Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive and secure intricate supply chain sales within mid-market and enterprise accounts.

• Take ownership of new business development in a specified territory.

• Manage the sales pipeline generated from Marketing, partners, SDRs, Solutions Consultants, Strategic Success, and self-sourced channels.

• Develop and implement account strategies aimed at distributors and suppliers.

• Ensure pipeline integrity and provide accurate forecasts on a quarterly basis.

• Lead complex sales processes involving multiple stakeholders, from discovery and qualification to business case development, negotiation, and contract signing.

• Create ROI and business cases based on working capital, service levels, and forecast precision.

• Provide customized, value-oriented demonstrations in collaboration with Solutions Consultants.

• Establish and oversee a joint pipeline with channel and ecosystem partners utilizing both sell-with and sell-through strategies.

• Cultivate relationships within distribution markets and represent Blue Ridge at industry events, trade shows, and customer meetings.

• Keep up-to-date with trends in the distribution industry.

• Counsel customers on distributor challenges and link solutions to measurable results.

• Maintain a comprehensive understanding of the Blue Ridge platform, Blu, and its unique value proposition.

⛳️ Requirements

• Over 5 years of enterprise SaaS sales experience with a proven history of achieving or surpassing quotas in new business acquisition.

• Experience in selling enterprise SaaS solutions related to supply chain, including supply chain planning, demand and inventory optimization, order management, procurement, supplier data management, or similar supply chain offerings.

• Demonstrated capability to navigate intricate, multi-stakeholder sales cycles and foster relationships at the executive level, including COO, CFO, and VP of Supply Chain.

• Proficiency in developing and advancing the sales pipeline through Marketing, partner, and self-sourced channels.

• Ability to collaborate with partners in co-selling efforts.

• Strong skills in forecasting and maintaining pipeline discipline.

• Consultative selling abilities.

• Familiarity with distribution or supply chain operations such as forecasting, inventory, and replenishment.

• Experience within the distribution industry is advantageous.

• Exceptional written, verbal, presentation, and negotiation capabilities.

• Proficient in Salesforce, AI-specific tools, and contemporary sales engagement platforms.

• Willingness to travel for client meetings, industry events, and conferences.

• Bachelor's degree or equivalent professional experience.

🏝️ Benefits

• Competitive base salary plus attractive commission structure with accelerators.

• Company-sponsored Medical, Dental, and Vision insurance for employees.

• 401(k) plan with company matching contributions.

• Flexible Paid Time Off (PTO) policy.

• Remote-first work culture.

• A supportive and team-driven environment free of egos.

• High-trust team atmosphere.

• Customer-first organizational culture.