The Role
Owns strategic account acquisition and expansion for Novara’s environmental health and safety SaaS platform. Responsibilities include prospecting, territory planning, pipeline development, full-cycle sales, contract negotiation, forecasting in Salesforce, executive-level engagement, presentations, and cross-functional collaboration. The role targets new logos across industries including manufacturing, construction, transportation, and energy, with a focus on achieving revenue targets and managing complex enterprise sales cycles.
Summary Generated by Built In
Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.
Position Description:
Novara is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further. The Strategic Account Executive is a very important member of the sales team, responsible for helping Novara achieve top-line revenue growth by identifying and closing new sales opportunities. It’s an exciting opportunity where the market is enormous and either untapped or occupied with large, unwieldy incumbents.
The role is focused on selling Novara’s Environmental Health & Safety (EH&S) compliance and operational efficiency software into various industries. Our software serves as the central hub of activity for growing compliance and safety departments seeking an adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience.
- Own the business plan for acquiring new logo targets on our Strategic AccountExecutive team
- Expand and grow new client accounts during first 12 months
- Actively prospect for new opportunities within your assigned segment and act on inbound leads with urgency
- Build and maintain a pipeline that is 4x annual quota target
- Effectively manage the full sales-cycle, including contract generation and other deliverables required to close new business
- Prioritize opportunities and coordinate internal Novara resources to provide the best client experience
- Develop and execute a comprehensive territory plan
- Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting
- Rapidly become proficient in the value proposition of Novara’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone
- Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary
- Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term Novara strategy
Knowledge, Experience, Requirements:
- Generally, 5+ years of quota carrying sales experience, particularly in a B2B SaaS environment
- Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus.
- Experience selling a more complex sales cycle that always involves the C-Suite
- Possess Grit, Discipline, and Competitive Drive
- High intensity and drive to achieve immediate results, meeting and exceeding sales targets
- Discovery Skills: can lead a conversation to uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information
- Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points.
- Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)
- Positive attitude and a team player
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. Novara 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
Compensation:
- Annual Base Salary Range of 115k-125k plus Uncapped Commission
- Annual On Target Earnings (OTE) of 230k-250k
As a growing company, Novara 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 Novara
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara, a Providence Equity portfolio company, provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara launched January 1 2026, as an independent company, a spin-off of the Flex and RMC software businesses formerly part of KPA.
Don’t meet every job requirement? At Novara, 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.
Please note that we may use AI tools to assist in the initial screening of resumes to help identify qualified candidates more efficiently. All decisions are reviewed by a human recruiter, and no hiring determination is made solely by automated means.
Novara 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].
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Skills Required
- At least 5 years of quota-carrying sales experience
- B2B SaaS sales experience
- Experience managing complex sales cycles involving C-suite stakeholders
- Ability to prospect, build pipeline, manage territories, and close new business
- Strong discovery and presentation skills
- Proficiency with Salesforce and modern sales tools such as ZoomInfo and LinkedIn Sales Navigator
- Proficiency with Microsoft Office, including Outlook, Word, Excel, and PowerPoint
- Experience selling into manufacturing, construction, transportation, or energy industries
- Grit, discipline, competitive drive, and ability to meet or exceed sales targets
- Positive attitude and ability to work collaboratively as a team player
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The Company
What We Do
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
