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The Account Executive drives recurring revenue growth for Cambium Analytica - an NSF Company by converting cross-sell and inbound opportunities into ongoing testing relationships, activating new accounts to consistent monthly cadence, and expanding existing relationships across Cambium Analytica's analytical testing services. 

Cambium Analytica sells testing as an ongoing relationship, not as a contract-based, one-time close. There are no long-term contracts. A client is not 'won' at first order - a client is won when they choose to test with us on a consistent, recurring cadence month after month. Every account is earned every month. This is the fundamental framing for the role: AEs build relationships, not contracts; they activate accounts, not just close deals; they own the progression from first sample through durable recurring testing volume. 

The Account Executive operates with a high degree of ownership over their book of relationships, partners closely with Marketing on campaign execution and with Client Services on account expansion and retention, and maintains rigorous CRM hygiene. 

With a legacy spanning more than 80 years, NSF leverages science and innovation to improve human and planet health. We provide science-driven, independent testing, inspection, certification, and advisory services and develop the very standards that drive the food, water, and life sciences industries worldwide. We empower our clients to navigate shifting regulations to improve consumer health, safety, and quality of life.

One of our core values is We Are One NSF. This means that while we're one team, we embrace the cultural, ethnic, language, and demographic diversity that reflects the societies in which we live and work.

Come join a team that makes a difference in the world. More information about NSF can be found at nsf.org.

NSF is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, religion, sex, sexual orientation, gender identity, national origin, age, status as a protected veteran, or disability.

Notice to Agency and Search Firm Representatives: Please note that NSF is not accepting unsolicited resumes from agencies/search firms for this role. Resumes submitted to an NSF employee by a third-party agency without a valid written & signed search agreement between NSF and said third-party agency will become the sole property of NSF. No fee will be paid if a candidate is hired as a result of an unsolicited agency or search firm referral. Thank you.

• 2+ years in B2B sales, customer-facing account management, or a comparable clientfacing commercial role 
• Demonstrated track record of meeting or exceeding individual targets in a recurringrevenue, retention-driven, or relationship-based selling model (SaaS, subscription services, recurring professional services, or similar) 
• Strong written and verbal communication skills with the ability to engage clients across phone, video, and email 
• Proficiency with CRM systems (HubSpot preferred); willingness to operate at a high standard of CRM discipline 
• Ability to manage multiple opportunities and accounts simultaneously without losing attention to detail 

• Comfort collaborating cross-functionally with Marketing and Client Services / Customer Success counterparts 

Preferred 

• Experience selling analytical testing, contract research, life sciences, or other technical/ regulated services 
• Familiarity with the dietary supplement, natural products, or food and beverage industries 
• Experience working partner-channel or cross-sell motions into an established client base 
• Bachelor's degree in a life science, business, or related field

Salary Range: $55,000-87,000

The total pay range takes into account a wide range of factors that are considered in making compensation decisions including, but not limited to, skills; experience and training; licensure and certifications; and other business and organizational needs. The disclosed pay range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At NSF, it is not typical for an individual to be hired at or near the top of the pay range for their role and compensation decisions are dependent on the facts and circumstances of each case.

Cross-Sell Execution 

• Execute against cross-sell pipelines as a primary growth channel 
• Build strong working relationships with NSF partner teams to support coordinated client engagement 
• Engage new cross-sell introductions with the responsiveness and rigor expected of a premier testing partner 
• Position Cambium Analytica's integrated testing capabilities credibly with technical and commercial buyers 

• Deliver structured pitches and coordinate sample acquisition from strategic target accounts 

Account Activation & Recurring Revenue 

• Own newly activated accounts through the critical early months - in Cambium Analytica's model, closing the first order is the start of the relationship, not the finish 
• Drive accounts through the 1 / 2 / 3 Months Consecutive stages by actively managing first-sample experience, re-order cadence, and early friction points 
• Diagnose and recover accounts that stall in Pending Service Fit, Infrequent Testing, or risk Lost Velocity - reactivation is as important as new acquisition 

