Enterprise Account Executive
Come, Innovate, Build, Disrupt & Thrive!
Position Overview
KSTA I.T. is seeking an Enterprise Account Executive to open net-new technology staffing and services accounts in the Salt Lake City area and grow them into long-term, revenue-generating partnerships.
In this permanent, hybrid sales role, you will build and manage your own book of business across enterprise and mid-market accounts. You will own the full sales cycle, from first outreach and discovery through proposal, negotiation, agreement, delivery handoff, and account expansion.
You will sell technology staffing, consulting, and project-based engagements, including temporary and permanent placement, RPO, and managed services. The work is to understand each client's need and shape a solution that fits. Your buyers will be hiring managers, technology leaders, and executives hiring across software, cloud, cybersecurity, data, infrastructure, and enterprise systems.
You will work closely with leadership, recruiting, delivery, and account support to scope engagements and make sure the work you win is work the team can deliver well. The role carries substantial autonomy and ownership within a small, focused IT staffing practice. Opportunities are available across three areas: a geographic territory, financial services, and faith-based organizations.
Success is measured through a mix of financial results and activity metrics, including new-client acquisition, qualified opportunities, revenue, gross profit, and account expansion. The first month centers on training, followed by outbound calling and meeting setting in month two, and requirement intake and placements in month three.
Key Responsibilities
- Build a qualified pipeline through targeted outbound prospecting, including cold calling, email, LinkedIn, networking, referrals, and industry events.
- Open net-new enterprise and mid-market accounts and develop relationships with hiring managers, technology leaders, executives, and other decision-makers.
- Own the full sales cycle: research, first contact, discovery, qualification, proposal, negotiation, agreement, and close.
- Diagnose client business and talent needs, clarify vague requirements, and recommend the right staffing, consulting, or project engagement model.
- Build, manage, and expand your own book of business through new client wins, repeat business, and revenue growth within existing accounts.
- Develop and execute strategic territory and account plans that identify target accounts, key decision-makers, and new opportunities within client organizations.
- Apply MEDDICC or a comparable sales framework to assess fit, navigate buying processes, and advance opportunities.
- Partner with recruiting, delivery, and account support so searches are properly scoped and staffed with candidates who meet the technical requirements and the client's working style.
- Manage pricing, margin, expectations, and client feedback with sound commercial judgment, and recognize engagements that are not a strong fit.
- Negotiate staffing rates, placement fees, master service agreements, and other commercial terms while protecting profitability and company interests.
- Navigate enterprise procurement processes, including MSP/VMS environments, vendor onboarding, and supplier qualification.
- Develop job requisitions and understand the technical, financial, and operational requirements of each engagement.
- Maintain accurate CRM activity, pipeline visibility, forecasts, and account plans.
- Share market intelligence on skill demand, compensation trends, hiring patterns, and competitor activity to inform pursuit strategy.
- Maintain accountability for individual sales objectives, including new-client acquisition, qualified opportunities, revenue, gross profit, and account expansion.
Required Qualifications
- Competitive drive
- Solutions-oriented sales acumen
- Effective business development and account management skills
- Naturally customer-centric approach
- Coachable, humble, and willing to be the hardest worker in the room
- Proven record of opening and growing B2B accounts in technology staffing, recruiting, IT consulting, or related technology services
- Three to five or more years of successful B2B sales experience, ideally in technology staffing, recruiting, IT consulting, or related professional services
- Demonstrated success meeting or exceeding sales quotas, acquiring new clients, and generating measurable revenue growth
- Experience selling staffing, recruiting, IT consulting, or professional services, with an understanding of the economics and operational processes of staffing engagements
- Strong consultative selling skills, including discovery, opportunity qualification, written proposals, negotiation, and executive-level communication
- Ability to own a full sales cycle from first outreach through contract, delivery handoff, and account expansion
- Experience navigating complex sales cycles, overcoming objections, and engaging senior decision-makers
- Experience negotiating bill rates, placement fees, staffing agreements, and other commercial terms
- Experience developing territory strategies and independently building a pipeline through consistent outbound prospecting
- Ability to understand and qualify technology hiring requirements across software development, cloud, cybersecurity, data, infrastructure, and enterprise applications
- Familiarity with structured sales methodologies such as MEDDICC, or the ability and willingness to apply a disciplined qualification framework
- Sound judgment, resilience, personal accountability, and comfort working with autonomy
- Strong organization and CRM discipline to manage pipeline, priorities, and account plans
- Residency in Utah along the Wasatch Front, between Ogden and Provo
Preferred Qualifications
- Leadership experience
- Direct IT staffing experience
- Familiarity with MSP/VMS programs, procurement processes, and enterprise vendor management environments
- Experience with AI-based prospecting and/or AI-assisted territory management
- Existing client relationships or a book of business
- Experience mentoring others
Work Environment & Physical Requirements
- Hybrid arrangement: work is performed partially onsite in Cottonwood Heights, Utah, with off-site flexibility.
- Some travel may be involved for client meetings, events, and research.
- A CRM and outreach tools are provided, and LinkedIn is used for prospecting.
Available Benefits
- Medical Benefits (Platinum level plans available)
- Work from home / Hybrid / Onsite options
- PTO
- Holiday Pay
- VTO
- 401K
- Charitable Match
- Training reimbursement
About KSTA I.T.
Our name says it all; KSTA I.T. (Keys-to-I.T.) AND our people are our keys to our success!
KSTA I.T. is a premier Utah-based technical staffing and consulting services firm. We specialize in temporary and permanent placement of Software, Hardware, Network, Cloud, CRM/ERP, Data, End-User support, Web and Executive / leadership-based positions on a full time and consulting basis.
If you're interested in a role where top performance is rewarded, personal time is valued, and excellence is demanded at every level we want to talk to you today!
Where do you want to go? We've got the keys! ~
KSTA I.T.