Account Executive (SaaS – EHS & Compliance Industry)
At HSI, we empower organizations to create safer, smarter, and more compliant workplaces through our industry-leading EHS, training, and compliance solutions. Our platform is used by organizations nationwide to manage risk, deliver training, ensure regulatory compliance, and safeguard their people.
We are seeking a mid-market to enterprise Account Executive with industry experience — someone who understands the needs, regulations, and pain points of safety, compliance, training, or operationally complex environments. This role requires a consultative seller who can navigate multi-stakeholder cycles and articulate the value of HSI’s comprehensive SaaS offerings.
You will receive qualified inbound opportunities from our BDR team while also building strategic outbound pipeline in high-value verticals such as manufacturing, construction, utilities, energy, healthcare, transportation, and other regulated industries.
What You’ll Do- Manage and close qualified inbound leads and drive full-cycle sales opportunities from discovery to close.
- Perform targeted outbound outreach into strategic accounts and industry-specific verticals.
- Conduct consultative discovery to understand complex safety, compliance, training, and operational requirements.
- Deliver impactful product demos tailored to EHS, risk, compliance, or workforce development buyers.
- Navigate multi-stakeholder enterprise environments (EHS Directors, HR leaders, Risk/Safety Managers, Operations VPs).
- Develop proposals, build ROI cases, and negotiate multi-solution SaaS deals.
- Expand opportunity reach by mapping organizations both vertically and horizontally.
- Maintain accurate forecasting, pipeline hygiene, and account activity in Salesforce.
- Continuously grow your understanding of HSI’s product suite, EHS/compliance trends, and the competitive landscape.
- Industry Insight: Familiarity with EHS, compliance, safety training, workforce development, or selling into regulated industries.
- Consultative Selling: Ability to frame solutions around risk reduction, efficiency, and compliance outcomes.
- Influence: Skilled at guiding diverse stakeholders toward aligned decisions.
- Grit & Drive: Motivated to exceed quota and consistently outperform.
- Communication Excellence: Strong storytelling, demo delivery, and executive-level communication.
Requirements
- 4+ years of quota-carrying SaaS sales experience (required).
- B2B SaaS sales experience required, with proven success selling to mid-market and enterprise organizations.
- Industry experience selling into one or more of the following:
- Environmental Health & Safety (EHS)
- Risk / Compliance
- Training / LMS / workforce development
- Industrial / manufacturing / construction / utilities
- Healthcare, energy, logistics, or other regulated industries
- Strong experience in discovery, demoing, objection handling, deal structuring, and negotiation.
- Proficiency with Salesforce and standard sales tools.
- A 2-year degree required; 4-year degree preferred (or equivalent experience).
Benefits
- Full Healthcare: Health, dental, vision, and more - we've got you covered.
- Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
- Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
- Remote Work: You choose! Work from anywhere that boosts your productivity.
- Flexible Vacations: Take needed breaks with our generous time-off policy.
- Retirement Security: Benefit from our $1:$1 company match for retirement savings.
Top Skills
What We Do
HSI is a leader in Environmental, Health and Safety (EHS) and workforce development software, training, and compliance solutions. Our content solutions and technology platform enable safety, HR and operations managers to train employees on necessary workforce skills, keep workers safe, and meet regulatory and operational compliance requirements.
