Account Executive in Costa Mesa, California at Phocas Software

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

We know that fun is different for everyone. So, if you want to try out innovative approaches to sales, lead a project, save the planet, or spend more time with your favourite people outside work, you’ll have our full support.

As long as you’re doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

Create your happy place

The Account Executive sits at the center of the Phocas revenue engine. This role is responsible for acquiring new logos, running value-led sales cycles, and ensuring new customers experience a successful launch that sets them up for long-term success.

This is an ideal opportunity for a commercially driven seller who enjoys building territory, owning the full sales cycle, and turning prospects into long-term Phocas customers.

Phocas’ growth relies on consistently converting qualified pipeline into new customers while ensuring those customers realize measurable value in their first year.

This role bridges prospect engagement, commercial execution, and early customer success — ensuring customers are not only won but set up to stay.

Why This Role Matters

• Revenue Growth: Direct ownership of new business ARR and logo acquisition.
• Customer Success: Ensures customers achieve strong ROI in their first 12 months.
• Pipeline Health: Builds and maintains a strong territory pipeline in partnership with BDR and Marketing.
• Sales Effectiveness: Improves conversion through value-based selling and tailored demos.
• Cross-Functional Impact: Works closely with BDR, Marketing, Customer Success, and Account Management.

Team Structure & Growth Plan

Reporting to the Market Lead, this role partners closely with:

• BDR on pipeline generation and prospect engagement
• Marketing on campaigns and targeting
• Customer Success Managers on onboarding and ROI delivery
• Account Management for seamless 12-month customer transition

What You Will Be Responsible For

• Own the full sales cycle from prospecting through close for new logo acquisition.
• Proactively manage and develop assigned territory by identifying high-potential accounts and executing targeted outreach.
• Deliver tailored product demos and value-based pitches aligned to buyer pain points and business outcomes.
• Lead commercial negotiations and finalize contracts for new clients.
• Maintain accurate pipeline forecasts and CRM hygiene.
• Collaborate with BDR and Marketing to convert qualified leads into opportunities.
• Partner with Customer Success to guide onboarding and ensure customers achieve measurable ROI.

Who We Are Looking For

• Proven track record of hitting commercial targets in a full-cycle sales role.
• Strong commercial acumen and negotiation skills.
• Excellent relationship building, communication, and facilitation skills.
• Strong problem-solving ability and customer-first mindset.
• Highly organized with strong pipeline discipline.
• Curious, resilient, and motivated to build long-term customer value.
• Passion for technology, learning, and alignment with Phocas values.