Torchora
Back to Home

Key Responsibilities and Required Skills for New Business Sales Executive

💰 $75,000 - $150,000+ OTE

SalesBusiness DevelopmentClient AcquisitionRevenue Generation

🎯 Role Definition

The New Business Sales Executive is a pivotal, revenue-generating role responsible for identifying, pursuing, and securing new clients for the organization. This individual acts as the primary engine for business growth, focusing exclusively on acquiring new logos and expanding the company's market share. They manage the entire sales cycle from initial prospecting and lead generation through to contract negotiation and closing. Success in this role is defined by the ability to build a robust pipeline, articulate the company's value proposition compellingly, and consistently exceed sales targets. This position requires a proactive, resilient, and strategic mindset, combined with exceptional relationship-building and closing skills.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR) / Business Development Representative (BDR)
  • Account Coordinator or Junior Account Executive
  • Inside Sales Representative

Advancement To:

  • Senior New Business Sales Executive / Principal Sales Executive
  • Sales Manager / Head of New Business
  • Enterprise Account Executive

Lateral Moves:

  • Account Manager (focus on existing clients)
  • Channel Sales or Partner Manager
  • Customer Success Manager

Core Responsibilities

Primary Functions

  • Proactively identify and qualify new business opportunities through strategic prospecting, targeted outreach, and leveraging professional networks to build a sustainable sales pipeline.
  • Conduct in-depth discovery calls and needs analysis with prospective clients to thoroughly understand their business challenges, objectives, and decision-making processes.
  • Develop and deliver compelling, high-impact sales presentations and product demonstrations that effectively articulate the company's value proposition and align solutions with client needs.
  • Manage the complete, and often complex, sales cycle from initial contact to negotiation, contract execution, and successful closing of new accounts.
  • Consistently achieve and exceed monthly, quarterly, and annual sales quotas and key performance indicators (KPIs) for new business revenue.
  • Master and articulate the company’s product suite, services, and competitive positioning to effectively handle objections and differentiate our offerings in the marketplace.
  • Cultivate and nurture strong, long-lasting relationships with key stakeholders and decision-makers within target organizations.
  • Author and present strategic, well-structured proposals, statements of work (SOWs), and commercial agreements tailored to the specific requirements of each prospect.
  • Negotiate contract terms, pricing, and service level agreements (SLAs) to ensure a mutually beneficial partnership for both the client and the company.
  • Maintain a deep understanding of industry trends, market conditions, and competitor activities to inform sales strategy and identify new avenues for growth.
  • Utilize CRM software (e.g., Salesforce, HubSpot) diligently to manage leads, track sales activities, and provide accurate forecasting and pipeline reports to sales leadership.
  • Collaborate effectively with internal teams, including marketing, pre-sales engineering, and legal, to orchestrate resources and present a unified front to prospective clients.
  • Represent the company with a high degree of professionalism at industry conferences, trade shows, and networking events to generate leads and enhance brand visibility.
  • Develop and execute strategic territory or vertical-specific sales plans to maximize market penetration and achieve long-term growth objectives.
  • Drive the initial onboarding process for new clients, ensuring a smooth and successful handover to the account management or customer success teams.
  • Engage in continuous learning and professional development to stay at the forefront of sales methodologies and best practices.

Secondary Functions

  • Provide valuable market and customer feedback to the product development and marketing teams to influence future product enhancements and go-to-market strategies.
  • Prepare and present regular sales activity reports, pipeline analysis, and revenue forecasts for review by sales management and the executive team.
  • Assist in the development and refinement of sales collateral, presentation materials, and proposal templates.
  • Participate actively in weekly sales meetings, team strategy sessions, and ongoing training programs to foster a collaborative and high-performance culture.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Expert-level ability to use and maintain a CRM system (e.g., Salesforce, HubSpot, Zoho) for pipeline management, reporting, and forecasting.
  • Sales Methodology Expertise: Proven application of structured sales methodologies such as MEDDIC, The Challenger Sale, SPIN Selling, or Solution Selling.
  • Prospecting Tools: Competency with lead generation and sales intelligence tools like LinkedIn Sales Navigator, ZoomInfo, or similar platforms.
  • Presentation Software: Mastery of presentation software (e.g., PowerPoint, Google Slides, Keynote) to create and deliver persuasive and professional sales decks.
  • Contract Negotiation: Demonstrable skill in navigating complex contract negotiations, including pricing, legal terms, and service level agreements.
  • Financial Acumen: Strong understanding of business finance concepts (ROI, TCO) to build compelling business cases for prospective clients.

Soft Skills

  • Exceptional Communication: Superior verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively to C-level executives and other stakeholders.
  • Resilience & Grit: The ability to handle rejection, overcome objections, and maintain a positive, motivated attitude in a high-pressure sales environment.
  • Relationship Building: A natural ability to build rapport, establish trust, and cultivate strong, professional relationships with prospects and clients.
  • Strategic Thinking: The capacity to develop and execute strategic sales plans, analyze market dynamics, and position solutions effectively against competitors.
  • Active Listening: The skill of listening intently to understand a prospect's true needs, challenges, and motivations before proposing a solution.
  • Closing Ability: A proven "hunter" mentality with a strong instinct for closing deals and a track record of successfully meeting and exceeding quotas.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience. A proven track record of sales success is often valued more highly than specific educational credentials.

Preferred Education:

  • Bachelor’s or Master's Degree in a business-related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing & Communications
  • Economics

Experience Requirements

Typical Experience Range:

  • 3-7 years of direct sales experience, with a significant portion focused on new business development or client acquisition, preferably in a B2B context.

Preferred:

  • A documented and verifiable history of consistently exceeding sales targets in a quota-carrying role. Experience selling SaaS, technology solutions, or professional services is highly advantageous. Demonstrable experience managing a full sales cycle from prospecting to close.
Explore More Careers