Senior Strategic Account Executive, Accounts 1 billion+

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

📋 Description

• Take ownership of the development and expansion of a portfolio of assigned strategic accounts within a specified region.

• Create and implement strategic sales plans that align with client priorities, commerce strategies, and growth targets.

• Cultivate trusted relationships with senior executives and key stakeholders.

• Identify, develop, and finalize software and services opportunities.

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

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

• Showcase Rithum’s capabilities in relation to business outcomes and steer consultative, value-driven discussions.

• Construct compelling business cases and foster consensus among complex buying groups.

• Guide intricate sales opportunities from discovery through negotiation to closure.

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

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

• Implement the Rithum Way of Selling to strategize on opportunities, qualification, progression, and closure.

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

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

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

• Share insights about clients, the market, and competitors with Product and business leadership.

⛳️ Requirements

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

• At least 5 years in a closing role targeting strategic or enterprise accounts, or 2+ years selling Rithum solutions to enterprise clients, with a record of meeting quotas.

• Proven track record in a full-cycle quota-carrying position, including strategic territory planning, prospecting, and closing complex transactions of at least $100K.

• Consistent record of quota attainment of 100% or higher for 4 or more consecutive quarters in a competitive, metrics-driven environment.

• Demonstrated success in developing and expanding strategic accounts through new opportunities, expansion, cross-selling, upselling, or new use cases.

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

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

• Proven ability to progress pipelines and ensure forecast accuracy, translating solutions into measurable business outcomes, and leading cross-functional deal teams.

• Capability to build a pipeline through self-generated outbound prospecting, with measurable activity standards such as 40-60+ daily touchpoints.

• Proficiency 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 such as Outreach, Salesloft, HubSpot, LinkedIn Navigator, or ZoomInfo.

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

• Capacity to operate independently and travel as necessary.

• Willingness to travel up to 25%.

• Preferred: 10+ years of experience in B2B SaaS, software, or technology sales.

• Preferred: experience in selling enterprise commerce, e-commerce, marketplace, retail technology, or related solutions.

• Preferred: experience working with large brands, retailers, manufacturers, or enterprises with complex purchasing environments.

• Preferred: experience selling integrated solutions across multiple products, capabilities, or services.

• Preferred: familiarity with partner- or channel-influenced sales motions.

• Preferred: experience in positioning data-driven or AI-powered solutions.

• A Bachelor’s degree in Business, Marketing, Communications, or a related field is preferred.

🏝️ Benefits

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

• 6% 401(k) match.

• 20 days of Paid Time Off.

• 9 Company-Paid holidays.

• 2 paid floating holidays.

• 7 paid sick days.

• 2 Wellness days.

• 1 Paid Volunteer Day.

• PTO increases to 22 days at 3 years of service and 25 days at 5 years.

• 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 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.

• Remote-first working conditions.

• Comprehensive benefits and wellness plans.

• Industry-competitive compensation and total rewards benefits.