Account Executive for Consultative Sales

Scale Army

Your job is to make smart companies feel safe, excited, and confident about working with us and then get them to sign.

You report to the Sales Manager and work closely with the CEO and senior sales leadership.

You are evaluated on revenue generated, not activity completed.

This Is Not a Typical Sales Role

• You will:
• Think
• Ask smart questions
• Advise
• Challenge clients when they re wrong
• Close deals

This is consultative selling, not order-taking.

Who You Talk To All Day

Your buyers are typically:

• CEOs
• Founders
• Heads of Marketing
• Heads of Sales
• Operators at companies with 20 200 employees

They come to us because:

• They re growing
• They re overwhelmed
• They know they need help
• They don t know exactly what to do next

You help them figure that out.

What You Own

You own the journey from:

First call Signed engagement letter

You are responsible for:

• Running discovery calls
• Guiding hiring strategy conversations
• Handling objections and concerns
• Creating urgency and momentum
• Closing deals

You do not support revenue.

You create revenue.

Core Responsibilities Run High-Quality Discovery Calls

• Lead conversations with prospective clients
• Ask smart questions about:
• Growth goals & marketing operations
• Team structure
• Bottlenecks
• Hiring history
• Diagnose what role they actually need (often different from what they think)

Clients come in asking for a Social Media Manager.

You may convince them they need a Paid Ads Manager, Lifecycle Marketer, Sales Rep, or Project Manager instead.

You are expected to win those debates.

Consultative Selling & Hiring Strategy

You will regularly discuss roles such as:

• Media Buyers / Paid Ads Managers
• Marketing Managers / Growth Marketers
• Lifecycle / Email Marketers
• Sales Reps / Appointment Setters
• Project Managers
• Shopify Developers and more

You don t need to do these jobs but you must understand:

• What they do
• When companies need them
• How they drive revenue

We will quiz you on this.

Close Deals

• Guide prospects toward signing engagement letters
• Handle objections confidently and calmly
• Create urgency without being pushy
• Maintain momentum from call to close

Your calendar turns into revenue.

What Success Looks Like irst 60 90 Days

• Running calls confidently
• Demonstrating strong marketing knowledge
• Closing your first deals
• Building pipeline momentum

6 12 Months

• Consistent deal flow
• Strong close rate
• Reliable revenue contribution
• Trusted voice on improving the sales process