Description

Chronicle HeritageAccount Executive | Southern U.S.

About Chronicle Heritage Chronicle Heritage is a global cultural resource management (CRM) and heritage consulting firm delivering archaeological, historic architecture, paleontology, tribal coordination, and environmental compliance services. With 40+ offices worldwide and deep expertise in Section 106, NEPA, SHPO/THPO coordination, and permitting for major energy and infrastructure projects, we help clients navigate complex regulatory environments while preserving irreplaceable cultural heritage. Our clients span federal and state agencies, energy developers, A/E and EPC firms, utilities, and private-sector organizations requiring durable compliance and field support across the Southern United States. Position Summary The Account Executive (AE) is a hunter-focused role responsible for driving new logo acquisition and first-year revenue growth throughout the Southern U.S. region. The AE identifies, qualifies, pursues, and closes new client relationships while coordinating closely with Subject Matter Experts (SMEs), Proposal Teams, and Seller-Doers to ensure deal quality, competitive pricing, and smooth onboarding. AEs own the first 12 months of revenue recognition for all new clients and new PMOs, transitioning accounts to Regional Principals (RPs) or Strategic Account Managers (SAMs) after the initial period. This includes the full lifecycle from account identification to opportunity creation, scoping, closing, handoff, and periodic early-stage check-ins. Location: Remote or Regional (Southern U.S.)
Department: Sales & Business Development
Reports To: Chief Revenue Officer (CRO)
Type: Full-Time • Travel: ~40%
Territory Coverage: FL, GA, SC, AL, MS, AR, LA, TX, OK, NM, AZ Key Responsibilities

• New Business Development & Sales Execution
  • Identify, pursue, and close new opportunities within the Southern U.S. region (FL, GA, SC, AL, MS, AR, LA, TX, OK, NM, AZ).
  • Execute 140+ outbound calls and 40+ qualified meetings per month through coordinated multi-channel outreach.
  • Build and maintain a pipeline 3 monthly quota, ensuring high-quality opportunity creation aligned with Chronicle's service offerings.
  • Conduct BANT-based discovery and qualification in partnership with SMEs and Seller-Doers.
  • Lead presentations, scoping discussions, and capability briefings tailored to federal, state, energy, utilities, and private-sector buyers.
  • Deliver accurate forecasting, pipeline reporting, and Salesforce hygiene.
• Proposal & Contract Coordination
  • Participate in proposal development in collaboration with the Dedicated SME Pricing Team, Proposal Team, and technical experts.
  • Ensure proposals meet client expectations including scope, regulatory requirements, and DOA-compliant pricing and margins.
  • Gather customer intel, develop bid strategies, and provide bid/no-bid recommendations.
  • Support contract negotiations, teaming agreements, and compliance documentation.
• Client Relationship Management
  • Establish trusted relationships with environmental managers, permitting teams, engineers, procurement, and regulatory leads across target markets.
  • Maintain knowledge of client funding cycles, permitting timelines, and project drivers.
  • Support early-stage onboarding and check-ins during the first 12 months of new project execution before transitioning accounts to RPs/SAMs.
• Internal Collaboration
  • Work closely with Regional Principals, Project Directors, and Seller-Doers to ensure capacity alignment and proposal accuracy.
  • Provide market intelligence and competitive insights to leadership.
  • Contribute to go-to-market strategies, conferences, and regional marketing or BD campaigns.

Performance Metrics (KPIs)

• 140 outbound calls per month
• 40 qualified meetings per month
• 3 pipeline-to-quota ratio
• Accurate Salesforce data and forecast hygiene
• Proposal compliance with DOA thresholds
• Monthly, quarterly, and annual quota attainment (bookings & revenue)

Required Qualifications

• 37+ years of sales or business development experience in CRM, environmental consulting, engineering, heritage compliance, or professional services.
• Proven success meeting or exceeding bookings or revenue quotas.
• Experience selling to federal land and resource agencies (BLM, USFS, DoD, NPS, FEMA), as well as energy, utilities, transportation, or private-sector clients.
• Understanding of CRM industry drivers such as Section 106, NEPA, SHPO/THPO processes, and environmental permitting.
• Proficiency with Salesforce or similar CRM platforms.
• Strong presentation, communication, and relationship-building skills.
• Ability to travel up to 40% across the Southern U.S. territory.

Preferred Qualifications

• Experience within a cultural resource management or environmental consulting firm.
• Existing relationships with energy developers, utilities, DOTs, or federal agencies in the Southern U.S. region.
• Knowledge of sellerdoer models, field labor structures, and federal contracting requirements.
• Familiarity with capture planning, opportunity shaping, and complex proposals.

Success Profile Top-performing AEs at Chronicle Heritage consistently:

• Drive new business with a hunter mentality and own their pipeline creation.
• Partner proactively with SMEs and operations instead of "throwing proposals over the wall."
• Navigate regulatory drivers and funding cycles to time outreach effectively.
• Maintain urgency, follow-through, and disciplined outreach volume.
• Adapt quickly to shifting environmental, energy, and federal funding landscapes.

Compensation & Benefits

• Competitive base salary + uncapped commission structure
• Medical, dental, vision and other benefits
• Paid time off, including sick, vacation, and holidays
• Technology, travel, and professional development budget
• Career advancement pathways within Sales, Strategic Accounts, or Operations

Additional Information Chronicle Heritage is an Equal Opportunity Employer. We do not discriminate based on race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided based on qualifications, merit, and business need. Chronicle Heritage complies with the Americans with Disabilities Act (ADA) and considers reasonable accommodation measures that may be necessary for eligible applicants/employees to perform essential functions. EEO/AA/M/F/Veteran/Disabled. If you require assistance with submitting the application, please contact the international recruiting team at internationalrecruiting@chronicleheritage.com .

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