Key Account Executive, $50 million - $1 billion

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Identify and secure new key clients within targeted verticals and strategic accounts.

• Develop and maintain a strong pipeline through consistent outbound efforts and self-generated leads.

• Manage the complete sales process from initial outreach to closing in complex mid-market and enterprise settings.

• Maintain a regular schedule of outbound prospecting, which includes calls, emails, outreach, and focused account engagement.

• Take ownership of weekly pipeline generation goals and activity metrics.

• Conduct exploratory discussions that reveal business challenges related to commerce growth and operational efficiency.

• Present Rithum’s platform as the essential infrastructure that empowers brands and retailers to expand their marketplace and digital commerce operations.

• Engage with executive stakeholders and decision-makers by clearly articulating value propositions.

• Lead intricate sales processes that involve cross-functional teams and extended sales cycles.

• Identify and target high-value mid-market and enterprise prospects that fit Rithum’s ideal client profile.

• Formulate account strategies that capitalize on marketplace expansion, channel orchestration, and data intelligence capabilities.

• Oversee opportunities using a disciplined sales methodology and regular deal inspection processes.

• Collaborate with internal teams, including sales engineering, product, services, and leadership, to advance sales opportunities.

• Ensure accurate visibility of the pipeline and maintain forecast integrity.

⛳️ Requirements

• Over 5 years of experience in B2B SaaS or technology field sales in a closing capacity, emphasizing new logo acquisition with national key accounts generating $50M–$1B+ in revenue.

• Demonstrated success in managing sales cycles of 6+ months, including navigating procurement, legal, and compliance processes.

• A proven track record of closing deals with an Annual Contract Value (ACV) of $100K+, including multi-year agreements.

• Consistent quota achievement (100%+ for 4 or more consecutive quarters) in a competitive, metrics-oriented environment.

• Proven ability to generate pipeline through proactive outbound prospecting, meeting measurable activity benchmarks (e.g., 40–60+ daily touchpoints, 10+ qualified meetings monthly).

• A strong hunter mentality, demonstrating resilience and persistence in competitive contexts along with accountability for pipeline generation.

• Proficient in structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) with evidence of effective pipeline progression and forecast accuracy.

• Proven capability to sell complex platforms or solutions in environments with multiple stakeholders.

• Experience engaging C-suite and senior executive stakeholders to build consensus and close intricate new-logo transactions.

• Strong skills in deal strategy and negotiation, including pricing, ROI justification, and defending business cases to executives.

• Ability to manage over 10 concurrent opportunities while balancing prospecting, deal advancement, and strategic follow-up.

• Exceptional executive communication skills, showcasing clear and persuasive verbal and written communication.

• Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for tracking pipeline, activities, and conversions.

• Proven ability to work collaboratively across functions with Marketing, Product, Client Success, and Solutions Engineering to secure new business.

🏝️ Benefits

• Medical, dental, and vision coverage: Affordable healthcare plans and company HSA contributions, effective from Day 1.

• A 6% 401(k) matching contribution.

• Competitive time-off package, including 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; PTO increases to 22 days after 3 years of service and to 25 days after 5 years.

• 12 weeks of primary caregiver leave and 4 weeks of secondary caregiver leave.

• Insurance options for accidents, critical illnesses, and hospital indemnity.

• Pet insurance offered.

• Legal assistance and identity theft protection plans available.

• Life insurance coverage at 2x salary.

• Access to the Calm app and the Employee Assistance Program.

• $65/month stipend for remote work internet expenses.

• Opportunities for culture and team-building activities.

• Tuition assistance provided.

• Career development opportunities available.

• Charitable contribution matching up to $250 per year.