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    Account Executive — New Business

    Remote-friendly · US · Full-time · Quota-carrying · Reports to VP of New Business

    Own the full sales cycle for new prospects — from first qualified conversation through certification close. Run disciplined discovery with HR and People leaders, demo the MLW SaaS platform, and convert interest into committed certifications.

    Why this role exists

    The new-business AE is the conversion point between 'interested' and 'certified.' This is the role that turns awareness of the Most Loved Workplaces® standard into committed customers — and the role that protects the credibility of the certification by qualifying ruthlessly for tier fit.

    What you'll do

    • Run full-cycle sales on new logos: qualify, discover, demo the MLW SaaS platform, scope tier fit, negotiate, close
    • Maintain a high-quality pipeline at 3–4× quota in HubSpot, with current next steps on every opportunity
    • Partner with SDRs on outbound targeting; partner with Demand Gen on inbound conversion
    • Run executive-level conversations with CHROs, VPs of People, Heads of Talent, and Employer Brand leaders
    • Represent BPI at industry events, webinars, and partner motions
    • Hand off cleanly to Customer Onboarding at close with a written summary of customer goals and tier rationale
    • Contribute to the playbook — what works, what doesn't, what the next AE needs to know

    What we measure you on

    • New-logo revenue against quarterly quota
    • Pipeline coverage ≥ 3× quota at any moment
    • Sales cycle length trending down
    • Win rate by segment and source
    • Forecast accuracy quarter over quarter
    • 100% CRM hygiene

    What you bring

    • 5+ years in full-cycle B2B SaaS sales, ideally selling into HR, People, Talent, or Employer Brand buyers
    • Track record carrying and hitting quota
    • Comfortable selling certifications, awards, recognition platforms, or HR-tech products
    • HubSpot fluency or equivalent CRM mastery
    • Operational discipline — pipeline lives in the CRM, not in your head
    • Executive comfort; you can hold your own with CHROs and CEOs
    • Bonus: experience selling into mid-market or enterprise HR org charts

    How to apply

    Send a resume and a short note describing one new-logo close you're proud of — segment, cycle length, what made it land. No cover letter required.

    Best Practice Institute is an equal opportunity employer. We hire on the basis of operational excellence, customer empathy, and what you can demonstrate you've delivered.

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    Best Practice Institute

    Best Practice Institute is the research organization behind Most Loved Workplace® certification, the SPARK Model, the Love of Workplace Index™ (LOWI™), and The Workplace Report.

    The Workplace Report

    The Workplace Report is BPI's original workplace culture research and editorial briefing series for CEOs, CHROs, people leaders, talent leaders, and employer-brand teams. It turns BPI's 25 years of research, Most Loved Workplace® certification data, SPARK findings, and current workforce signals into practical analysis leaders can use.

    The report format includes executive summaries, research-backed articles, company examples, methodology notes, and practical implications for retention, hiring, culture, leadership, and employee experience. New research and analysis is published on an ongoing editorial cadence at /workplace-report.