Account Executive

POSITION OVERVIEW

The Account Executive is a quota-carrying seller accountable for new and expansion ARR within an assigned territory, vertical, or partner set. This role sells KnowledgeLake’s intelligent document processing (IDP), workflow automation, and enterprise content management (ECM) platform, and is expected to self-source pipeline alongside partner-generated and marketing-generated demand.

KnowledgeLake replaces manual, document-driven processes with automated ones, so this is a consultative, multi-stakeholder sale. A successful Account Executive can hold a credible conversation with a CFO or budget owner, a records and compliance owner, a line-of-business process owner, and a director of IT within the same sales cycle, and can quantify the cost of document handling, cycle time, exception volume, audit exposure, and legacy platform ownership.

KnowledgeLake sells with and through system integrator (SI), reseller, and solution partners. While partners frequently own the end customer relationship, the Account Executive owns the number. The role is accountable for territory and partner planning, pipeline generation and coverage, deal progression, forecast accuracy, and closed revenue, and is measured on quota attainment, self-sourced pipeline contribution, pipeline coverage, win rate, and forecast accuracy.

FUNCTIONS OF THE JOB

Essential Functions

Revenue Ownership and Pipeline Generation

Own and exceed an annual quota for new and expansion ARR across an assigned territory, vertical, or partner set

Build and maintain a written territory and partner plan that identifies target accounts, priority use cases, and named opportunities by quarter

Self-source pipeline through outbound prospecting, installed base expansion, partner-generated leads, and marketing qualified demand

Maintain pipeline coverage of at least 3x quarterly quota, and take corrective action when coverage or deal velocity falls below plan

Run structured discovery into document-driven process pain, including manual handling volumes, cost per transaction, cycle times, exception and error rates, retention and audit exposure, and staffing constraints

Selling in IDP, Workflow Automation, and ECM Markets

Position the platform against specific document-centric processes, including accounts payable and accounts receivable, contract and vendor onboarding, HR file management, claims and case processing, permitting and licensing, and records management

Translate platform capability into business outcomes across document capture and classification, OCR and data extraction, machine learning model training, straight-through processing, human-in-the-loop exception review, approval routing and workflow orchestration, content migration, and records retention and disposition

Sell the value of a cloud-native, Microsoft-aligned architecture, including integration with Microsoft 365, SharePoint, Azure, Power Platform, and customer ERP and line-of-business systems

Build, present, and defend ROI and business case models covering labor reallocation, cycle time reduction, rework and error reduction, audit readiness, and the total cost of retaining or replacing a legacy platform

Lead competitive displacement of legacy capture, imaging, and ECM systems, with clear differentiation on architecture, time to value, and total cost of ownership

Coordinate demonstrations, technical validation, pilots and proofs of value, and security and architecture reviews with Presales and Product

Partner Co-Selling

Develop, activate, and co-sell with SI, VAR, MSP, and ISV partners, including joint account plans and committed joint pipeline targets

Enable partner sellers on qualification, positioning, demonstration narrative, and pricing, and hold partners accountable to committed sourcing and progression activity

Serve as the primary KnowledgeLake point of contact during active partner-led cycles, and maintain deal registration accuracy and clear rules of engagement

Represent KnowledgeLake in partner reviews, joint marketing activity, customer meetings, and industry events

Deal Execution and Forecast Discipline

Multi-thread across the economic buyer, process owners, IT and security, records and compliance, and procurement, and avoid single-threaded sales cycles

Apply a consistent qualification methodology such as MEDDICC to validate metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, and competition

Build and maintain mutual action plans with defined milestones, owners, and dates through signature

Structure pricing and subscription terms within approval guidelines, negotiate commercial and contractual terms alongside Finance and Legal, and protect ARR quality and discount discipline

Manage public sector and enterprise procurement requirements, including RFP, RFI, and RFQ responses, cooperative and state contract vehicles, security questionnaires, and fiscal year timing

Maintain accurate opportunity stages, deal values, close dates, next steps, and contact roles within the CRM (HubSpot)

Forecast commit, upside, and pipeline categories accurately each week and quarter, and escalate risk early rather than at quarter end

Cross-Functional Execution

Work with Presales, Product, Services, Customer Success, Marketing, Finance, and Legal to align on scope, deliverability, and terms before close

Hand off closed business to Services and Customer Success with documented scope, success criteria, and stakeholder map

Provide structured feedback to Product and Marketing on competitive activity, win and loss themes, pricing pressure, and capability gaps

Follow defined sales process, methodology, and CRM standards to support predictable revenue outcomes

POSITION QUALIFICATION REQUIREMENTS

The following are the minimum qualifications an individual needs in order to successfully perform the duties and responsibilities of this position. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education

Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent practical experience

Experience

10+ years of quota-carrying B2B software or SaaS sales experience, including enterprise or mid-market deals with average annual contract values of $75K or greater

Documented record of meeting or exceeding annual quota, with the ability to speak to specific attainment by year

Experience selling complex, multi-stakeholder solutions that require both line-of-business and IT or security approval

Experience selling with or through partners, resellers, or system integrators in a co-selling model

Experience selling into document-intensive functions such as Finance and accounts payable, HR, Legal, Records and Compliance, or Operations

Experience owning territory planning, pipeline generation, opportunity data, and forecast accuracy within a CRM

Highly Preferred

Direct experience selling intelligent document processing, document capture, workflow or business process automation, or ECM and content services platforms. Relevant competitive and adjacent experience includes Hyland and OnBase, OpenText, Laserfiche, Tungsten and Kofax, ABBYY, DocuWare, M-Files, Nintex, UiPath, and Automation Anywhere

SLED experience across state and local government, K-12, and higher education, including budget and fiscal year cycles, cooperative purchasing and contract vehicles, public records and ret