Strategic Account Executive

About the role

In this Strategic Account Executive role at Salsify, you will own the end-to-end commercial lifecycle for a portfolio of strategic enterprise clients. You will act as a trusted advisor, translating complex business challenges into tailored solutions across our Product Experience Management (PXM) and Supplier Experience Management (SXM) platforms. Your primary responsibility will be to identify, quantify, and drive revenue expansion through strategic upselling and cross-selling initiatives. You will own the executive relationship, ensuring that key stakeholders view Salsify as a strategic partner in their digital transformation. A core part of this position involves aligning Salsify capabilities with client business objectives to maximize value realization and long-term retention. You will leverage data and insights to build compelling business cases that justify continued investment in our platform. Success in this role will be defined by your ability to grow account revenue while simultaneously strengthening client satisfaction and advocacy. You will serve as the primary point of escalation and ownership for all strategic account activities, ensuring alignment between sales, delivery, and client success.

Key facts

What you'll do

• Orchestrate comprehensive account plans for strategic enterprise clients, defining multi-year growth initiatives and key performance indicators.
• Conduct in-depth discovery sessions with executive-level stakeholders to uncover strategic priorities, pain points, and untapped value opportunities.
• Architect and present sophisticated business cases that highlight the financial impact and ROI of Salsify PXM and SXM solutions.
• Drive the identification and closure of upsell and cross-sell opportunities across the Salsify product suite, including PIM, Syndication, Intelligence Suite, and SXM.
• Lead complex negotiations with large organizations, ensuring contract terms reflect mutual value and support sustainable growth.
• Partner with Customer Success to develop proactive health checks and adoption strategies that reduce churn and identify further expansion potential.
• Collaborate with Product leadership to provide frontline feedback from strategic accounts, influencing product roadmap decisions.
• Utilize advanced consultative selling techniques to position Salsify as an indispensable component of the client's commerce and marketing infrastructure.
• Manage the full sales cycle from opportunity creation through deal closure, maintaining strict pipeline hygiene and forecasting accuracy within Salesforce.
• Represent Salsify at key industry events and client meetings, reinforcing the brand's position as a leader in digital shelf management.
• Coordinate cross-functional support for strategic initiatives, ensuring alignment between Sales, Implementation, and Technical Services.
• Analyze account health metrics and usage data to proactively identify risks and opportunities for renewed engagement.
• Develop and maintain executive-level relationships that transcend individual stakeholders, creating a durable partnership.
• Document and share best practices from strategic accounts to inform sales playbooks and marketing campaigns.

Requirements

• You possess a minimum of 5 years of experience in enterprise software sales, specifically in Account Executive or similar client-facing roles.
• You have a proven track record of meeting and exceeding sales quotas in a B2B SaaS environment.
• You demonstrate the ability to manage complex sales cycles and negotiate with large organizations effectively.
• You hold a Bachelor's degree in Business, Marketing, or a related field.
• You have experience selling solutions that involve multi-stakeholder buying committees and executive-level decision-makers.
• You are comfortable working with technical subject matter experts to translate product capabilities into business outcomes.
• You have a history of building long-term strategic partnerships based on trust and measurable results.
• You are proficient in using CRM software, particularly Salesforce, to manage pipeline and forecast accurately.
• You have strong written and verbal communication skills, capable of crafting clear and compelling narratives for executive audiences.
• You are able to travel occasionally to client sites or company events as required by strategic initiatives.

Nice to have

• You have experience selling Product Information Management (PIM), Product Experience Management (PXM), or e-commerce solutions.
• You have familiarity with the retail or CPG industries and understand their unique commerce challenges.

Skills & tools

• You are highly proficient with CRM software such as Salesforce.
• You have experience with sales engagement platforms that streamline outreach and pipeline management.
• You are adept at using the Microsoft Office Suite, including advanced features in Excel, PowerPoint, and Word.

Practical notes

• Salsify will consider candidates requiring visa sponsorship.
• This role may involve occasional travel to client sites or company events.
• We offer competitive compensation, including base salary and commission, along with comprehensive benefits.
• Please ensure all communications and applications are verified through official Salsify channels (@salsify.com email addresses) and our careers page to avoid scams.