Enterprise Account Executive

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

📋 Description

• Drive new business development initiatives across designated markets.

• Identify, nurture, and secure new logo opportunities with mid-market and enterprise beverage manufacturers, distributors, and retailers.

• Oversee the entire sales process from prospecting and account activation to discovery, value presentation, demonstrations, proposal creation, negotiation, contract finalization, and post-sale transition.

• Develop and maintain a sales pipeline through outbound prospecting, marketing-generated leads, industry events, referrals, and various demand-generation strategies.

• Navigate intricate, multi-stakeholder enterprise sales cycles while managing quicker-moving mid-market transactions.

• Conduct exploratory discussions on accounting, production, inventory and warehouse management, sales execution, distribution, and route planning.

• Showcase the capabilities of the Encompass platform to both business and technical stakeholders.

• Convert platform features into operational efficiencies, cost reductions, and enhanced decision-making.

• Provide customer and competitive insights to Product Managers.

• Work collaboratively with Marketing on campaigns, outreach, webinars, trade shows, sales collateral, and event follow-up.

• Partner with Customer Success and Implementation teams to ensure documented expectations, requirements, commitments, and customer context are met.

• Monitor and report on target accounts, sales activities, opportunities, pipeline development, close rates, bookings, and other sales metrics using HubSpot, Gong, and internal AI tools.

• Represent Encompass at trade shows, customer events, webinars, UGM sessions, and customer demonstrations.

• Travel to client locations, corporate offices, conferences, and trade shows as necessary.

⛳️ Requirements

• Demonstrated history of successful sales execution and achieving annual bookings targets across a blended mid-market and enterprise portfolio.

• Experience managing and consistently meeting quotas that include both mid-market and enterprise Annual Contract Values (ACVs).

• Proven success in selling to multi-stakeholder buying committees, comprising Owner/Operators, IT, Finance, and Operations executives.

• Established ability to prospect, build a pipeline, manage a complex sales process, and secure new business.

• Proficiency in learning and articulating product capabilities with precision and confidence.

• Strong skills in discovery, presentations, and product demonstrations.

• Excellent verbal and written communication abilities.

• Highly organized with disciplined pipeline and activity management practices.

• Familiarity with CRM and sales enablement tools (preferably Salesforce or HubSpot, Gong or similar) is advantageous.

• Over 10 years of experience in B2B SaaS sales.

• Proven experience managing a complete, intricate sales cycle from prospecting to closure.

• Required experience in selling new business.

• Familiarity with navigating multi-stakeholder, multi-department enterprise purchasing processes.

• Experience in supply chain, ERP, LogTech/Fleet, or vertical SaaS is a plus.

• Knowledge of the beverage alcohol or beverage technology sectors is beneficial but not mandatory.

• A bachelor's degree is preferred, or an equivalent combination of education and experience.

🏝️ Benefits

• Sales Commission Plan.

• Comprehensive benefits package.

• Option for remote work.

• Overnight travel to client locations and corporate offices.

• Commitment to equal-opportunity employment and an inclusive workplace.