Account Executive (AE)

About 321

321 Aim is a pay per call Lead Exchange. Our platform, 321 AIM, delivers high quality ready to close calls and warm transfers to Accounts across multiple industries to include Insurance, Home Services, Legal and Debt Relief.

Role summary

You close, onboard and grow. You'll take qualified meetings from our SDRs (and at times source your own), run sharp discovery and demos of 321 AIM’s Lead Exchange in virtual meetings, and turn insurance agents, agencies and buyers of calls into paying accounts. Then the real work starts: you own those accounts. You onboard each one personally and keep growing them through account development, account management, upselling and cross-selling.

This isn't a few weeks of work and a handoff. It's an ongoing relationship built to increase customer retention and reduce churn. You speak lead economics fluently (cost per call, CPA, close rates, burn rates, publisher RPC and ROI for an agent) and you use it to help every client win. The AE will have a healthy balance of new-account virtual meetings and ongoing account management.

Depending on fit, you may cover Small Business (single agents), Mid-Market (multi-agents) or Enterprise accounts.

What you'll do

• Conduct prebooked onboarding meetings (demos) of 321 AIM tied directly to the prospect's needs.
• Close new accounts in the onboarding meeting.
• Onboard every new account yourself in a one-on-one screenshare: sign-up, platform setup and funding.
• Teach, don't just tell. Show clients how the platform and our Lead Exchange work, and have them do it themselves.
• Handle questions and objections at every stage, from sign-up through every wallet reload.
• Run scheduled follow-up appointments on performance, burn rate, sales scripting, enablement tools and optimization.
• Use the sales enablement tools to help clients set the right wallet reload for their call volume.
• Grow your accounts: increase spend, cross-sell into new campaigns and verticals, add agents and collect referrals.
• Watch account behavior and follow up on alerts before a client slows down or churns.
• Manage every account, appointment and next step in our CRM. If it's not in our CRM, it didn't happen.
• Forecast new revenue and account growth, and keep leadership updated every week.

What success looks like

First 7 days

Learn 321 AIM, our lines of business, our buyer types, our Lead Exchange, our pricing and the lead economics behind every account. Get fluent in our CRM and the onboarding process. Shadow onboarding screenshares and follow-up appointments, then start running your own.

7-60 days

You're closing new accounts and taking each one through onboarding, funding and all follow-up appointments on schedule. Clients are successful, and onboarding completion and early retention are on track as defined by our KPIs. Your CRM records are accurate and current without anyone chasing you.

60-90 days

You're fully ramped. You're following the proven process across a growing book of accounts: new accounts onboarded and funded, existing accounts increasing spend, adding agents and sending referrals, and alert-based follow-up catching problems before they turn into churn.

Ongoing: what we measure

This is a long-term book of business. You're measured on how your accounts grow and stay, not just on what you close.

• New accounts closed
• Onboarding completion (signed up, set up and funded)
• Follow-up appointments completed on schedule
• Wallet reloads and funding
• Account spend growth
• Customer retention and churn
• Upsell and cross-sell into new campaigns and verticals
• Agents added and referrals (when applicable)
• CRM hygiene

What you bring (must-haves)

• A track record of closing new business and growing accounts in a B2B sales, account management or customer success role.
• Strong discovery and demo skills, on the phone and in virtual meetings. You diagnose before you pitch.
• Comfort with numbers: you can walk a client through cost per call, CPA, burn rate and ROI and make it make sense.
• A patient teacher: you can run a screenshare, have the client do it themselves, and handle objections without losing momentum.
• Disciplined account and pipeline management in a CRM, and quick to learn a new platform.
• Direct, clear communication that builds trust fast with agents, business owners and agency leaders.
• Self-driven, competitive and coachable.

Nice-to-haves

• Insurance experience (Medicare, home, auto, life/IUL, final expense or ACA), whether selling to agents, agencies or carriers or working as an agent.
• Proven Account Executive or account management success
• Lead generation, pay-per-call, ping post or performance marketing sales experience.
• Hands-on experience with GoHighLevel or another CRM.
• Experience selling to multi-agent agencies or larger lead and call buyers.
• Exposure to home services, legal or debt relief lead markets.