Enterprise Account Executive
Salsify · Full-time · Posted 2d ago
Come join a company who is a key leader in the industry scaling the next core commerce infrastructure and on the path from $100M to $500M! Founded in 2012, Salsify helps brand manufacturers, distributors, and retailers in over 80 countries collaborate to win on the digital shelf. As the market leader globally, our products are shopper-centric, frictionless, and create memorable commerce experiences. Our products provide a competitive edge through experiences that improve brand trust, amplify product differentiation and assortments, increase conversion rate, improve profit margins, and speed time to market.
Learn how the world’s largest brands, including Mars, L'Oreal, Coca-Cola, Bosch, and GSK, as well as retailers and distributors such as E.Leclerc, Carrefour, Metro, and Intermarché use Salsify everyday to stand out on the digital shelf.
At Salsify, we strive to embody an equitable, diverse, and inclusive company culture. We are united across countries, levels, tenures, and a host of other dimensions of diversity. We understand that while work is just one aspect of who we are, a truly inclusive culture accounts for the full authenticity of every single human being that works here.
About the Opportunity
Salsify is seeking a strategic and driven Enterprise Account Executive to own a portfolio of CPG Food & Beverage companies with annual revenues between $500 million and $2.2 billion. This role is responsible for driving growth across the territory through both new logo acquisition and expansion within existing Salsify customers. The ideal candidate is an experienced enterprise SaaS seller who excels at navigating complex sales cycles, building executive relationships, and connecting Salsify’s solutions to measurable business outcomes. You’ll own your territory end-to-end, from developing pipeline and winning new customers to identifying and closing strategic expansion opportunities.
Successful Enterprise Account Executives at Salsify are strategic sellers and masterful storytellers who can understand complex business challenges, connect them to measurable outcomes, and build consensus across multiple stakeholders. You’ll navigate sophisticated enterprise buying processes, develop relationships with senior executives, and coordinate internal resources to build and execute winning account strategies.
This is an opportunity for a seller who enjoys owning a territory end-to-end: identifying whitespace, creating pipeline, winning new customers, and finding new opportunities to expand Salsify’s impact within existing strategic accounts.
How You'll Make an Impact
- 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.
You'll Enjoy This Role If You Have
- 5+ years of quota-carrying SaaS sales experience, with demonstrated success selling into large or enterprise organizations.
- A track record of consistently meeting or exceeding sales targets in a closing role.
- Experience managing complex, multi-stakeholder enterprise sales cycles with meaningful contract values.
- Experience selling to and developing relationships with senior executives, including VP and C-level stakeholders.
- A strong command of value-based and consultative selling, including discovery, business case development, negotiation, and executive presentations.
- 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.
Even Better If You Have
- 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.
- MEDDIC / MEDPICC Sales Methodology Experience
- At Salsify, Enterprise Account Executives aren't simply responsible for closing transactions. They are responsible for building strategic relationships with some of the world's leading brands, helping customers solve meaningful business challenges, and expanding Salsify's impact across their organizations.
#LI-AS1 #LI-Remote
At Salsify, we maintain 3 core principles as part of our Compensation Philosophy:- We pay market rates, which are competitive and equitable
- We pay based on performance and proficiency, not tenure
- We adjust proactively; when the market moves, we do too
Salsify loves a good success story and it would be our privilege to help write yours! We recognize that talent and potential come in all forms and that years of experience does not guarantee on-the-job effectiveness or leadership potential. Our hiring process involves recognizing a person’s achievements, subject matter expertise, and passion, not just check marks next to a job description. If you have an interest in our roles please do not hesitate to apply - we would be happy to speak with you!
A member of Talent 'talent@salsify.com' will be reaching out about next steps if we would like to move forward.
Salsify’s mission is to empower brand manufacturers to win on the digital shelf.
Helping brand manufacturers to win online is what we do. Our culture is who we are. We are empowered. We are positive thinkers. We take action. We care deeply. These values have driven Salsify’s growth and earned the company numerous top workplace awards.
We are headquartered in Boston, Massachusetts and have hubs in Lisbon (Portugal) and Sydney (Australia). If you are excited to work in a fast-paced environment with a team that values agility, curiosity and passion, we want to hear from you!
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An Inclusive Place To Work
Salsify does not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. Studies have found that people of color and women do not apply to jobs if they do not meet all the requirements. At Salsify we are committed to empowering a diverse workforce. We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.
Accommodations
Salsify is committed to an inclusive hiring process, and we aim to provide accommodations for persons with disabilities. If you need any accommodations for the application or throughout the interview process please contact cx@salsify.com.
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