Senior Account Executive - REMOTE

Fortified Data is a fast-growing, fully remote database services company helping organizations worldwide optimize their most critical data environments. As trusted advisors in database management, administration, and strategic consulting, we partner with clients to design solutions that don't just solve today's challenges—they scale for tomorrow's growth.

Our team brings deep expertise across high-volume, mission-critical systems, and we're known for translating complex technical problems into clear, actionable business strategies. We don't just manage databases—we elevate data engagements and transform technology environments.

We've built a collaborative, curious culture where your expertise matters, your growth is supported, and your impact is real—from anywhere.

Fortified Data is an equal-opportunity employer.  Eligible candidates must provide evidence of legal working status for any employer in the U.S.

Job Summary

Fortified Data is seeking Senior Account Executive to drive revenue growth and expand our client base across Managed Services, Professional Services, and Assessment offerings. This role owns the complete sales cycle from Discovery through Close, partnering closely with our Sales Development team and serving as the primary point of contact for prospective clients throughout the sales process.

The Senior Account Executive will build and nurture strategic partner relationships, identify key decision-makers and influencers within target accounts, and expertly match Fortified Data's solutions to client needs. This position requires exceptional relationship management skills, strong business acumen, and the ability to effectively communicate our value proposition while managing complex sales processes.

Key responsibilities include leading discovery calls, managing legal documentation and contracts, developing compelling proposals and statements of work, maintaining CRM accuracy, actively managing partner relationships through training and events, conducting strategic prospecting activities, and representing Fortified Data at industry events and trade shows.

Duties & Essential Job Functions

Sales Cycle Management

  • Own the entire sales cycle from Discovery to Close, ensuring a seamless and professional client experience utilizing the Fortified Data stage-based sales process
  • Apply Fortified Data's BANT framework to assess Budget, Authority, Need, and Timeline for every opportunity
  • Lead discovery calls to understand prospect needs and qualify opportunities
  • Complete Risk Register assessment and gain approval before advancing to proposal stage
  • Identify and map technical stakeholders (DBAs, Database Architects, IT Directors) and business decision-makers (CIOs, CFOs, VPs)
  • Document current database landscape including platforms (SQL Server, Oracle, PostgreSQL, MySQL), instance counts, HA/DR strategies, and capacity constraints
  • Assess client needs and effectively position Fortified Data's Managed Services, Professional Services, and Assessment offerings
  • Define and document prospect business and technical goals, challenges, and success criteria
  • Bring all sales cycles to a logical conclusion (won, lost, or nurture) within established timeframes
  • Conduct weekly pipeline reviews with leadership, updating close dates, identifying at-risk deals, and confirming resource availability
  • Collaborate with internal technical and operational resources to develop comprehensive solutions and overcome obstacles throughout the sales process

Documentation and Contract Management

  • Manage all legal documentation including NDAs, MSAs, and contract negotiations
  • Draft detailed and compelling proposals, quotations, and SOWs that clearly articulate business value, technical approach, and ROI
  • Develop comprehensive Statements of Work (SOWs) with precise scope, deliverables, timelines, and success criteria
  • Create proposal slide decks tailored to audience (technical teams vs. C-level stakeholders)
  • Ensure all sales materials and documentation are accurate, professional, and delivered prior to deadlines
  • Navigate contract negotiations with legal and procurement teams while protecting deal value and margin
  • Maintain thorough documentation of all client interactions, objections and sales activities in HubSpot CRM

CRM and Data Management

  • Enter and maintain accurate client company and contact information in HubSpot
  • Track all sales activities, pipeline progression, and forecast data with precision
  • Generate reports and insights to inform sales strategy and performance optimization
  • Ensure data integrity across all sales records and client touchpoints

