Account Executive, Enterprise

About the role

This position guides enterprise customers through complex sales cycles and partners with cross-functional teams to drive growth and retention in the Retail & Consumer Goods verticals. The hire will own the full sales lifecycle for strategic accounts, from initial discovery to final closure and expansion. They will act as a trusted advisor to C-suite executives, navigating procurement processes and aligning solutions with business objectives. Success in this role requires a consultative approach that uncovers priority challenges and delivers clear value-based outcomes. The representative will build and manage high-profile opportunities while actively expanding the enterprise pipeline with net-new accounts. They will leverage market insights and data to inform account strategies for both expansion and retention. Consistent activity, honest qualification, and disciplined follow-through are central to thriving in this quota-driven environment.

Key facts

What you'll do

Navigate complex enterprise organizations by building trusted relationships with C-suite executives and deeply understanding procurement processes.

Pursue net-new accounts through targeted prospecting and outbound efforts that expand the enterprise pipeline with qualified opportunities.

Develop and manage high-profile accounts while actively seeking new opportunities across IT and business decision committees.

Conduct consultative selling to uncover priority business challenges and deliver value-based solutions aligned with customer needs.

Sell solutions that engage stakeholders across IT and business departments to align technology with enterprise objectives and strategic goals.

Leverage market insights and data to drive account expansion, retention, and strategic growth within assigned enterprise portfolios.

Demonstrate quick adaptability to new cloud applications and tools, utilizing hands-on experience in Salesforce.com or similar CRMs and AI for productivity.

Utilize strong networking skills to navigate large organizations and identify key decision-makers across multiple functions and levels.

Maintain an up-to-date understanding of digital, application landscape trends, and consumer behavior specific to retail and consumer goods markets.

Represent the company in a professional manner during discovery calls, demonstrations, and high-stakes negotiations.

Articulate technical concepts and positive business outcomes clearly to diverse stakeholders with varying levels of technical understanding.

Collaborate with internal teams to build and present compelling proposals that address complex enterprise requirements.

Anticipate and handle objections with data-driven responses that reinforce the value and reliability of the solution.

Manage the full sales cycle in a fast-paced environment, balancing multiple opportunities and priorities without compromising quality.

Contribute to the continuous improvement of sales playbooks by incorporating feedback from interviews, demos, and discovery calls.

Requirements

8-10 years of strategic SaaS sales experience focused on large enterprise clients, ideally within Retail & Consumer Goods.

Proven ability to source and prospect new accounts through effective outbound strategies in enterprise environments.

Strong experience in complex solution selling, value selling, and conducting business value assessments for large deals.

Outstanding verbal, written, and presentation skills to articulate technical concepts and positive business outcomes.

Quick adaptability to new cloud applications and tools, with hands-on experience in Salesforce.com or similar CRMs and AI for productivity.

Strong networking skills to navigate large organizations and identify key decision-makers across functions.

Up-to-date understanding of digital, application landscape trends, and consumer behavior in retail and consumer goods.

Bachelor's degree is required for this role.

Candidates must meet the stated years of experience requirement without exception.

U.S. candidates are expected to work hybrid schedules and may be required to travel as needed.

Practical notes

Candidates must meet the stated years of experience and degree requirement.

U.S. candidates are expected to work hybrid schedules and may be required to travel.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Enterprise sales in this role rely on consultative discovery and value-based positioning.

The day-to-day involves managing strategic accounts, pipeline growth, and cross-team coordination.

Success depends on adaptability to CRM and AI tools, communication clarity, and persistence in complex buying environments.

Industry knowledge in retail and consumer goods supports relevant stakeholder conversations.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.