• Schedule five (5) “1st new meetings” per week. • Deliver five (5) “1st new meetings” per week. • Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation. • Build $25,000-$40,000 in new sales opportunities each week, depending on territory assignment. • Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs). • Make incremental progress to successfully attaining annual quota by year end. • Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $2M - $4M. • Willingness to travel 40% a year within assigned territory. • Creating, Implementing, and Maintaining a quarterly territory plan • Executing a prospecting methodology as part of their regular routine • Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager. • Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. • Providing regular reporting of pipeline and forecasts using Salesforce. • Keeping abreast of competition, competitive issues and products. • Attending and participating in sales meetings, product seminars, and trade shows. • Preparing written presentations, reports, and price quotations. • Conducting and managing contract negotiations. • Ability to upsell and sell additional products/services into existing clients.