About FOCUS Learning

FOCUS Learning is a highly respected technology provider in mission-critical training and compliance solutions for highly regulated industries. Backed by The Brydon Group, FOCUS is poised for rapid growth and looking for a dynamic CFO.

Position Summary

The Sales Account Executive (Hunter) is motivated and results-driven, to generate net-new business opportunities and grow our presence in the public and education sectors. This is a high-impact role ideal for someone who thrives in a full-cycle sales environment, builds pipelines from scratch, and is skilled at closing complex deals in long sales cycles.

Position Duties & Responsibilities

The essential functions include, but are not limited to the following:

·         Pipeline Generation

·         Identify, engage, and qualify new logo prospects within assigned territories across all business verticals.

·         Leverage outbound prospecting, events, channel partners, and inbound leads to build pipeline.

·         Deal Execution

•          Lead full sales cycle: discovery → demo → proposal → close.

•          Tailor sales approach to complex buying groups with multiple stakeholders.

•          Collaborate with Solutions Engineers, Product, and Client Success to ensure customer alignment.

·         Forecasting & Process

•          Maintain accurate deal stages and forecasts in HubSpot CRM.

•          Use sales methodology (MEDDIC, Challenger, or similar) to qualify and advance opportunities.

•          Meet and exceed individual quota and performance KPIs.

·         Key Performance Indicators

•          $750K–$1M in Net New Annual Recurring Revenue (NNARR)

•          Number of qualified meetings, opportunities created, win rate

•          Sales cycle velocity and average deal size

Minimum Qualifications (Knowledge, Skills, and Abilities)

·         3 years of full-cycle SaaS sales experience, ideally in GovTech or public sector

·         Proven ability to self-source pipeline and close new logo business.

·         Strong discovery, objection handling, and multi-threading skills.

·         Experience with HubSpot or similar CRM tools.

·         Comfortable operating in a resource-light, scale-up environment.

Our values are the North Star for our decisions, the yardstick for our team members, and the guidebook for how we deliver value to the customers and the industries we serve.

·         View obstacles as opportunities: make it happen and be creative 

·         Own it: take pride in what you do, be accountable to yourself and each other  

·         Embrace curiosity: be a learn-it-all instead of a know-it-all, and have fun  

·         Steward the future: add value for our customers and the industries we serve; make it scale 

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