Key Account Executive – Accounts $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 verticals and strategic accounts.

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

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

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

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

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

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

• Embrace the Rithum Way of Selling model.

• Interact with executive stakeholders and decision-makers, articulating clear value propositions.

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

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

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

• Utilize a disciplined sales methodology and consistent deal inspection cadence to manage opportunities.

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

• Ensure accurate pipeline visibility and maintain forecast integrity.

⛳️ Requirements

• Over 5 years of B2B SaaS or technology field sales experience in a closing role, with a focus on acquiring new logos from 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.

• Recent history of achieving quota (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment.

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

• Strong hunter mentality, demonstrating resilience and persistence in competitive environments, along with accountability for pipeline creation.

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

• Proven capacity to sell complex platforms or solution offerings in multi-stakeholder environments.

• Experience in engaging C-suite and senior executive stakeholders to build consensus and close intricate 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 effectively balancing prospecting, deal progression, and strategic follow-up.

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

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

• Proven ability to work collaboratively 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 health care 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; 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 match up to $250 per year.