Account Executive
Description
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About Dean Dorton
Dean Dorton is a leading professional services firm spanning certified public accounting, business advisory, and technology solutions. We are your partners in redefining success through innovation and data-driven strategies. Our experts provide an integrated suite of audit, tax, business management, consulting and technology solutions to companies both domestic and international. We help our clients strategize, adapt, and change in every stage of business, from startup and growth to succession planning and everything in between.
About the Team
Dean Dorton’s Technology Consulting practice empowers organizations to transform the way they operate through innovative, data-driven technology solutions. Our Software, Data & AI team partners with clients to design, implement, and optimize systems that enhance performance, strengthen decision-making, and accelerate growth. From ERP and business management software to advanced analytics and AI applications, we deliver secure, scalable, and integrated solutions that align technology with strategy—helping businesses work smarter, faster, and with greater confidence.
About the Role
The Account Executive is responsible for driving revenue growth for the Software practice (Sage Intacct) by developing new client relationships, expanding existing accounts, and positioning Dean Dorton as a trusted technology advisor. This role blends consultative selling with a strong understanding of software and data driven solutions. The Account Executive partners closely with technical leaders and delivery teams to align client needs with the firm’s capabilities and ensure a seamless transition from sales to execution.
This role may not be for you: This role may not be for you if you prefer transactional sales without developing long term client relationships, or if you are uncomfortable navigating complex, solution based sales cycles that require collaboration across technical and advisory teams. | This role may be for you: This role may be for you if you enjoy building relationships, understanding business challenges, and crafting tailored technology solutions that deliver measurable value.
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Essential Duties & Responsibilities
The essential duties and responsibilities of the Software Account Executive role are outlined below in correlation with Dean Dorton’s performance management impact areas.
Technical
Definition: Your specialized knowledge and expertise associated with the work you perform for/with clients (note: clients may be internal to Dean Dorton).
- Develop and execute sales strategies to drive new business for the Software practice.
- Identify, qualify, and pursue opportunities through proactive outreach, networking, referrals, and collaboration with internal teams.
- Lead discovery conversations to understand client business objectives, technical environments, and pain points.
- Collaborate with solution architects, consultants, and delivery leaders to design and position tailored proposals and scopes of work.
- Prepare and present proposals, pricing models, and solution overviews to prospective clients.
- Maintain accurate sales pipeline activity, forecasts, and client information within CRM systems.
- Stay current on emerging technology trends, software platforms, data tools, and AI capabilities to effectively advise clients.
Behavioral
Definition: The behaviors associated with performing your job (interpersonal skills).
- Build trusted advisor relationships with clients and prospects through consistent communication and follow through.
- Communicate complex technical concepts in a clear, business focused manner.
- Partner effectively with internal teams to ensure alignment between sales commitments and delivery capabilities.
- Demonstrate confidence, professionalism, and accountability in all client interactions.
- Manage multiple opportunities simultaneously while meeting deadlines and revenue goals.
- Adapt to evolving client needs, market conditions, and firm priorities with flexibility and resilience.
Non-Charge
Definition: The contribution you make to Dean Dorton outside of client work.
- Represent Dean Dorton positively in the marketplace through networking events, conferences, and industry activities.
- Collaborate with marketing and leadership on go to market strategies, campaigns, and thought leadership initiatives.
- Contribute insights on market trends, client feedback, and competitive landscape to support practice growth.
- Participate in internal initiatives, training, and continuous learning to enhance sales effectiveness and technical understanding.
- Champion firm culture and values while supporting cross functional collaboration.
Experience & Qualifications
- Bachelor’s degree in business, technology, or related field, or equivalent experience.
- Five or more years of experience in a consultative sales, business development, or account management role, preferably within technology or professional services.
- Demonstrated success selling software, data, analytics, or technology enabled solutions.
- Strong understanding of solution based selling and complex sales cycles.
Software & Tools
- Sage Intacct
- Sage Construction Management (SCM) / Sage CRE
- Microsoft Power BI, Azure, SQL
- Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
- ConnectWise
- Flexible work schedules and environment
- Unlimited Paid Time Off (PTO)
- Paid family leave, medical leave, and maternity/paternity leave programs
- Retirement benefits, including a best-in-class employer match and automatic profit sharing.
- Telemedicine, mental health resources and wellness program reimbursement