Account Executive — Project & Solutions Sales

Perform is an AI, consulting, and engineering firm serving enterprise clients in regulated industries. The Account Executive will create project and consulting revenue through self-sourced prospecting, full-cycle enterprise sales, solution scoping, proposal and SOW development, pricing, negotiation, and closing.

Responsibilities:

• Self-sourced new-logo selling. You prospect, you book your own meetings, you close. We don't have an inbound lead flow to hand you — this role exists because we need someone who can build pipeline from nothing against companies that need AI, automation, or data/platform work done, not staffing filled
• Directing the offshore team. A dedicated offshore team supports your hunt with list-building, research, LinkedIn outreach, cold email, and account monitoring. They multiply your reach; they don't replace your hunting. You direct them
• Running the full sales cycle. Discovery, executive presentation, solution scoping with our delivery and engineering leads, custom proposal and SOW authoring, pricing, negotiation, and close. You quarterback; delivery executes
• Selling the outcome, not the seat. “We'll build and deploy your AI agent in eight weeks” beats “we have AI engineers available.” You scope fixed-fee or milestone-based engagements, not hourly bill rates
• SOW and change-order discipline. Clean scoping, clear acceptance criteria, and change-order discipline on every engagement — no scope creep that erodes margin or client trust
• Navigating multi-stakeholder, long-cycle deals. You're comfortable running 6-to-12-month cycles across IT, procurement, finance, and legal, and presenting credibly to CIOs and CTOs along the way
• Walking away from the wrong deals. If a prospect just wants contractor bodies or staff-aug, you have full discretion to redirect them toward a scoped project or pass. We don't discount our positioning to win commodity staffing work
• New-logo bookings — Closes net-new project and consulting revenue (AI & Automation, Consulting) from self-sourced pipeline
• Self-sourced pipeline — Builds a credible pipeline through your own prospecting within the first quarter
• Prospecting activity — A consistent weekly cadence of outbound touches and first meetings booked from your own effort
• Average deal size / ACV — Scopes and closes projects in a healthy range for a professional-services engagement, not commodity-rate deals
• SOW discipline — Signed engagements have clean scope and acceptance criteria; minimal scope disputes or uncontrolled change
• Day 30: Trained on the offering and positioning across AI & Automation and Consulting. Target list built, outbound cadence live
• Day 60: Pipeline building from your own prospecting effort. First opportunities in real stages with proposals in motion
• Day 90: First new-logo close, and a self-sourced pipeline credible enough to forecast against

Requirements:

• You've built pipeline from a standing start — cold outreach, self-sourced meetings, your own prospecting engine
• You've built custom proposals and SOWs from a blank page, priced fixed-fee or milestone-based work, and closed on deliverables rather than bill rates
• You've run 6-to-12-month deals across multiple stakeholders — IT, procurement, finance, legal — from cold outreach through executive presentation to signed SOW
• You can talk to a CTO or VP of Engineering about AI agents, automation, or data/platform work credibly
• Experience presenting to and negotiating with CIOs, CTOs, VPs, and senior directors