The Commercial Account Executive at Novara drives new business acquisition, manages sales processes, and collaborates across teams to enhance customer outcomes in a fast-paced environment.
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.
Position Description:
Novara is experiencing significant growth, and we are expanding our sales team to accelerate that momentum. The Commercial Account Executive plays a critical role in driving new logo acquisition and revenue growth within Novara’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. Novara’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 Commercial 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 Novara 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 Novara’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
Knowledge, Experience, 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
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 75k-85k plus Uncapped Commission
- Annual On Target Earnings Range of 155-165k
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.
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].
Please see our Candidate Privacy Notice here
Top Skills
Excel
Linkedin Sales Navigator
Outlook
PowerPoint
Salesforce
Zoominfo
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