Senior Strategic Account Executive – Accounts 1 billion+

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

📋 Description

• Take charge of the development and expansion of a portfolio of designated strategic accounts within a specified region.

• Create and implement account plans that align with client priorities, commerce strategies, and growth goals.

• Discover, cultivate, and finalize software and service opportunities to achieve or surpass sales objectives.

• Broaden Rithum’s presence across various client brands, business units, geographical areas, channels, marketplaces, and capabilities.

• Generate a qualified pipeline by identifying whitespace and new opportunities within the assigned accounts.

• Establish trusted relationships with senior executives and key stakeholders.

• Conduct consultative, value-driven discussions and create persuasive business cases.

• Navigate intricate buying groups and foster consensus among decision-makers.

• Manage complex sales opportunities from the discovery phase through negotiation and closure.

• Formulate deal strategies that address client priorities, competitive factors, commercial considerations, and obstacles to closure.

• Lead negotiations involving pricing, terms, procurement, legal, security, and other stakeholders.

• Utilize the Rithum Way of Selling to strategize opportunities, qualify leads, progress sales, and close deals.

• Maintain disciplined pipeline management, high-quality CRM data, and accurate, timely sales forecasts.

• Utilize AI and sales technologies for research, account planning, client engagement, and productivity enhancements.

• Direct cross-functional deal teams while collaborating with Client Success, Solutions Engineering, Professional Services, Product, Partnerships, Legal, Finance, and other groups.

• Provide insights on clients, markets, and competitors to Product and business leadership.

⛳️ Requirements

• Over 8 years of experience in B2B software, SaaS, or technology sales.

• At least 5 years in a closing role involving sales to strategic or enterprise accounts, or over 2 years selling Rithum solutions to enterprise clients with successful quota attainment.

• Documented success in a full-cycle quota-carrying role, including strategic territory planning, prospecting, and closing complex six-figure transactions with a minimum deal size of $100,000.

• Consistent achievement of recent quotas of 100% or more for 4 or more consecutive quarters in a competitive, metrics-driven setting.

• Proven track record in developing and growing strategic accounts through new opportunities, expansion, cross-selling, upselling, or new use cases.

• Experience leading complex sales cycles that involve senior executives, multiple stakeholders, and commercial negotiations.

• Proficient in structured, value-based sales methodologies such as MEDDICC, Challenger, SPIN, Miller Heiman, Value Selling, or Solution Selling.

• Evidence of pipeline progression and forecast accuracy, translating solutions into measurable business outcomes, and leading cross-functional deal teams.

• Ability to generate pipeline through self-initiated outbound prospecting, meeting measurable activity standards such as 40–60+ daily touchpoints.

• Competence in developing account plans, identifying whitespace, building pipelines, and maintaining accurate forecasts.

• Disciplined use of CRM and sales tools; experience with Salesforce is preferred.

• Familiarity with sales engagement platforms like Outreach, Salesloft, HubSpot, LinkedIn Navigator, and ZoomInfo.

• Capability to leverage AI, data, and modern sales technologies to enhance sales effectiveness.

• Ability to work independently and travel as necessary.

• Willingness to travel up to 25% of the time.

🏝️ 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 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 & 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.

• Industry-competitive compensation and total rewards benefits.

• Remote-first working conditions.