Midmarket Account Executive-Cyber Security

Fulcrum Technology Solutions is seeking an Account Executive to support the growth of our Dallas market. This role is primarily remote with occasional client meetings, networking events, and in-person engagements as needed. As we continue expanding in this market, candidates must be located within the region to effectively support customer relationships and business development activities.

The Account Executive is responsible for developing new business opportunities, managing client relationships, and driving revenue growth across commercial and mid-market organizations.

This role requires a consultative sales approach focused on understanding customer challenges, aligning solutions to business needs, and partnering with internal technical teams to deliver value through Fulcrum’s technology solutions and services.

The ideal candidate is a motivated sales professional with experience managing the full sales lifecycle, building relationships with business and technical stakeholders, and successfully selling technology solutions in a competitive market.

Responsibilities / Essential Functions

• Develop and execute territory and account strategies to achieve revenue goals and expand Fulcrum’s customer base.
• Identify, prospect, and develop relationships with mid-market organizations and key decision makers.
• Build trusted relationships with customers, prospects, and internal stakeholders to uncover business needs and sales opportunities.
• Manage the complete sales cycle, including prospecting, discovery, solution positioning, proposal development, negotiation, and closing.
• Partner with technical and delivery teams to design solutions that align with customer objectives.
• Effectively communicate the value of Fulcrum’s technology solutions, professional services, and staffing capabilities.
• Generate new opportunities through networking, referrals, outbound prospecting, and account development activities.
• Maintain accurate sales forecasts, pipeline reporting, and activity tracking.
• Prepare and deliver compelling presentations, proposals, and business reviews.
• Navigate customer objections and challenges while maintaining strong relationships throughout the sales process.
• Manage multiple accounts and opportunities while prioritizing activities that drive revenue growth.
• Collaborate with marketing and internal teams on campaigns, events, and customer engagement strategies.
• Maintain strong knowledge of industry trends, customer challenges, and competitive solutions.

Required Skills & Competencies

• Consultative selling approach with the ability to understand customer challenges and recommend solutions.
• Strong relationship-building and account management skills.
• Ability to prospect, qualify, and develop new business opportunities.
• Experience managing complex sales cycles with multiple stakeholders.
• Strong negotiation, communication, and presentation skills.
• Self-motivated with the ability to work independently and manage priorities.
• Strong problem-solving skills and the ability to overcome sales obstacles.
• Ability to execute against defined sales processes and methodologies.
• Strong organizational skills with attention to detail.

Preferred Skills

• Experience selling cybersecurity, IT infrastructure, cloud, managed services, professional services, or staffing solutions.
• Ability to collaborate effectively with technical engineering and delivery teams.
• Experience presenting solutions and proposals to business and technical audiences.
• Comfortable engaging with executives, IT leaders, and department stakeholders.
• Experience using CRM platforms and sales enablement tools.
• Understanding of market research, account planning, and territory development strategies.
• Strategic mindset with the ability to identify growth opportunities within existing accounts.

Qualifications & Experience

• 4+ years of successful B2B technology sales experience.
• Proven track record of achieving or exceeding sales goals and revenue targets.
• Experience selling into commercial or mid-market organizations.
• Demonstrated success managing the full sales lifecycle from prospecting through close.
• Stable employment history with demonstrated career progression.
• Must be authorized to work in the United States.

Physical Demands

The physical demands described below are representative of those required to successfully perform the essential functions of this role. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

• Ability to work extended periods using a computer and communicating through phone, email, and video conferencing.
• Ability to maintain accurate records and complete sales documentation.
• Ability to review reports, proposals, presentations, and other business materials.
• Regular communication with customers and internal teams through virtual and in-person meetings.
• Ability to operate standard office equipment and technology tools.
• May occasionally lift and/or move up to 10 pounds.

Acknowledgment

The responsibilities and qualifications described above represent the primary expectations for this position. Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of the role. Requests for accommodation should be directed to the Human Resources Department.