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KPA helps organizations keep people safe, protect their business, and elevate compliance.
The Role
The SMB Account Executive drives new customer acquisition and revenue growth within small and mid-sized businesses, managing the full sales cycle and collaborating with various teams to ensure customer success.
Summary Generated by Built In
Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for six years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
Position Description:
KPA is experiencing significant growth, and we are expanding our sales team to accelerate that momentum. The SMB Account Executive plays a critical role in driving new logo acquisition and revenue growth within KPA’s small and mid-sized business segment. This role is responsible for identifying, managing, and closing new business opportunities in a fast-paced yet strategic sales environment.
This is an exciting opportunity to sell into a large, underserved market where many organizations are seeking modern, easy-to-implement solutions to manage Environmental Health & Safety (EH&S) compliance. KPA’s software serves as a centralized platform for safety and compliance teams that need scalable solutions, built-in best practices, and rapid time to value. This role will test your ability to prospect effectively, manage multiple deals concurrently, and consistently close business.
Responsibilities:
- Own the business plan for acquiring new logo targets on our SMB Account Executive team.
- Close net-new business while identifying opportunities for expansion within the first 12 months
- Proactively prospect within your assigned segment while responding quickly and effectively to inbound leads
- Manage a high-velocity pipeline and maintain pipeline coverage of approximately 4x annual quota
- Effectively run the full sales cycle from discovery through close, including pricing, contracting, and required internal approvals
- Prioritize opportunities and coordinate internal KPA resources to deliver an efficient and positive customer experience
- Develop and execute a territory plan to maximize activity, pipeline generation, and bookings
- Accurately update and manage opportunities in Salesforce, including daily activity tracking, pipeline management, and forecasting
- Quickly become proficient in KPA’s value proposition and deliver compelling demos and presentations via phone and web meetings
- Participate actively in team meetings, share best practices, and contribute to a collaborative, high-energy sales culture
- Partner closely with Marketing, SDRs, Implementation, and Customer Success to maximize pipeline conversion and customer outcomes
Success Criteria:
- Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. KPA is growing and we are all ready to celebrate your successes in sales
- Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.
- Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.
- Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success
- Technical. You have used Salesforce and modern tech to support your efforts, and can sell services and software to our new markets
Qualifications/Requirements:
- 2–5 years of quota-carrying B2B sales experience, preferably in SaaS
- Experience selling into SMB customers with shorter sales cycles and multiple concurrent opportunities
- Familiarity selling into industries such as construction, manufacturing, transportation, and energy is a plus
- Proven ability to manage multiple opportunities while maintaining strong organization and follow-through
- High level of grit, discipline, and competitive drive with a strong desire to exceed targets
- Strong discovery skills with the ability to uncover pain points and align solutions to business needs
- Effective presentation and communication skills, with the ability to clearly articulate value to operational and business decision-makers
- Comfort using modern sales tools such as Salesforce, ZoomInfo, LinkedIn Sales Navigator, and standard productivity tools (Outlook, Excel, PowerPoint)
- Positive attitude, coachability, and a team-first mindset
Compensation:
- Base Compensation: $75k-80k plus commission
- Typical On Target Earnings of $155k-165k annually
Location:
- KPA is headquartered in Westminster, CO just outside of Denver. We operate in a hybrid, remote-first work model where local employees can go into the office for in person collaboration, team meetings, or events. Our Account Executives can sit 100% remote, only being expected to attend in-office events on an infrequent basis (quarterly or annually). Some examples include our annual Sales Kickoff Event or Quarterly Business Reviews.
Physical Requirements
- Physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Visual Recognition - Constantly
- Stationary sitting or standing position - Constantly
- Working at a computer typing and view a screen - Constantly
- Speaking, Hearing, and Listening - Often
- Travel (local) - Seldom
Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About KPA
Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.
We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.
KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of Colorado's Best Places to Work to Work by Built In Colorado for 2025, making the list six years running.
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
Please see our Candidate Privacy Notice here
Top Skills
Linkedin Sales Navigator
Excel
Microsoft Outlook
Microsoft Powerpoint
Salesforce
Zoominfo
What the Team is Saying
Brandon
Client Support Manager
Marnie
Office Manager
Jordan
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Meghan
Human Resources Generalist
Matt
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Emma
Senior Financial Analyst
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The Company
What We Do
KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA’s easy-to-use software platforms, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what’s important—their core business. For nearly 40 years, KPA has helped 10,000+ clients achieve regulatory compliance, protect their business, and keep people safe.
Why Work With Us
Since 1986 we have been refining the core values with which we work together as a team and with our clients. Do you align with our core values of Integrity, Helpfulness, Excellence, Agility, Respectfulness, and Teamwork? It is these core values that promote our success through both organic growth and integrating acquisitions.
Gallery
KPA Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
KPA operates in a hybrid, remote-first work environment where daily office attendance is optional and teams get together in-person for collaboration.
Typical time on-site:
Flexible
Westminster, CO
Our headquarters is located in the CirclePoint Corporate Center in Westminster, right off US 36 between 104th and 112th. Minutes from the Westminster Promenade, a major entertainment and food hub.
