Account Executive, Retail

Digimarc

6d • $192,000 - $240,000 • Hybrid

About The Position

Digimarc Corporation is seeking an Account Executive for their Retail division. This role involves owning a named list of major retail accounts, building pipeline through AI-first outbound strategies, and converting inbound leads. The Account Executive will be responsible for managing customer relationships, driving upsell and cross-sell opportunities, and coordinating with the Renewals team. The position requires running full-cycle enterprise sales, navigating complex retail buying processes, and selling a sophisticated technology platform. Success in this role is defined by self-generated pipeline, effective inbound lead conversion, customer retention and expansion, rigorous deal management using MEDDPICC, and accurate forecasting. The company emphasizes a culture of collaboration, curiosity, and courage, with a commitment to diversity and employee development.

Requirements

• 10+ years of enterprise selling experience.
• Meaningful time selling business outcomes to Fortune 500 companies.
• Significant experience selling into the retail industry.
• Fluency in how retailers buy, including stakeholders, budget cycles, pilot-to-production paths, and operational realities of deploying technology at scale.
• Proven success closing complex, six- and seven-figure enterprise deals with senior retail stakeholders.
• Demonstrated ability to build pipeline from greenfield accounts.
• Track record of owning and growing installed-base revenue (renewals, upsell, cross-sell, pilot-to-rollout expansion).
• Deep command of MEDDPICC or an equivalent qualification framework.
• Fluency in Salesforce-driven forecast and pipeline management.
• Comfort within a weekly forecast cadence with real accountability.
• Ecosystem fluency, understanding players within and around a retailer's organization (scanner/firmware providers, POS/hardware vendors, software platforms, SI partners).
• Genuine AI-GTM fluency, comfortable operating in an AI-first revenue stack (e.g., Hyperbound, Gong, Aviso).
• Ability to use AI in personal workflow for deeper retailer business driver understanding.
• Willingness to earn certification to sell before selling.
• Excellent written and verbal communication skills, including executive-level materials and business cases.
• Executive presence: credibility, composure, and command with senior retail buyers.
• Willingness and ability to travel up to 40%, including regular in-person customer time.
• Humble, hungry, and smart (people smart).

Nice To Haves

• Experience with AI-first revenue stack tools like Hyperbound, Gong, and Aviso.
• Ability to play-role and get certified on the playbook, pitch, pricing, positioning, product, personnel, key questions, and company history.

Responsibilities

• Own a bounded, named list of major retail accounts.
• Build pipeline through a modern, AI-first outbound motion including account research, multi-threaded prospecting, and personalized outreach.
• Partner with SDRs to qualify and disposition inbound leads.
• Multithread qualified opportunities across various departments (LP, store operations, IT, executive suite) and manage them through a mutual close plan.
• Be accountable for all retailers in the assigned patch, coordinating with the Renewals team and personally closing renewals when necessary.
• Drive upsell and cross-sell across the installed base, including new categories, use cases, banners, and chain-wide expansion.
• Act as the commercial escalation point for retailers, pulling in internal resources and owning the relationship through in-person interactions.
• Run full-cycle enterprise sales, including discovery, business case development, pilots, proofs of value, mutual close plans, procurement, and signature.
• Navigate retail buying processes across multiple stakeholders from store operations to the executive suite.
• Sell a sophisticated technology platform involving scanners, POS systems, packaging, and embedded software, often with hardware partners and SIs.
• Partner with Solution Advisory to run technically credible evaluations and pilots.
• Apply MEDDPICC to every deal and maintain accurate Salesforce data.
• Get certified to sell Digimarc's products and maintain certification.
• Participate in team operating rhythms, including pipeline generation, forecasting, deal reviews, and account planning.
• Represent Digimarc at industry events and customer engagements.

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Employee Stock Purchase Plan (ESPP)
• Mentorship Opportunities
• Training & Development

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed