Account Executive

Artistree-DFW Airport The Commercial Account Executive/ Sales Manager drives net-new revenue across the framing and custom services B2B business, targeting mid-market and SMB accounts. This full-cycle, relationship-driven role owns accounts from prospecting through retention and growth—building trusted relationships, expanding across contacts and lines of business, and delivering against sales targets.
This is a build-it role in a business modernizing its tools, workflows, and go-to-market approach. In this role, you will design, implement, and optimize scalable sales playbooks, strengthen CRM discipline, adopt new technology, and adapt quickly as the business evolves. The ideal candidate is a strategic builder adept at scaling revenue operations and navigating complex market dynamics.
The role works closely with the Director of Commercial Framing to prioritize opportunities and partners cross-functionally with manufacturing and support teams to deliver results.

Major Activities

New Business Development

• Architect and execute specific strategies across target verticals, including hospitality, senior living, multifamily, corporate workplace, restaurant groups, contract furniture dealers, and the design trade.
• Cultivate and scale long-term relationships with key decision-makers, including art consultants, FF&E/procurement firms, design firms, and operators, not a high-volume outbound or cadence-based motion.  
•  Partner with leadership to identify and capture high-value strategic opportunities. Represent Artistree at select industry events and trade shows.
• Mobilize key industry relationships and specifications into long-cycle deals through final contract execution, securing long-term business commitments.

Account Management and Expansion:

• Direct and advance accounts from initial win through long-term partnership; there is no separate account management team.
• Drive repeat business by transforming one-off orders into predictable, long-term revenue streams.
• Expand accounts across additional locations, contacts, and lines of business.
•  Drive monthly forecast accuracy and oversee order pipelines to align customer demand with production capacity.

Deal Execution and Operations:

•  Formulate deal structures and pricing strategies within margin guidelines to maximize profitability. Maintain accurate CRM activity, pipeline, and customer data.
• Own and maintain an accurate sales forecast.
• Drive cross-functional alignment with manufacturing leadership to ensure fulfillment capacity.
• Ensure a seamless customer experience from quote through fulfillment.

Other duties as assigned

Minimum Knowledge/Skills/Abilities

Minimum Education

• Bachelor’s degree in Business, or equivalent work experience

Minimum Special Certifications or technical skills

• Strong CRM discipline and forecast accuracy.
• Comfortable owning your own pipeline in the CRM with no dedicated sales-ops support.
• Proficient with Microsoft Office (Excel, Word, PowerPoint, Outlook).

Minimum Type of experience the job requires

• 5+ years B2B sales with a track record of developing new business through long-term relationships and strategic account development.

Other

• Relationship stamina in a small market. Proven ability to build and hold senior relationships over multi-year horizons, where the same finite set of consultants, procurement firms, and designers recur deal after deal. You cultivate and keep contacts; you don't burn through a list.
• Navigates the buying chain, not just the buyer. Comfortable influencing where the decision actually sits (art consultants and FF&E/procurement firms who spec and buy years ahead) rather than calling on the end brand and can connect those threads into a specified deal.
• Long-cycle patience with disciplined follow-through. Can advance opportunities that specify 12–24 months out, keep them alive and accurately tracked in CRM over that horizon, and not lose the thread when there's no near-term close.
• Industry credibility and presence. Polished and fluent in front of design principals, procurement leads, and operators; can hold their own at trade events and earn a spec on relationship and reputation.
• Commercial discipline. Protects margin, quotes within pricing floors and wins on value and reliability, not by discounting.
• Land-and-keep instinct. Turns a first order into recurring refresh, rotation, and reorder programs; owns retention and expansion as the core of the job, because there is no separate account or success team to catch churn.
• Builder who thrives in ambiguity. Self-directed in a greenfield with no SDR, customer-success, or rev-ops support. Creates the process rather than waiting for it.
• Travel 15–30% for client meetings, site visits, and select industry events.

Preferred Knowledge/Skills/Abilities

Preferred Education

• Bachelor’s degree in Business, or equivalent work experience

Preferred Special Certifications or technical skills

• Exposure to interiors, FF&E, hospitality/design, restaurant or senior-living décor, multifamily, or print/manufacturing sales. Experience selling into design firms, FF&E/procurement firms, or through trade programs. Custom framing, wall décor, or art/print experience is a plus but not required — we will teach the product and hire for selling ability.

Preferred Type of experience the job requires

• 5+ years B2B new-business sales with a track record of territory building and turning new logos into recurring, expanding accounts. Experience selling remotely across a national territory.

Applicants in the U.S. must satisfy federal, state, and local legal requirements of the job.

At The Michaels Companies Inc., our purpose is to fuel the joy of creativity and celebration. As the leading destination for creating and celebrating in North America, we operate over 1,300 stores in 49 states and Canada and online at Michaels.com and Michaels.ca. The Michaels Companies, Inc. also owns Artistree, a manufacturer of custom and specialty framing merchandise. Founded in 1973 and headquartered in Irving, Texas, Michaels is the best place for all things creative. For more information, please visit www.michaels.com.

Michaels offers a range of benefits to support team members and their families. Depending on position and eligibility, team members may have access to a 401(k) with employer match, an Employee Assistance Program, medical, dental, and vision coverage, telemedicine services, flexible spending accounts, commuter benefits, tuition assistance, adoption assistance, and various voluntary insurance options. All team members enjoy everyday perks such as employee discounts and access to partner discount programs. For a summary of benefits, visit the Michaels Benefits at a Glance page. For additional information regarding benefits, visit MIKBenefits.com

Michaels is an Equal Opportunity Employer. We are here for all Team Members and all customers to create, innovate and be better together.

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