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

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

📋 Description

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

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

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

• Uphold a regular schedule of outbound prospecting activities, including calls, emails, outreach, and targeted account engagement.

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

• Conduct exploratory discussions to reveal business challenges associated with commerce growth and operational efficiency.

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

• Embrace the Rithum Way of Selling approach.

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

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

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

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

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

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

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

⛳️ Requirements

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

• Proven track record in managing sales cycles exceeding 6 months, encompassing procurement, legal, and compliance processes.

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

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

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

• A strong hunter mentality, characterized by resilience and persistence in competitive settings, along with accountability for pipeline generation.

• Expertise in structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) with proof of pipeline advancement and forecast reliability.

• Proven success in selling complex platforms or solution offerings in environments with multiple stakeholders.

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

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

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

• Exceptional executive communication and presence, demonstrating 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 departments, including Marketing, Product, Client Success, and Solutions Engineering to secure new business.

• Must reside in Central or Eastern US time zones.

🏝️ Benefits

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

• A 6% 401(k) match.

• Competitive time off package with 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; at 3 years of service, PTO increases to 22 days, and at 5 years, it increases to 25 days.

• 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 the Employee Assistance Program.

• $65/month Remote work stipend for internet.

• Culture and team-building activities.

• Tuition assistance.

• Career development opportunities.

• Charitable contribution matching up to $250 per year.