Business Development Executive - Sage Intacct

Pinnacle is recruiting for a Business Development Executive to join our growing cloud erp sales team.

As a Business Development Executive within the New Customer Acquisition (NCA) team, your primary responsibility is to drive new business sales for Sage Intacct, helping organisations streamline their operations through modern, cloud-based Accounting & ERP solutions. You will be responsible for identifying, engaging, and converting prospects into long-term customers through a structured, consultative sales approach.

You are a self-driven, results-oriented sales professional with a deep understanding of ERP solutions, strong communication skills, and a passion for building lasting client relationships.

Key Responsibilities

Go-To-Market (GTM) & Lead Generation

• Assist in all GTM activities to successfully position and sell Sage Intacct.
• Follow up on and nurture campaign-generated leads from various sources.
• Conduct proactive outreach to generate new opportunities through targeted prospecting and engagement.
• Monitor, measure, and analyse the performance of lead generation efforts, ensuring continuous optimisation.
• Maintain a healthy sales pipeline and consistently achieve lead-generation targets.

Consultative Selling & Sales Execution

• Develop a deep understanding of customer challenges, pain points, and business objectives.
• Conduct thorough needs assessments to identify where Sage Intacct delivers the most value.
• Deliver engaging product demonstrations and tailored proposals in collaboration with the Pre-Sales team.
• Engage with key stakeholders across finance, operations, and IT to navigate complex sales cycles.
• Utilise a consultative approach, positioning Sage Intacct as the best-fit solution through strategic questioning and solution alignment.
• Negotiate terms, pricing, and contracts to reach mutually beneficial agreements.
• Own the sales process from start to finish, ensuring a seamless transition from opportunity creation to deal closure.

Sales Performance & Pipeline Management

• Track and report against key sales metrics, including pipeline progression, conversion rates, and revenue targets.
• Maintain accurate records of all activities and interactions in the Pinnacle CRM system.
• Achieve and exceed set sales targets while adhering to Pinnacle’s Sales Engagement Benchmarks.
• Ensure all sales documentation, SSA/ISO compliance, and key signatory approvals are completed for each deal.

Market & Product Knowledge

• Stay up to date on Sage Intacct's latest features, capabilities, and roadmap developments.
• Continuously refine sales strategies based on industry trends, competitor analysis, and customer feedback.
• Develop expertise in the Sage Intacct ecosystem, understanding its integrations, partner network, and unique value propositions.

Customer Relationship & Handover

• Manage and nurture new customer relationships until first renewal, ensuring a smooth transition.
• Facilitate the handover to the Customer Account Management (CAM) team, ensuring ongoing customer success.
• Work closely with the Customer Success Leader, Professional Services and Support teams to ensure a smooth onboarding experience for new customers.

• Proven experience in ERP sales, SaaS, or cloud-based business applications - ideally Sage Intacct!
• A consultative, customer-first sales approach, with the ability to engage at all levels of an organisation.
• Strong pipeline management skills and a track record of meeting/exceeding sales targets
• Exceptional communication, negotiation, and presentation skills.
• The ability to travel to events, internal meetings and customer sites