• Treat every owned account as a relationship you earn every month 

Marketing Partnership & Campaign Execution 

• Partner closely with Marketing on campaign execution - respond quickly to Marketinggenerated leads, provide disciplined follow-through on every lead assigned, and report back on lead quality 
• Contribute front-line market intelligence to sharpen Marketing targeting, messaging, and campaign design 
• Co-execute outbound campaigns with Marketing on strategic target accounts - coordinating outreach, multi-touch sequences, and pitch delivery 

• Provide closed-loop feedback on what messaging, content, and campaigns actually convert in the field 

Client Services Partnership - Hunter & Farmer Harmonization 

• Harmonize your hunter motion with Client Services' farmer motion across the accounts you activate - retention, expansion, and churn reduction are shared outcomes, not separate functions' problems 
• Execute clean ownership transitions from Sales to Client Services once accounts reach recurring cadence, with clear context handoff on client needs, history, and growth opportunities 
• Stay involved in account expansion and upsell conversations in coordination with Client Services - team up to grow account revenue rather than competing for it 

• Respond quickly and collaboratively when Client Services flags churn signals, infrequent testing patterns, or at-risk accounts in your book 

Sales Execution & Pipeline Management 

• Drive sales activities to convert qualified leads and generate new business aligned with Cambium Analytica's service offerings 
• Build and manage an active pipeline across cross-sell and inbound channels 
• Participate in targeted sales campaigns and outreach efforts in collaboration with Marketing and sales leadership 

• Meet or exceed activity, pipeline, and recurring revenue targets set by the Sales Manager 

Client Engagement & Account Growth 

• Engage clients through phone, video, email, and in-person using consultative techniques to understand needs and recommend solutions 
• Manage assigned accounts, building strong relationships to support retention and durable monthly cadence 
• Identify and execute opportunities for expansion - additional analytes, matrices, service lines, or sites 

• Respond promptly to client inquiries; response time and follow-through are core to how Cambium Analytica wins and keeps relationships 

Scientific Sales Alignment & Scope Accuracy 

• Guide prospects from initial inquiry through first sample and into recurring testing cadence 
• Translate client needs into clear scope and service requirements aligned with Cambium Analytica's technical capabilities and laboratory capacity 
• Accurately represent turnaround times, capabilities, and method limitations - technical credibility is a core part of how Cambium Analytica wins and keeps clients 
• Develop enough scientific literacy to engage credibly with technical buyers and escalate appropriately when depth is required 

• Support clear, complete handoff of scope, timelines, and requirements to internal teams for delivery 

CRM Discipline, Forecasting & Reporting 

• Maintain accurate, up-to-date HubSpot records for all accounts, opportunities, and activities within owned pipeline - your data feeds the Sales Manager's reporting to business unit leadership 
• Meet established activity and stage-advancement SLAs (maximum days in stage, required touch cadence, stage-exit criteria) 
• Provide defensible, accurate individual forecasts during weekly pipeline reviews - forecast recurring revenue, not one-time bookings 
• Communicate pipeline risks, opportunities, and changes in real time to the Sales Manager so team-level reporting stays accurate 

• Keep pipeline hygiene current - stale deals cleared, stages reflecting reality, next steps documented 

Secondary Roles & Responsibilities 

Performance Tracking & Personal Effectiveness 

• Monitor individual performance metrics, including pipeline activity, activation rates, and account growth 
• Support team forecasting efforts by maintaining current and reliable opportunity data 
• Identify opportunities to improve personal pipeline management and sales effectiveness 

• Act on coaching and feedback from the Sales Manager to continuously raise performance 

Sales Process & Continuous Improvement 

• Follow established sales processes, workflows, and playbooks to ensure consistency 
• Identify opportunities to improve efficiency, communication, and client engagement 
• Support effective adoption of HubSpot and adjacent sales tools 

• Provide feedback to improve sales messaging, workflows, and overall team effectiveness 

Market Insight & Positioning 

• Share client feedback, market trends, and competitive insights with the team 
• Identify recurring client needs and potential opportunities for service expansion 
• Collaborate with team members, Marketing, and Client Services to support broader sales initiatives and campaigns 
• Contribute to a positive, collaborative team environment 

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