Partner Relationship Management

  • Build and maintain strategic relationships with key partners and referral sources
  • Onboard new partners through Fortified Data's process
  • Design and deliver partner training programs to ensure partners can effectively position Fortified Data's services
  • Organize and facilitate partner events, webinars, and informational sessions
  • Conduct regular touchpoints with partner sales managers and representatives to drive lead generation
  • Represent Fortified Data at partner marketing events and collaborative initiatives
  • Identify opportunities to deepen partner engagement and expand partnership value
  • Track and forecast partner-sourced pipeline separately to understand channel effectiveness

Business Development and Strategic Prospecting

  • Dedicate up to 10% of time to active prospecting and strategic outreach activities
  • Target ideal customer profile
  • Respond rapidly to inbound leads via telephone and email with professionalism and urgency
  • Identify and pursue new business opportunities within target markets and accounts
  • Build and maintain relationships with key influencers and decision-makers in prospective organizations
  • Identify upsell and expansion opportunities within existing Professional Service accounts

CRM Excellence & Performance Tracking

  • Maintain pristine data quality in HubSpot CRM across all deals, contacts, companies, and activities
  • Enter and update accurate client company information, contact details, and account hierarchies
  • Track all sales activities including calls, emails, meetings, proposals sent, and follow-ups completed
  • Update deal stages, close dates, and win probabilities weekly (minimum) to ensure forecast accuracy
  • Document win/loss reasons, competitive intelligence, and client feedback for continuous improvement
  • Generate pipeline reports, velocity metrics, and conversion analytics to inform sales strategy
  • Ensure compliance with CRM documentation standards for leadership visibility and team
  • collaboration
  • Leverage HubSpot workflows, sequences, and automation to maximize efficiency without sacrificing personalization

Events and Relationship Building

  • Travel to in-person events, trade shows, and client meetings (up to 20% travel)
  • Represent Fortified Data professionally at industry conferences and networking events
  • Build lasting relationships through face-to-face interactions and strategic presence
  • Create memorable client experiences that reflect Fortified Data's commitment to unique, personalized engagement
  • Participate in Fortified Data-hosted webinars, roundtables, and educational events as subject matter experts

Education & Experience

Required Experience: 3+ years of demonstrated sales experience in Information Technology or related Technical Product and Service fields

Preferred Experience: Preference will be given to candidates with experience in:

  • 2-3 years selling Database Support Services, Cloud Services, or Technical Software Products
  • Formal sales training or sales methodology certification
  • Solution selling or consultative sales experience
  • Experience using HubSpot or similar CRM platforms
  • Technical background or understanding of database design, management, and support
  • Experience managing partner relationships and channel sales
  • Strong mathematical aptitude and ability to work with margin percentages using cost+, list-, and flat GPM% models

Required Attributes

  • Relationship Building: Exceptional ability to build trust and establish lasting relationships with diverse stakeholders including technical teams, C-level executives, and partner organizations across various industries.
  • Sales Execution: Proven ability to manage complex sales cycles, overcome objections, navigate organizational dynamics, and consistently close business while maintaining integrity and professionalism.
  • Communication Excellence: Outstanding written and verbal communication skills with the ability to clearly articulate technical concepts, craft compelling proposals, present confidently to audiences of all levels, and adapt messaging to different stakeholder needs.
  • Ownership and Accountability: Strong sense of personal responsibility for results, with the drive to take initiative, make decisions autonomously, and see commitments through to completion.
  • Organization and Time Management: Ability to manage multiple opportunities, priorities, and partner relationships simultaneously while maintaining attention to detail and meeting all deadlines.
  • Adaptability and Learning: Curiosity-driven approach to continuous improvement, willingness to embrace new technologies and methodologies, and ability to thrive in a fast-paced, evolving environment.
  • Technical Aptitude: Comfort with technology platforms including Microsoft Office suite (Outlook, Word, PowerPoint, Excel), CRM systems, and willingness to quickly learn new software applications and tools.
  • Results Orientation: Track record of meeting or exceeding sales targets with a metrics-driven approach to performance and continuous improvement.

Work Environment

  • Fully remote position; Relocation to a different state or time zone requires advance approval
  • Up to 20% travel for client meetings, partner events, trade shows, and conferences