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

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

📋 Description

• Identify and secure new key clients across prioritized verticals and strategic accounts.

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

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

• Maintain a steady rhythm of outbound prospecting through calls, emails, outreach, and focused account engagement.

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

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

• Position Rithum’s platform as the essential infrastructure for brands and retailers to enhance their marketplace and digital commerce operations.

• Embrace the Rithum Selling model.

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

• Lead intricate sales processes involving multiple stakeholders 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 leverage marketplace expansion, channel management, and data intelligence capabilities.

• Manage opportunities using a disciplined sales methodology and regular deal inspection routines.

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

• Ensure accurate pipeline visibility and maintain forecast integrity.

⛳️ Requirements

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

• Proven track record of managing sales cycles lasting over 6 months, including procurement, legal, and compliance aspects.

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

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

• Demonstrated capacity to build a pipeline through self-driven outbound prospecting with quantifiable activity standards (e.g., 40–60+ daily interactions, 10+ qualified meetings monthly).

• Strong hunter mentality, showcasing 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) with evidence of pipeline advancement and forecast accuracy.

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

• Experience in engaging C-suite and senior executives to build consensus and finalize complex new-logo 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.

• Outstanding executive communication skills and presence, including clear and persuasive verbal and written communication.

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

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

🏝️ Benefits

• Medical, dental, and vision coverage: Affordable healthcare plans and company HSA contributions starting on 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; 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.

• Accident, critical illness, and hospital indemnity insurance.

• Pet insurance.

• Legal assistance and identity theft insurance plans.

• Life insurance at 2x salary.

• Access to the Calm app and Employee Assistance Program.

• $65/month remote work stipend for internet.

• Culture and team-building activities.

• Tuition assistance.

• Opportunities for career development.

• Charitable contribution matching up to $250 per year.