Key Account Executive – $50 million - $1 billion

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

📋 Description

• Identify and secure new key clients within priority sectors and strategic accounts.

• Develop and oversee a strong sales pipeline through consistent outbound efforts and self-initiated opportunities.

• Manage the entire sales process from initial contact to closure in complex mid-market and enterprise settings.

• Sustain a regular rhythm of outbound prospecting, including calls, emails, outreach, and targeted account engagement.

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

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

• Position Rithum’s platform as the core infrastructure that enables brands and retailers to expand their marketplace and digital commerce operations.

• Embrace the Rithum Way of Selling methodology.

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

• Lead intricate sales processes that involve multiple stakeholders and lengthy sales cycles.

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

• Develop account strategies that utilize marketplace expansion, channel orchestration, and data intelligence capabilities.

• Manage opportunities through a disciplined sales methodology and regular deal inspections.

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

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

⛳️ Requirements

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

• Proven track record of managing sales cycles exceeding 6 months, including procurement, legal, and compliance procedures.

• Documented experience in closing deals with an Annual Contract Value (ACV) of $100K+, including multi-year agreements.

• Consistent achievement of sales quotas (100%+ for 4+ consecutive quarters) in a competitive, metrics-oriented environment.

• Demonstrated capability to generate pipeline through self-initiated outbound prospecting, meeting measurable activity standards (e.g., 40–60+ daily touchpoints, 10+ qualified meetings per month).

• Strong hunter mentality, showcasing resilience and persistence in competitive settings while being accountable for pipeline generation.

• Expertise in structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling), evidenced by pipeline progression and forecast accuracy.

• Proven success in selling complex platforms or solutions in multi-stakeholder environments.

• Experience engaging C-suite and senior executive stakeholders to build consensus and finalize complex new-client deals.

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

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

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

• Disciplined use of CRM and sales tools (preferably Salesforce) alongside sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for pipeline, activity, and conversion tracking.

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

• Must reside in the Eastern US time zone.

🏝️ Benefits

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

• A 6% 401(k) match.

• Competitive leave 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; after 3 years of service, PTO increases to 22 days, 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.

• Legal assistance and identity theft insurance plans.

• Life insurance equal to 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.

• Opportunities for career development.

• Charitable contribution matching up to $250 per year.