Account Executive - Small and Emerging Markets

SPS Commerce•Minneapolis, MN

5d•Hybrid

About The Position

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain! The Small and Emerging Market Account Executive, Supplier Sales, owns revenue growth within a defined book of existing SPS Commerce customers ($0–$50M in annual revenue). This is a customer expansion role — your job is to deepen wallet share, grow Annual Reoccurring Revenue, and protect the revenue already in your territory by uncovering new use cases and needs within accounts you already own. If you've built your career prospecting and closing as an SDR, BDR, or AE — ideally inside a SaaS company — and you're energized by owning a portfolio and compounding revenue over time, this is your next step up. You'll bring a consultative, prescriptive sales approach to a warm, established base, with the autonomy of a fully quota-carrying, direct sales role.

Requirements

Bachelor's degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience
Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based sales role
Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
Demonstrative behaviors around integrity, relationship building, and leadership expectations

Nice To Haves

Ideally inside a SaaS company

Responsibilities

Own a defined territory of existing SPS Commerce customers, running a prescriptive sales process to identify and close expansion opportunities
Proactively engage your account base — outbound outreach, account planning, and relationship-building — to uncover unmet needs and grow revenue within accounts you already own
Engage all qualified expansion leads/opportunities routed from internal teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation)
Cross-sell and upsell current subscribers, translating business needs into SPS solutions that grow ARR and wallet share
Maintain a rolling 90-day expansion pipeline to meet or exceed ARR quota
Partner with the broader account team and Customer Success to protect existing revenue, ensure customer satisfaction, and maintain a coordinated customer experience
Document findings, progress, and pipeline velocity in Salesforce.com