Software, Data & AI Sales Manager & Account Executive

Responsibilities

• Develop and execute sales strategies to drive new business and expand existing client relationships
• Maintain an individual sales quota and actively pursue opportunities within target markets
• Lead high-value discovery meetings and strategic client discussions
• Collaborate with solution architects, consultants, and delivery leaders to design and position tailored solutions
• Present proposals, pricing models, and solution recommendations to prospective clients
• Build executive-level relationships with prospects, clients, software partners, and referral sources
• Maintain accurate sales forecasts, pipeline activity, and CRM data
• Lead and manage the Software, Data & AI sales function
• Establish sales goals, pipeline targets, and performance expectations for Account Executive(s)
• Monitor team performance against revenue, activity, and conversion metrics
• Conduct regular pipeline reviews and opportunity strategy sessions
• Provide coaching on prospecting, consultative selling, proposal development, negotiation, and closing strategies
• Ensure consistency in sales methodologies, CRM usage, forecasting, and reporting
• Partner with practice leadership to identify market opportunities, service offerings, and growth initiatives
• Assist in recruiting, onboarding, and developing sales talent
• Lead by example through strong client relationship management and professional sales practices
• Coach and mentor Account Executive(s) to improve performance and professional growth
• Foster collaboration between sales, consulting, marketing, and delivery teams
• Communicate complex technology and business solutions in a clear, client-focused manner
• Demonstrate accountability for individual and team revenue goals
• Resolve sales obstacles and escalations while maintaining positive client relationships
• Promote a culture of continuous improvement, learning, and collaboration
• Adapt strategies and priorities in response to changing market conditions and business needs
• Collaborate with leadership to develop annual sales plans, territory strategies, and growth objectives
• Partner with marketing on campaigns, events, webinars, and thought leadership initiatives
• Represent Dean Dorton at conferences, networking events, software partner functions, and industry organizations
• Provide leadership with insights on market trends, competitive activity, and client needs
• Contribute to strategic planning and practice development initiatives
• Support cross-selling efforts across all Dean Dorton service lines
• Champion firm culture, values, and employee development
• Participate in internal training and leadership development programs

Benefits

• Health insurance – medical, vision, dental
• Unlimited PTO
• Paid family leave, medical leave, and maternity/paternity leave programs
• Retirement benefits – 401(K) match and best-in-class automatic profit sharing
• Telemedicine, mental health resources, and wellness program reimbursement
• Life insurance and disability insurance
• Remote work
• Professional services firm for audit, tax, consulting, and technology.
• Lexington, Kentucky, USA
• http://deandorton.com
• Late Stage
• Leadership Team
• Jason Miller
• President & CEO
• Recent News
• Lane Report | Kentucky Business & Economic News
• Dean Dorton president will retire; successor named
• 2025-09-09
• Dean Dorton joins top global alliance, TIAG and TAG
• 2025-08-21
• PR Newswire
• Celebrating Greatness, 68 CPAmerica Member Firms Recognized in INSIDE Public Accounting 2025 Top 500 Firms
• 2025-08-18
• Company data provided by
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Required skills

• ConnectWise, Microsoft Azure, Microsoft Power BI, SQL, Sage CRE, Sage Construction Management (SCM), Sage Intacct