The Account Executive will manage qualified inbound leads, drive full-cycle sales, conduct product demos, and develop proposals for SaaS solutions in EHS and compliance industries. They will also expand opportunities and maintain account activity using Salesforce.
Account Executive (SaaS – EHS & Compliance Industry)
At HSI, we empower organizations to create safer, smarter, and more compliant workplaces through our industry-leading EHS, training, and compliance solutions. Our platform is used by organizations nationwide to manage risk, deliver training, ensure regulatory compliance, and safeguard their people.
We are seeking a mid-market to enterprise Account Executive with industry experience — someone who understands the needs, regulations, and pain points of safety, compliance, training, or operationally complex environments. This role requires a consultative seller who can navigate multi-stakeholder cycles and articulate the value of HSI’s comprehensive SaaS offerings.
You will receive qualified inbound opportunities from our BDR team while also building strategic outbound pipeline in high-value verticals such as manufacturing, construction, utilities, energy, healthcare, transportation, and other regulated industries.
What You’ll Do- Manage and close qualified inbound leads and drive full-cycle sales opportunities from discovery to close.
- Perform targeted outbound outreach into strategic accounts and industry-specific verticals.
- Conduct consultative discovery to understand complex safety, compliance, training, and operational requirements.
- Deliver impactful product demos tailored to EHS, risk, compliance, or workforce development buyers.
- Navigate multi-stakeholder enterprise environments (EHS Directors, HR leaders, Risk/Safety Managers, Operations VPs).
- Develop proposals, build ROI cases, and negotiate multi-solution SaaS deals.
- Expand opportunity reach by mapping organizations both vertically and horizontally.
- Maintain accurate forecasting, pipeline hygiene, and account activity in Salesforce.
- Continuously grow your understanding of HSI’s product suite, EHS/compliance trends, and the competitive landscape.
- Industry Insight: Familiarity with EHS, compliance, safety training, workforce development, or selling into regulated industries.
- Consultative Selling: Ability to frame solutions around risk reduction, efficiency, and compliance outcomes.
- Influence: Skilled at guiding diverse stakeholders toward aligned decisions.
- Grit & Drive: Motivated to exceed quota and consistently outperform.
- Communication Excellence: Strong storytelling, demo delivery, and executive-level communication.
Requirements
- 4+ years of quota-carrying SaaS sales experience (required).
- B2B SaaS sales experience required, with proven success selling to mid-market and enterprise organizations.
- Industry experience selling into one or more of the following:
- Environmental Health & Safety (EHS)
- Risk / Compliance
- Training / LMS / workforce development
- Industrial / manufacturing / construction / utilities
- Healthcare, energy, logistics, or other regulated industries
- Strong experience in discovery, demoing, objection handling, deal structuring, and negotiation.
- Proficiency with Salesforce and standard sales tools.
- A 2-year degree required; 4-year degree preferred (or equivalent experience).
Benefits
- Full Healthcare: Health, dental, vision, and more - we've got you covered.
- Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
- Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
- Remote Work: You choose! Work from anywhere that boosts your productivity.
- Flexible Vacations: Take needed breaks with our generous time-off policy.
- Retirement Security: Benefit from our $1:$1 company match for retirement savings.
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