Senior Sales Executive (Account Executive)

About us:

Velvetech is an international company, based in the US, with 20+ years of experience in software and hardware development for clients all around the world, especially for US clients. As an official Microsoft Gold Partner, our company is listed in the top 5 software development companies in Illinois, USA.

US clients are leading trading and financial organizations, insurance companies, large healthcare associations, pharmaceutical and energy companies, equipment manufacturers, hi-tech startups, etc.

Areas of expertise are consulting, development, implementation, and support of software solutions. We implement modern backend solutions that support microservices architecture with the following technologies: NET Core, Node.js, Java, SQL Server, PostgreSQL, MongoDB, Redis, RabbitMQ. For the web UI front-end development, we opt for React, or Angular, and for mobile development — Swift, Kotlin, Java. Most of the systems are designed for cloud infrastructures like AWS, Azure, GCP, and heavily rely on Docker, Kubernetes while modern CI/CD is made using GitLab CI or TeamCity. In September 2021, Velvetech LLC received the status of the official Training Provider of the International Institute of Business Analysis. This status gives us the right to conduct regular quality trainings for Business Analysts and anyone performing BA activities regardless their job title.

Principles are based on Agile Methodology, Scrum and Kanban. Various projects coded in GitLab or GitHub are built with multiple coordinated teams, collaborating via Jira, Confluence, MS Teams, and Slack. Velvetech constantly follows the Tech trends and actively cooperates with startups in such breakthrough areas as Machine Learning, the Internet of Things, Blockchain, FPGA, and AI.

About the Role:

We are looking for a Senior Sales Executive to own new-business generation in the US market.

This is a senior, hands-on closing role for someone who can build pipeline through targeted Account-Based Marketing and lead complex technology deals from the first engagement to a signed contract.

The successful candidate will take over several active opportunities. However, the core responsibility will be to generate and close new business personally, working alongside a small outbound sales team of 2–3 specialists.

You will own the full new-business sales cycle, including account targeting, personalized outbound, discovery, qualification, presales coordination, commercial negotiation, and closing.

You will work with technical and business decision-makers, including CTOs, CIOs, VPs of Engineering, IT Directors, and other executive stakeholders. You will also collaborate closely with marketing, Business Analysts, Solution Architects, delivery teams, and external consultants.

The role includes supporting and coaching the outbound team, but proven hands-on closing ability is more important than formal people-management experience.

Responsibilities:

New Business Development & Closing:

• Own the full new-business sales cycle, from targeted outbound and discovery to negotiation and signed contract.
• Take over and progress several active sales opportunities while continuously generating new pipeline.
• Personally lead strategic and high-value opportunities with US-based business and technical decision-makers.
• Conduct discovery and qualification calls, identify business needs, map stakeholders, and define clear next steps.
• Lead commercial negotiations and maintain momentum throughout the sales cycle.

ABM Strategy & Pipeline Generation:

• Develop and execute Account-Based Marketing strategies for selected high-value target accounts.
• Prioritize companies and decision-makers using relevant buying signals, including hiring activity, funding, technology changes, company news, and business expansion.
• Create and refine personalized, multi-channel outreach across LinkedIn, email, and other relevant channels.
• Continuously improve targeting, messaging, sequences, and outreach tactics based on performance data and market feedback.

Pipeline Management & Team Collaboration:

• Maintain accurate opportunity statuses, next steps, pipeline data, and forecasts in HubSpot.
• Work alongside a small outbound sales team and support its members with account strategy, messaging, qualification, and deal progression.
• Share practical feedback and coaching based on sales results and market response.
• Collaborate with marketing, presales, delivery, and external consultants to ensure a consistent pipeline and smooth handoffs.

Presales Coordination:

• Coordinate presales activities with Business Analysts, Solution Architects, delivery teams, and product specialists.
• Translate client business needs into clear requirements for internal technical teams.
• Oversee estimations, proposals, presentations, product demonstrations, and commercial discussions.
• Ensure alignment between the client and internal teams throughout the presales process.

Requirements:

• At least 5 years of experience in B2B technology sales, business development, or Account Executive roles.
• A proven track record of personally generating pipeline and closing new business.
• Experience managing the full sales cycle, from outbound prospecting and discovery to negotiation and signed contract.
• Experience selling technology, software, IT services, consulting services, or complex B2B solutions.
• Experience working with the US market and communicating with US-based business and technical decision-makers.

Skills:

• Proven ability to manage the full sales cycle, from outbound prospecting and discovery to negotiation and closing.
• Strong understanding of Account-Based Marketing and personalized, multi-channel outbound sales.
• Ability to communicate effectively with technical decision-makers, including CTOs, CIOs, VPs of Engineering, and IT Directors.
• Strong pipeline management, forecasting, and CRM discipline.
• Hands-on experience with CRM and sales tools such as HubSpot, Apollo, LinkedIn Sales Navigator, and outreach or enrichment platforms.
• Active use of AI tools such as Claude, ChatGPT, Clay, or similar solutions for account research, personalization, automation, and sales enablement.

Preferred Qualifications

• Experience selling custom software development, software engineering services, dedicated development teams, platform modernization, cloud solutions, data engineering, AI transformation, or CRM implementation services.
• Experience building or scaling an outbound sales or ABM function.
• Experience mentoring or managing outbound sales representatives.
• Experience working with mid-market and enterprise clients.
• Experience selling to companies in Healthcare, Logistics, FinTech, Trading, Insurance, Energy, eCommerce, or related industries.

Benefits

• Velvetech is in the TOP 5 development companies in Illinois, USA
• You have FLEXIBLE working conditions and a COOPERATIVE environment
• Competitive salary
• Many CHALLENGING and exciting projects with new opportunities and learning
• GROWTH opportunities, skills and competencies improvement, and professional certification
• In-company TRAINING (English, Software / DevOps / Project management / Design / Business)

Our team

We are a friendly team of 170+ professionals where everyone is able to achieve high results and grows professionally not only due to their own knowledge and skills but also with the support of colleagues. Values that we highly appreciate are high performance, responsibility, respect, and loyalty. In order to have a highly motivated team, Velvetech invests in their people, additional education, certification, and others. You choose your career path and we are here to support you!

People work together in harmony, encouraging each other to continuously learn, progress, and pursue perfection. Our employees enjoy working as we turn challenges into advantages to share success with each other.

You have a chance to become a part of a friendly and professional team that creates robust software solutions to deliver maximum value to our international clients.