales targets, customer expectations, and time-sensitive opportunities
• Demonstrate resilience and persistence when facing objections, setbacks, competitive challenges, and changing market dynamics
• Plan, organize, and manage territory activities independently while maintaining consistent follow-through and accountability
• Apply strategic thinking, business acumen, and financial reasoning to support revenue growth and customer success
• Maintain confidentiality of customer, employee, company, and proprietary information
• Continuously learn and apply new products, technologies, industry trends, and competitive knowledge
• Experience leveraging CRM tools to manage data integrity discipline in pipeline, activity, and forecasting
• Working knowledge of IT technology solutions such as SaaS, DaaS, infrastructure and networking (servers, LAN/WAN, firewalls, VPN, cloud, virtualization), Cybersecurity, and other IT technology strategies sufficient to engage customers in designing solutions
• Strong business acumen and market understanding with ability to own sales territory planning
• Strong written and verbal communication skills, with the ability to present information clearly, professionally, and persuasively to customers, vendors and internal partners
• Creative and results oriented mindset with the ability to collaborate with others to identify and solve issues, make proactive recommendations, and lead through influence
• CRM, preferably HubSpot