The Account Executive is a quota-carrying, full-cycle commercial role focused exclusively on new logo acquisition within the North American market. The successful candidate will be responsible for generating, qualifying, and closing new business opportunities, serving as the primary commercial point of contact with prospective clients.
This is a senior individual contributor position suited to a results-driven sales professional with a demonstrated record of closing complex IT services engagements with North American clients.
Key Responsibilities:
Own the full sales cycle for new business opportunities across the United States, from initial qualification through contract execution
Develop and execute a structured territory plan, including target account identification, vertical prioritization, and outbound engagement strategy
Build, manage, and maintain a qualified pipeline sufficient to consistently achieve assigned quarterly and annual revenue targets
Lead consultative discovery engagements with senior client stakeholders, translating business and technical requirements into well-structured commercial proposals
Manage complex procurement and legal processes, including MSA and SOW negotiation, rate card alignment, and payment term discussions
Collaborate closely with pre-sales and engineering teams to ensure technical viability and commercial competitiveness of proposed engagements
Maintain accurate and timely pipeline data, forecasting, and account intelligence within internal CRM systems
Represent Tkxel in client engagements, industry events, and executive meetings across the North American market
Requirements
Required Qualifications:
4 to 6 years of quota-carrying new business sales experience within IT services, managed services, staff augmentation, or professional services
Demonstrated track record of closing complex services engagements with North American mid-market or enterprise clients
Documented history of consistent quota attainment, supported by specific deal-level evidence
Comprehensive working knowledge of MSA and SOW commercial mechanics, including scope structuring, rate escalation provisions, and payment term negotiation
Established professional network within the North American market will be considered a significant advantage
Demonstrated ability to operate effectively across North American business cadences and time zones, regardless of candidate location
Excellent written and verbal communication skills, with the ability to engage senior client stakeholders with credibility and authority
Bachelor’s degree required; MBA or equivalent commercial credential preferred
Valid authorization to work in the candidate’s location of residence (Portugal, broader EU, or US)
Role Boundaries
To ensure alignment of expectations, this position is distinct from the following:
It is not an account management or portfolio expansion role; growth of existing client accounts is owned by a separate function
It is not a sales development or lead qualification role; the position owns the complete sales cycle through close
It is not designed to accommodate an extended ramp period; meaningful pipeline development is expected within the first ninety days
First Ninety Days
Days 1 to 30:
Complete commercial onboarding, develop a thorough understanding of Tkxel’s delivery capabilities and case study portfolio, and finalize a territory and target account plan in coordination with the Director of Sales
Days 31 to 60:
Initiate structured outbound engagement across the target account list, generate qualified opportunities, and conduct initial discovery conversations with senior client stakeholders
Days 61 to 90:
Build a qualified pipeline aligned with assigned quota expectations, advance opportunities into formal proposal and negotiation stages, and present a territory review to the Director of Sales covering pipeline composition, target account progress, and a twelve-month commercial outlook
Compensation and Benefits
Competitive base compensation
Variable compensation tied to defined commercial KPIs, including new business revenue, total contract value secured, and pipeline performance
Flexible work arrangement, with the option to operate from our Lisbon office or remotely from an approved location within EU and US.
