Account Executive — Project & Solutions Sales

Total Performance Consulting · Georgia · $50,000–$150,000 (stated in the posting)

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About Perform

Perform (totalperform.com) is an AI, consulting, and engineering firm based in Milton, GA. We help enterprise clients in healthcare, banking, and other regulated industries ship the AI strategies they've been talking about, across four service lines: AI & Automation, Consulting, QA & Testing, and Nearshore Engineering Talent.

This role sits inside our AI & Automation and Consulting practices. We sell scoped, delivered outcomes: AI agent builds, automation implementations, data and platform projects, and advisory engagements. Every deal is a custom proposal and a signed SOW, backed by our delivery and engineering teams, with Nearshore Engineering Talent as a complement when a client needs a team to deliver.

The Role

This is a quota-carrying hunter role, reporting directly to the CEO. We don't hand you a lead list: you build the pipeline, the network and the book of business yourself. You own project and consulting revenue creation from prospecting through close, and you scope the engagement the way a solutions seller does: outcome first, deliverable defined, fixed-fee or milestone-based SOW signed.

This is a senior seat covering both sales and account management. You win the new logo, then manage and grow the account into follow-on work.

What You'll Own

• Self-sourced new-logo selling. You prospect, you book your own meetings, you close. We don't have an inbound lead flow to hand you. You bring your own network to open doors that cold outreach can't, and you build pipeline against companies that need AI, automation, or data and platform work done.
• Directing the offshore team. A dedicated offshore team supports your hunt with list-building, research, LinkedIn outreach, cold email, and account monitoring. They multiply your reach; they don't replace your hunting. You direct them.
• Running the full sales cycle. Discovery, executive presentation, solution scoping with our delivery and engineering leads, custom proposal and SOW authoring, pricing, negotiation, and close. You quarterback; delivery executes.
• Selling the outcome. "We'll build and deploy your AI agent in eight weeks" beats "we have AI engineers available." You scope fixed-fee or milestone-based engagements around a defined deliverable.
• Growing what you land. After the first project, you manage your named accounts and expand them into follow-on work.
• SOW and change-order discipline. Clean scoping, clear acceptance criteria, and change-order discipline on every engagement, with no scope creep that erodes margin or client trust.
• Navigating multi-stakeholder, long-cycle deals. You're comfortable running 6 to 12 month cycles across IT, procurement, finance, and legal, with deals in the $50K to $150K+ ACV range, and presenting credibly to CIOs and CTOs along the way.
• Walking away from the wrong deals. You have full discretion to decline work we would regret delivering, and we don't discount our positioning to win commodity work.

How You'll Be Measured

Targets are set with you at hire. Leading indicators below so progress is visible before revenue comes in.

• New-logo bookings: Closes net-new project and consulting revenue (AI & Automation, Consulting) from self-sourced pipeline.
• Self-sourced pipeline: Builds a credible pipeline through your own prospecting within the first quarter.
• Prospecting activity: A consistent weekly cadence of outbound touches and first meetings booked from your own effort.
• Average deal size / ACV: Scopes and closes projects in the $50K to $150K+ range, not commodity-rate deals.
• SOW discipline: Signed engagements have clean scope and acceptance criteria; minimal scope disputes or uncontrolled change.

First 90 Days

• Day 30: Trained on the offering and positioning across AI & Automation and Consulting. Target list built, outbound cadence live.
• Day 60: Pipeline building from your own prospecting effort. First opportunities in real stages with proposals in motion.
• Day 90: First new-logo close, and a self-sourced pipeline credible enough to forecast against.

Who We're Looking For

This role is for a senior, genuine hunter who has built pipeline from nothing and has sold scoped project or consulting engagements before. There is no inbound lead flow here; if you need leads handed to you, this isn't the role.

• A senior, proven enterprise seller. 7+ years of B2B technology sales with a steady, progressive record in senior roles.
• An aggressive, self-directed hunter. You build your own network, generate your own leads, and close your own business. You've built pipeline from a standing start, and you bring a rolodex of relationships with enterprise technology buyers. This is the single most important requirement.
• Sold scoped projects. You've built custom proposals and SOWs and closed fixed-fee, milestone-based, or SOW engagements, not only bill-rate placements.
• Both sales and account management. You can win the new logo and then manage and grow the account.
• Enterprise deal experience. Deals in the $50K to $150K+ ACV range, 6 to 12 month cycles across IT, procurement, finance, and legal, and ground-up territory or new-logo builds.
• Credible with CIOs, CTOs, and VPs of Engineering. You can discuss AI, automation, data, and platform work without being rolled by an engineer.
• Staff augmentation experience is also valued. A background that combines project sales with staffing is ideal.
• Comfortable in a small-team environment. You'll have real support from delivery, engineering, content, and an offshore team, but you build and iterate, not wait for a playbook.
• Honest about fit. You'd rather walk from a bad-fit deal than discount into one we'll regret delivering.
• Authorized to work in the US without sponsorship.

Nice to have

• Sandler or Force Management sales training
• Experience selling into regulated industries such as healthcare and banking
• A background at an IT consulting firm, systems integrator, digital transformation shop, or AI and automation consultancy

What We Offer

• Fully remote, US-based. Atlanta is a plus but not required. Some client travel as deals warrant.
• A recruiting and delivery team paired with you from day one, so the execution answer is already in motion when you walk into a client conversation.
• A dedicated offshore team to multiply your reach: lists, research, and outreach volume.
• Direct partnership with the VP of AI on solution scoping for complex deals.
• A clear, differentiated story to sell, reporting straight to the CEO.

Why Perform, Why Now

Buyers are past asking "can you send us a contractor" and are asking "can you get this built." We've built the harder, more durable story: scoped outcomes, delivered by a team that specializes in the roles AI doesn't replace.

Your job is to get in front of more of those buyers and sell the project.

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