Fortified Data · 19 hours ago
Senior Account Executive - REMOTE
United States
Full-time
Remote
Mid, Senior Level
3+ years expFortified Data is a fast-growing, fully remote database services company helping organizations worldwide optimize their most critical data environments. The Senior Account Executive will drive revenue growth and expand the client base across Managed Services, Professional Services, and Assessment offerings, owning the complete sales cycle and building strategic partner relationships.
Information Technology & Services
Responsibilities
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
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
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
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
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
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
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
Qualification
Required
3+ years of demonstrated sales experience in Information Technology or related Technical Product and Service fields
Exceptional ability to build trust and establish lasting relationships with diverse stakeholders including technical teams, C-level executives, and partner organizations across various industries
Proven ability to manage complex sales cycles, overcome objections, navigate organizational dynamics, and consistently close business while maintaining integrity and professionalism
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
Strong sense of personal responsibility for results, with the drive to take initiative, make decisions autonomously, and see commitments through to completion
Ability to manage multiple opportunities, priorities, and partner relationships simultaneously while maintaining attention to detail and meeting all deadlines
Curiosity-driven approach to continuous improvement, willingness to embrace new technologies and methodologies, and ability to thrive in a fast-paced, evolving environment
Comfort with technology platforms including Microsoft Office suite (Outlook, Word, PowerPoint, Excel), CRM systems, and willingness to quickly learn new software applications and tools
Track record of meeting or exceeding sales targets with a metrics-driven approach to performance and continuous improvement
Preferred
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
Company
Fortified Data
For over a decade, Fortified Data has provided superior managed services and database maintenance to clients and partners all around the world.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Mark Abrahm
Chief Financial Officer
Chad Timms
Chief Operating Officer
Company data provided by crunchbase