Account Executive

Good Sam Enterprises

Account Executive — B2B & Partner Sales

Department: Good Sam Protection Products & Services

Reports To: Director, Business Development

Location: Englewood, CO, Lincolnshire, IL or Chicago, IL (3 to 5 days in office weekly)

Travel: Up to 25% — trade shows, partner visits, prospect meetings

Overview

Good Sam Enterprises is seeking a driven, quota-carrying Account Executive to identify, pursue, and close new B2B partner opportunities across our portfolio of protection products and services. This role sits at the front of our commercial engine — responsible for converting qualified leads from our SDR into signed partner agreements, while also self-sourcing opportunities through proactive outreach and market development.

The Account Executive serves as a subject matter expert across our diverse lines of business and partner operating models — including affiliate referral arrangements, wholesale partnerships, sponsored and employer-paid programs, commercial and fleet solutions, and white-labeled product offerings. Success in this role requires a consultative selling approach, a strong command of our product portfolio, and the ability to match the right solution to each partner's unique needs and business model.

This role reports to the Director of Business Development and works closely with the Product Development team, Partner Account Manager, and business line leaders to develop targeted opportunities, design tailored product solutions, and ensure a seamless post-sale transition.

Ideal Candidate

The ideal candidate is a self-motivated, results-oriented sales professional with a proven track record of closing complex B2B deals in a consultative selling environment. They are highly organized and skilled at translating a broad product portfolio into tailored solutions that address real partner pain points.

This person thrives in a fast-paced, high-growth environment. They bring structure to ambiguity — maintaining a clean, well-managed pipeline, following a disciplined sales process, and consistently hitting or exceeding quota — while remaining flexible and creative in how they approach each opportunity.

Key Responsibilities

1. Pipeline Development & Deal Closure (50% of Time)

• Own the full sales cycle for new B2B partner opportunities — from initial outreach or lead response and through discovery, proposal, negotiation, and close

• Convert qualified leads from the SDR into active opportunities; self-source additional pipeline through proactive prospecting, referrals, and market research

• Conduct thorough discovery conversations to understand each prospect's business model, customer base, pain points, and partnership goals — then design and present tailored Good Sam product solutions

• Develop structured and automated solutions to meet lower volume demand funnels

• Confidently present and demo Good Sam's product and service portfolio, leveraging deep product knowledge and an understanding of each partner channel model

• Manage and progress an active pipeline of 15-25+ qualified opportunities at any given time — moving deals forward with urgency and strategic precision

• Develop and deliver compelling proposals and pitch materials in partnership with the Director, Business Development, Product Development team, and Business Leaders

• Close new partner agreements that drive meaningful revenue growth — with a year-one target of 2-5 signed partnerships contributing to $250K+ in annual partner revenue

2. SDR Direction & Pipeline Quality (15% of Time)

• Direct the daily activity of one SDR — setting outreach targets, prioritizing account lists, reviewing messaging, and ensuring a consistent flow of qualified leads into the pipeline

• Coach the SDR on qualification criteria, objection handling, and discovery — helping them improve lead quality and conversion from outreach to opportunity

• Collaborate with the Director, Business Development to refine targeting criteria, ideal partner profiles, and outreach messaging based on what is and is not converting in the pipeline

• Maintain clear handoff standards between SDR-sourced leads and active AE opportunities — ensuring no leads fall through the cracks

3. Cross-Functional Collaboration & Solution Design (20% of Time)

• Partner closely with the Product Development team to ensure product structures, benefit designs, and pricing are competitive and tailored to active partner opportunities

• Work with business line leaders to understand product performance, channel dynamics, and any constraints that