Named Account Manager - New Business

Job description

Location: (Remote – Based in the United States)

We are looking for a talented, driven, and results-oriented professional who thrives on winning new business in a fast-paced software sales environment. This is a pure new business hunting role — built for someone who brings energy, discipline, and a relentless focus on pipeline generation and net-new logo acquisition.

This role is remotely based in North America and requires travel as needed across the sales territory.

The New Business Sales Executive plays a critical role in driving net-new revenue growth by identifying, prospecting, and closing new logo opportunities across North America.

The role involves solution selling Blancco’s full suite of erasure solutions across the data and IT asset lifecycles, targeting prospects who need to ensure compliance with security and privacy requirements, while enabling sustainability initiatives and engaging the circular economy. The New Business Sales Executive will own the full end-to-end new business sales process — from lead generation through to close — to achieve quarterly new logo targets, leveraging both direct and partner-led motions

• Hunter mindset – Demonstrates an innate drive to pursue and win new business; thrives on outbound prospecting and building pipeline from scratch; not reliant on inbound leads or existing relationships to fill the funnel; maintains disciplined daily and weekly prospecting habits and holds themselves accountable to activity metrics.

• Lead management & pipeline generation – Develops and executes a structured territory plan to consistently generate qualified pipeline; manages leads effectively across all funnel stages using CRM tools; maintains a healthy pipeline of 3–4x quota coverage through rigorous prospecting, qualification, and deal advancement.

• Operates with urgency – Creates momentum in the sales cycle and drives deals forward with purpose; does not allow opportunities to stall; communicates with pace and clarity; holds themselves and prospects accountable to agreed timelines; demonstrates a strong bias for action and a competitive instinct to close.

• Partner motion & channel execution – Proven ability to source, develop, and close new business through and with channel partners, including VARs, Distributors, and System Integrators; understands partner economics and incentives; co-sells effectively and manages joint pipeline with partners to accelerate new logo acquisition.

• Demonstrates business acumen – Displays a clear understanding of prospect business situations, including business model and strategies, financial goals, processes, marketplace, and competitive conditions; speaks knowledgeably about the prospect’s industry; clearly articulates the business impact of Blancco’s solutions.

• Cultivates an active network – Proactively builds and leverages a broad professional network to generate new business opportunities; attends industry events, engages with communities, and uses social selling techniques to open doors at net-new accounts.

• Navigates organizational complexity – Quickly maps and maneuvers through the organizational structures of target accounts; identifies and engages the right economic buyers, champions, and influencers; deals effectively with stakeholders at all levels in enterprise organizations.

• Paints a compelling value proposition – Presents products, services, or ideas in a well-prepared business case that clearly shows how they would meet customer needs and provide measurable benefits; focuses on business value rather than features and functionality.

• Non-standard deal structuring – Thinks unconventionally when faced with sales challenges; is open to new ideas and creative ways to maximize deal size and accelerate time-to-close.

• Strong sales disposition and negotiation skills – Demonstrates the traits, inclinations, and outlooks that characterize senior sales skills; maximizes deal size with effective and creative concessions while protecting deal economics.

• Proven new business sales performance – Demonstrates a consistent track record of meeting or exceeding new logo and new business revenue targets; can evidence pipeline creation rates, conversion metrics, and ARR/ACV won from net-new accounts in prior roles.

• Proficiency with sales tools – Demonstrates a high degree of proficiency with productivity (e.g. Office 365), sales intelligence (e.g. Sales Navigator, ZoomInfo), lead management, and CRM (e.g. Salesforce) tools.

• 3–5 years of software sales experience with a demonstrable focus on new business / net-new logo acquisition.

• Proven track record of sourcing and closing new logo deals, not just managing existing accounts.

• Experience selling through a partner/channel motion, including co-selling with VARs, Distributors, or System Integrators.

• Experience selling to Fortune 500 companies and/or the Federal sector.

• Excellent verbal and written communication skills with strong listening and questioning abilities.

• Highly organized with the ability to manage a large volume of leads and opportunities simultaneously.

• Self-starter who can thrive in an independent, remote environment while maintaining high activity levels.

• A willingness to receive feedback and a demonstrated ability to adapt and improve