Key Account Executive, Accounts $50 million - $1 billion

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

📋 Description

• Acquisition of new logos

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

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

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

• Pipeline Development & Prospecting Discipline

• Uphold a regular routine 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.

• Value-Based Selling

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

• Embrace the Rithum Way of Selling model.

• Engage with executive stakeholders and decision-makers, effectively articulating value.

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

• Strategic Account Targeting

• Identify and pursue high-value mid-market and enterprise prospects that align with Rithum’s ideal client profile.

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

• Deal Execution

• Oversee opportunities through a systematic sales methodology and deal inspection routine.

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

• Ensure accurate pipeline visibility and maintain forecast integrity.

⛳️ Requirements

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

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

• Documented success in closing deals with an ACV of $100K+, including multi-year contracts.

• Consistent accomplishment of quotas (100%+ for 4 or more consecutive quarters) in a competitive, metrics-driven environment.

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

• Strong hunter mentality, exhibiting resilience and persistence in competitive settings, along with accountability for pipeline generation.

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

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

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

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

• Ability to manage 10 or more concurrent opportunities while balancing prospecting, deal progression, and strategic follow-up.

• Exceptional executive communication skills and presence, demonstrating clear, 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, activity, and conversion.

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

• Must reside in Central or Eastern US time zones.

🏝️ Benefits

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

• A 6% 401(k) match.

• 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; 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 coverage for accidents, critical illness, and hospital indemnity.

• Pet insurance.

• Legal assistance and identity theft insurance plans.

• Life insurance at 2x salary.

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

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

• Culture and team-building activities.

• Tuition assistance.

• Opportunities for career development.

• Charitable contribution matching up to $250 per year.