Enterprise Account Executive

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

📋 Description

• Take ownership and implement the sales strategy for a specified territory comprising CPG Food & Beverage companies with annual revenues ranging from $500M to $2.2B, including both prospective and existing Salsify clients.

• Achieve or surpass quotas through acquiring new logos and generating expansion revenue.

• Create strategic territory and account plans that identify prospects, whitespace, buying centers, executive relationships, and avenues for growth.

• Build a sales pipeline by actively engaging in self-sourced prospecting alongside business development and marketing teams.

• Navigate complex, consultative enterprise sales processes from initial discovery through evaluation, business case formulation, negotiation, and closing.

• Cultivate relationships with executive stakeholders and decision-makers across various functions, including Digital, eCommerce, Marketing, IT, and Data.

• Grasp customer business goals and align Salsify’s capabilities with measurable business value.

• Broaden Salsify’s presence within current customers by introducing additional products, use cases, business units, brands, and functionalities.

• Coordinate resources from Solutions Engineering, Customer Success, Professional Services, Product, Marketing, and executive leadership.

• Manage the sales pipeline, opportunity progression, and provide monthly and quarterly forecasts using Salesforce.

• Transform customers into Salsify advocates through references, case studies, industry events, and other avenues for sharing success.

⛳️ Requirements

• A minimum of 5 years of experience in quota-carrying SaaS sales.

• Proven track record of success in selling to large or enterprise-level organizations.

• History of consistently achieving or exceeding sales goals in a closing position.

• Experience overseeing complex, multi-stakeholder enterprise sales cycles involving substantial contract values.

• Proficiency in selling to senior executives, including VP and C-level personnel.

• Strong expertise in value-based and consultative selling, encompassing discovery, business case development, negotiation, and executive presentations.

• Capability to independently generate pipeline and strategically penetrate targeted accounts.

• Experience in enhancing existing customer relationships through upselling, cross-selling, and expansion opportunities.

• Excellent territory and account planning abilities.

• Skill in accurately forecasting business outcomes and maintaining disciplined, up-to-date CRM data.

• Collaborative mindset with a proven ability to partner effectively with BDRs, Solutions Engineers, Customer Success, Product, Marketing, and executive stakeholders.

• Strong executive presence, effective communication skills, curiosity, and business acumen.

• A commitment to continuous learning, seeking feedback, and honing your skills.

• Experience in selling technology to CPG, Food & Beverage, retail, eCommerce, or digital commerce sectors is a plus.

• Familiarity with PIM, PXM, DAM, syndication, digital shelf, eCommerce, or product content management solutions is advantageous.

• Experience navigating large CPG organizations with various brands, business units, retailers, and digital commerce stakeholders is beneficial.

• Understanding product information and product experience challenges across retailers, marketplaces, and digital channels is an advantage.

• Familiarity with MEDDIC / MEDPICC Sales Methodology is a plus.

🏝️ Benefits

• A commission plan or bonus incentive may be available for eligible positions.

• All Salsify employees have the opportunity to receive equity in the form of stock options.

• Comprehensive health and medical benefits.

• Flexible spending accounts.

• Flexible paid time off (PTO).

• A Total Rewards plan for all full-time employees.

• Reasonable accommodations for individuals with disabilities.

• Reference checks will be conducted as part of the hiring process.