Senior Account Executive

About Wellspring

Wellspring Worldwide, Inc. is a leading provider of web-based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company’s flagship products—Sophia, Flintbox, and Zeto—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.

Role Summary

The Senior Account Executive (SAE) is responsible for driving net-new and expansion revenue through complex, consultative sales cycles. This role owns the full sales lifecycle from prospecting through close, serving as a trusted advisor to senior-level customer stakeholders. The SAE operates with a high degree of autonomy, consistently meets or exceeds quota, and contributes to sales strategy, deal coaching, and pipeline health.

Core Responsibilities

Revenue Generation & Quota Ownership:

• Own and consistently achieve or exceed annual revenue targets
• Drive net-new business and strategic upsell/cross-sell opportunities
• Manage complex, multi-stakeholder sales cycles

Pipeline Development & Deal Management:

• Build and maintain a healthy pipeline aligned to revenue goals
• Lead discovery, solution positioning, pricing, negotiation, and contract execution
• Maintain accurate forecasting and CRM records

Customer Engagement & Value Selling:

• Conduct deep discoveries to understand customer needs and objectives
• Position solutions tied to customer outcomes and ROI
• Build long-term executive-level relationships

Cross-Functional Collaboration:

• Partner with Marketing, Product, Legal, and Customer Success teams
• Ensure smooth handoff from sale to implementation

Sales Leadership & Mentorship:

• Serve as a role model for best sales practices
• Coach junior sales team members and contribute to sales enablement

Key Performance Indicators (KPIs)

- Quota attainment

• Pipeline coverage and conversion rates

- Forecast accuracy

- Deal size and win rate

- Customer retention and expansion

Required Experience & Skills

• 6–10+ years of B2B sales experience (SaaS or technology preferred)
• Proven success selling complex, high-value solutions
• Experience selling to Director, VP, and C-level stakeholders
• Strong negotiation, presentation, and communication skills
• CRM proficiency (Salesforce, HubSpot, or similar)
• Strategic, data-driven, and self-directed

Behavioral Competencies

• Consultative and customer-focused mindset

- Strong business acumen

- Resilience and adaptability

- Collaborative and accountable

Senior-Level Expectations

• Consistent overperformance against quota
• Ownership of complex and strategic deals

- Minimal supervision required

• Positive influence on team performance and sales strategy