Account Executive

Subtotal•New York, NY

44d•$100,000 - $120,000•Remote

About The Position

Subtotal is a fast-growing, seed-stage B2B software startup helping brands take ownership of the customer experience in their largest channel: retail. We connect shoppers, brands, and retailers through a modern data platform that makes retail purchases visible and actionable. We’re early, building fast, and looking for an Account Executive to help us turn pipeline into customers and shape how we sell. This is a full-cycle sales role at an early-stage company. You’ll own deals end-to-end—prospecting, discovery, demos, negotiation, and close—across both inbound and outbound motions. You’ll sell into consumer brands spanning mid-market to enterprise, working closely with our founding team and helping define how Subtotal goes to market. Because we’re small, you’ll also wear other hats. Expect some customer success work, cross-functional collaboration with product and engineering, and a direct line to the founders.

Requirements

3+ years of full-cycle sales experience, ideally in B2B SaaS
Track record of consistently hitting or exceeding quota
Comfort with both inbound and outbound motions
Experience selling into mid-market and/or enterprise accounts
Ability to navigate technical conversations and translate platform capabilities into business value
Strong written and verbal communication
Hungry, eager, and self-directed
Comfortable working in a fast-paced, ambiguous environment where the playbook is still being written
Willingness to travel to industry events and conferences several times a year
A bias toward action and learning by doing

Nice To Haves

Experience selling data platforms, martech, or other technical SaaS products
Experience selling into consumer brands, marketing teams, or commerce/loyalty organizations
Experience as an early sales hire at a seed- or Series A-stage startup
Experience with HubSpot or a comparable CRM

Responsibilities

Own full-cycle sales: Manage deals from first touch to signed contract, including discovery, demos, technical conversations, procurement, and negotiation.
Build and work pipeline: Source outbound opportunities, qualify and convert inbound leads, and develop strategic outreach into target accounts.
Run discovery and demos: Understand prospect pain points, map them to Subtotal’s platform, and confidently lead both technical and business-stakeholder conversations.
Close deals: Drive contracts to signature, partner with the founding team on pricing and terms, and consistently hit (and beat) revenue targets.
Support early customers: Stay engaged post-sale to ensure a smooth onboarding and handoff, especially while our CS function is being built out.
Partner cross-functionally: Work closely with product, engineering, and leadership to bring customer feedback into the company and shape roadmap, positioning, and pricing.
Represent Subtotal in market: Travel to industry events, conferences, and on-site meetings several times a year.