Regional Account Executive

Impec Group · Santa Clara, CA

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 9mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Impec Group's careers page

Apply on Impec Group →

The job

What you'd do: Hunter-style AE selling facilities and workplace services (staffing, space planning, hybrid work, operational services) to mid-market and enterprise organizations. You build pipeline from scratch and manage the full sales cycle.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 296 days. Ask why it's been hard to fill.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Impec Group is a dynamic organization in the facilities-related industry, committed to delivering top-tier services to our clients. We value professionalism, efficiency, and a supportive work environment. We’re seeking a high-performing, hunter-style Account Executive with a proven track record of driving new business in consultative B2B sales environments. The ideal candidate is a self-starter who thrives on identifying and closing new opportunities across diverse verticals—including government, life sciences, healthcare, technology, education, real estate, and hospitality. The Regional Account Executive plays a key role in driving new revenue by identifying opportunities, building strong client relationships, and managing prospects through the full sales cycle. This position is essential for expanding Impec Group’s (IG) presence and ensuring high levels of customer satisfaction. Success in this role depends on effective lead generation, pipeline management, close collaboration with Division Leaders, and ongoing engagement with clients. Requirements - 4+ years of successful new business development experience, ideally in workplace services, facilities management, staffing, or corporate real estate. - Experience selling into mid-market and enterprise-level organizations, with comfort navigating complex sales cycles and multiple stakeholders. - Familiarity with hybrid work models, space planning, staffing solutions, and operational services is a strong plus. Sales Acumen & Approach - Demonstrated hunter mentality: proactive, persistent, and skilled at building a pipeline from scratch. - Strong consultative selling skills, with the ability to uncover both spoken and unspoken client needs. - Comfortable engaging with manager-level and senior decision-makers, particularly in operations, HR, facilities, and workplace strategy roles. Traits & Capabilities - Empathetic communicator with persuasive verbal and written skills. - Highly organized, with strong time management and CRM discipline (HubSpot preferred). - Positive, solutions-oriented mindset with a collaborative spirit. - Willingness to travel for client visits, trade shows, and prospecting. Bonus Attributes - Experience selling into regulated industries (e.g., healthcare, life sciences, government). - Exposure to staffing or talent acquisition services. - Knowledge of Bay Area markets or other regions where Impec Group has a strong presence. - This role is ideal for someone who combines strategic thinking with tactical execution, and who can represent Impec Group’s mission and values while driving meaningful revenue growth Benefits - Choice of select medical plans - Dental Plan - Vision Plan - Paid time off - Bereavement Leave - IRA - Life Insurance:

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