Account Executive

DemandTec

13h • Remote

About The Position

DemandTec is seeking a results-driven Enterprise Account Executive to join our growing sales team. In this high-impact role, you will own the full sales cycle for net-new enterprise accounts, and certain strategic account growth from within our existing customer base. The ideal candidate will be passionate about bringing our AI-powered pricing and trade collaboration platform to large-format retailers and CPG companies. You will work closely with prospects’ executive stakeholders—from Chief Merchandising Officers to VP-level category leaders—to uncover strategic pricing and margin challenges and position DemandTec as the definitive solution. This is an opportunity to represent a category-defining product with a proven customer base and a 25-year track record of delivering measurable ROI.

Requirements

• Results-driven
• Passionate about bringing AI-powered pricing and trade collaboration platform to large-format retailers and CPG companies
• Ability to work closely with prospects’ executive stakeholders—from Chief Merchandising Officers to VP-level category leaders
• Experience with MEDDICC/MEDDPICC methodology
• Experience managing and developing an assigned territory
• Experience leading and coordinating team-selling pursuits
• Experience conducting consultative discovery sessions with C-suite and VP-level stakeholders
• Experience developing and delivering compelling solution presentations, business cases, and ROI analyses
• Experience collaborating with Marketing on inbound lead follow-up and account-based marketing strategies
• Ability to maintain rigorous pipeline hygiene, accurate forecasting, and complete opportunity records in CRM
• Ability to stay current on retail industry trends, competitive dynamics, and customer challenges
• Ability to represent DemandTec at industry conferences, trade events, and executive roundtables

Responsibilities

• Drive proactive prospecting and demand creation across an assigned territory, leveraging outbound outreach, executive networking, industry events, and account-based marketing to build and sustain a healthy pipeline.
• Own the full enterprise sales cycle from initial discovery through contract negotiation and close for net-new logos across grocery, specialty, apparel, convenience, and CPG segments.
• Apply MEDDICC/MEDDPICC methodology rigorously to qualify opportunities, identify economic buyers and champions, understand decision criteria, and maintain accurate pipeline health and forecast integrity.
• Manage and develop an assigned territory, building strategic account maps, prioritizing target accounts, and executing a disciplined territory business plan.
• Lead and coordinate team-selling pursuits, orchestrating Solution Consulting, Product, Customer Success, and Executive Sponsors to align resources and deliver a compelling, differentiated buying experience.
• Conduct consultative discovery sessions with C-suite and VP-level stakeholders to surface pricing, promotion, markdown, and trade collaboration challenges, and connect them to measurable business outcomes.
• Develop and deliver compelling solution presentations, business cases, and ROI analyses tailored to each prospect’s strategic priorities and decision criteria.
• Collaborate with Marketing on inbound lead follow-up and account-based marketing strategies for high-priority target accounts.
• Maintain rigorous pipeline hygiene, accurate forecasting, and complete opportunity records in CRM.
• Stay current on retail industry trends, competitive dynamics, and customer challenges to sharpen DemandTec’s value positioning.
• Represent DemandTec at industry conferences, trade events, and executive roundtables to build brand awareness and generate pipeline.

Benefits

• Competitive base salary and uncapped commission structure with OTE commensurate with experience
• Comprehensive health, dental, and vision benefits
• 401(k) with company match
• Flexible PTO
• Remote-first work environment
• Access to cutting-edge AI tools and a best-in-class technology stack
• A collaborative, high-performance culture with strong leadership support and a clear path for career growth

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees