Salsify Enterprise Account Executive at Salsify responsible for owning a portfolio of CPG Food & Beverage companies and driving growth through new logo acquisition and expansion. Manage complex sales cycles and build executive relationships.
Responsibilities
Own and execute the sales strategy for a defined territory of CPG Food & Beverage companies with $500M–$2.2B in annual revenue, including both prospects and existing Salsify customers.
Consistently meet or exceed quota through a combination of new logo acquisition and expansion revenue.
Develop strategic territory and account plans that identify key prospects, whitespace within existing customers, buying centers, executive relationships, and paths to growth.
Generate pipeline through proactive, self-sourced prospecting in partnership with Salsify’s business development and marketing teams.
Lead complex, consultative enterprise sales cycles from initial discovery through evaluation, business case development, negotiation, and close.
Build and maintain relationships with executive stakeholders and key decision-makers across Digital, eCommerce, Marketing, IT, Data, and other relevant functions.
Develop a deep understanding of each customer’s business objectives and connect Salsify’s capabilities to measurable business value.
Identify opportunities to expand Salsify’s footprint within existing customers through additional products, use cases, business units, brands, and capabilities.
Orchestrate internal resources including Solutions Engineering, Customer Success, Professional Services, Product, Marketing, and executive leadership to advance opportunities and deliver a strong customer experience.
Accurately manage pipeline, opportunity progression, and monthly and quarterly forecasts in Salesforce.
Develop customers into Salsify advocates through references, case studies, industry events, and other opportunities to share their success.
5+ years of quota-carrying SaaS sales experience, with demonstrated success selling into large or enterprise organizations.
Qualification
Strong executive presenceA desire to continuously learnExperience selling technology into CPGFamiliarity with PIM
Required
Demonstrated ability to generate your own pipeline and strategically penetrate target accounts.
Experience growing existing customer relationships through upsell, cross-sell, and expansion opportunities.
Strong territory and account-planning skills, with the ability to prioritize opportunities across both prospects and customers.
The ability to accurately forecast business and maintain disciplined, up-to-date CRM data.
A collaborative approach and demonstrated success partnering with BDRs, Solutions Engineers, Customer Success, Product, Marketing, and executive stakeholders.
Strong executive presence, communication skills, curiosity, and business acumen.
A desire to continuously learn, seek feedback, and improve your craft.
Experience selling technology into CPG, Food & Beverage, retail, eCommerce, or digital commerce organizations.
Familiarity with PIM, PXM, DAM, syndication, digital shelf, eCommerce, or product content management solutions.
Experience navigating large CPG organizations with multiple brands, business units, retailers, and digital commerce stakeholders.
A strong understanding of the challenges brands face managing product information and delivering consistent product experiences across retailers, marketplaces, and digital channels.
