• Account Executive - New Business - Majors High

    Location US-NJ-Holmdel
    # of Openings
    Sales HS Majors
    Posting Level
  • Job Overview:

    We’re looking for a regionally-based, experienced sales professional to join our team as an Account Executive - New Business - Majors High, where you’ll help us achieve maximum sales profitability, growth, and account penetration within a regionally assigned market segment. In this role, you’ll proactively establish, develop and maintain effective business relationships with both prospective customers, to generate new business for iCIMS’ product suite, as well as introducing and selling into existing customers.   As an Account Executive - New Business - Majors High, you’ll have a unique opportunity to hit the ground running, building a solid book of business and helping blaze trails within our majors segment.  

    About Us:

    iCIMS is a high-growth Software-as-a-Service (SaaS) company headquartered in Holmdel, NJ. Eight-times voted a Best Place to Work by NJBIZ and #16 on Glassdoor’s 2019 Best Places to Work list, we are the industry’s #1 recruitment software provider, delivering technology that supports approximately 4,000 contracted customers around the globe. Dedicated to maintaining an inclusive, inspirational and innovative work environment, and committed to our consistent growth, we have a wide range of opportunity for career advancement within our organization. Come grow with us—apply today!


    • Targets companies within segment (750 to 2499 employee size) that prioritize winning the war for talent and attracting the best people to their organization.
    • Drives new business and customer growth within assigned territory
    • Builds and maintains relationships with customers at all levels, including multiple personas up to senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Works internally to align appropriate team sell-approach.
    • Responsible for accurate pipeline management / reporting and monthly sales forecasts.
    • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS’ long term.
    • Understands big picture of iCIMS’ product suite and how it can fit into client organization. Closes deals while setting stage for additional product sales within organization.
    • Ability to sell any of the iCIMS portfolio solutions dependent on customer’s maturity and specific needs based on thorough discovery and existing technology landscape.
    • Presents and positions iCIMS’ products/services to prospective customers via on site visits. Represents the iCIMS organization with professionalism and integrity.
    • Partners with iCIMS’ Sales Engineers and other subject matter experts to demonstrate product and service capabilities.
    • Builds sales funnels through prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
    • Follows-up and actions on new leads and referrals resulting from marketing and prospecting activity.
    • Develops and maintains detailed product and marketplace understanding to help prospective customers make well informed buying decisions.
    • Plans and organizes personal sales strategy by thoroughly understanding prospective customer’s business cycles and timing.
    • Prepares presentations, demonstrations, investment summaries, and sales contracts.
    • Closes deals of increasing size and complexity.
    • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success.
    • Consistently targets and closes deals while setting stage for additional product sales within organization.
    • Effectively interfaces with multiple departments within client organization, which could include executive level personas.
    • Mentors and motivates other members of the AE team.
    • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies, policies and procedures.

    Other Responsibilities:

    • Uses Salesforce CRM to track all activities and record sales ensuring metrics can be accurately measured.
    • Coordinates sales efforts cross functionally with marketing, sales management, accounting, legal and technical service groups.
    • Demonstrates a sense of urgency and takes initiative when appropriate.
    • Maintains flexibility and reacts to change appropriately.


    • Bachelor's degree preferred or equivalent combination of education and work experience.
    • A minimum of 5 years of direct sales experience required.
    • At least 3 years of sales experience desirable, preferably in the HR / HCM space, Software, or Software-as-a-Service industry, but not essential.  
    • Proven ability to access power, leveraging established relationships and proven sales techniques for success.
    • Intermediate knowledge of the practices and principles related to sales techniques.
    • Able to effectively establish a plan and identify customer / business challenges inclusive of milestones, communications, usage of insights.
    • Consistently applies strategic approach to deal crafting and relationship building.
    • Proven track record in soliciting and closing B2B sales against a quota.
    • Demonstrated effectiveness in new business development strategies and lead qualification.
    • Ability to multi-task and handle multiple prospective clients and issues simultaneously.
    • Ability to clearly present and effectively overcome objections.
    • Demonstrated aptitude for problem-solving.
    • Able to work both independently and within a team environment.
    • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
    • Excellent communication and interpersonal skills.  Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.
    • Ability to work effectively within a fast paced, changing environment that is going through high growth.
    • A self-starter with the demonstrated ability to take initiative.
    • Understands how to approach sales from a strategic perspective.
    • Strong Results Orientation with a focus on closing long term sales cycles.
    • Demonstrated customer service orientation.  Creates and sustains ongoing forums that encourage two-way communication opportunities.
    • Ability to travel up to 10-20%.

    EEO Statement:

    iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.


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