New Business Account Executive (Hunter)

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Role Overview – New Business Account Executive (Hunter)

The Account Executive (AE) is a new-business focused sales professional responsible for creating net-new revenue by identifying, engaging, and converting prospective customers into long-term CBTS clients. This is a role for someone who thrives on momentum, takes pride in building something from the ground up, and is energized by opening doors where no relationship previously existed.

You will play a critical role in expanding CBTS’s footprint by leading with curiosity, insight, and confidence. Success comes from consistent action, thoughtful discovery, and the ability to connect customer challenges to meaningful business outcomes across cloud, security, networking, and managed services.

This is a new-logo acquisition (hunter) role. Once an Account Executive successfully brings a new client onboard, they will have the opportunity to retain ownership of that account and manage the ongoing relationship, including expansion, renewals, and upsell opportunities.

Primary Responsibilities – New Business Focus

New Logo Acquisition & Prospecting

You will own new-logo creation within an assigned territory and target account list, taking full accountability for building pipeline from scratch. This role rewards consistent outbound activity, creative engagement, and persistence.

You are expected to proactively generate meetings through calls, emails, social outreach, OEM collaboration, events, and referrals. Inbound leads may occur, but success is driven by self-sourced opportunity creation.

You will build and maintain healthy pipeline coverage with an emphasis on early-stage, net-new opportunities, using discipline and pace to create momentum. OEM partners, marketing campaigns, and CBTS thought leadership are tools to accelerate access—but initiative always starts with you.

Territory & Target Account Execution

You will develop and execute a clear, hunter-led territory plan with defined vertical focus, ideal customer profiles, and whitespace analysis. This includes identifying trigger events such as renewals, security concerns, modernization initiatives, leadership changes, or regulatory pressure.

You will engage senior IT and business leaders early and confidently, building account maps that prioritize economic buyers, influencers, and technical stakeholders. The goal is to establish relevance quickly and expand relationships deliberately.

Discovery, Qualification & Opportunity Shaping

You will lead discovery conversations that go beyond technology to uncover business drivers, operational risk, and transformation priorities. Strong qualification is essential—understanding success criteria, decision processes, budget posture, and urgency.

You will bring structure to early conversations, qualifying rigorously and disqualifying thoughtfully when alignment does not exist. The best opportunities are shaped early, with clarity and intent, before solutioning begins.

Solution Positioning

You will position CBTS as a strategic partner capable of delivering outcomes across:

• Cloud and Modernization
• Cybersecurity
• Networking and Infrastructure
• Modern Workplace
• Managed Services
• Application Services

Your role is not to be the deepest technical expert, but to connect customer challenges to the right conversations, assessments, and next steps that move opportunities forward.

Deal Execution & Forecast Discipline

You will progress opportunities through defined sales stages with clear next steps and accountability. Salesforce hygiene, forecast accuracy, and pipeline clarity are core expectations—not administrative tasks.

You will engage solution architects, practice leaders, and delivery teams at the right time to support well-qualified pursuits, ensuring focus, efficiency, and strong customer experience.

Market Presence & Brand Building

You will represent CBTS with confidence in the market—at industry events, OEM sessions, and executive briefings. Through your conversations and presence, you will help build CBTS’s reputation as a trusted, insight-led partner.

Behaviors That Drive Success in This Role

This role is built for individuals who take ownership of their success and understand that results follow behavior.

Success comes from consistent, intentional activity and a willingness to step outside of comfort zones. Curiosity, resilience, and discipline matter as much as experience.

Top performers are comfortable initiating conversations, asking direct questions, challenging assumptions, and staying focused through rejection and long sales cycles. They manage their time well, keep their pipeline clean, and take pride in personal accountability.

This is a role for someone who wants to grow—professionally, financially, and as a trusted advisor to senior leaders.

Qualifications

You bring 4–7+ years of B2B technology sales experience with a demonstrated ability to win new business. You are comfortable prospecting, building pipeline, and carrying deals from first conversation through close.

Experience selling cloud, cybersecurity, networking, managed services, or application services is preferred. Familiarity with structured sales methodologies and strong executive communication skills are important.

You are organized, process-driven, and comfortable operating in CRM systems with a focus on forecast accuracy and pipeline integrity.

Core Competencies

• New Business Development
• Prospecting and Pipeline Creation
• Discovery and Qualification
• Executive Communication
• Deal Strategy and Commercial Acumen
• Resilience and Accountability

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Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.