Enterprise Account Executive

Encompass Technologies

21h•$80,000 - $120,000•Hybrid

About The Position

From maker to market, Encompass is revolutionizing how technology supports the modern beverage industry–from winemaking with our vintrace solution to beverage production and distribution with our Encompass solutions, we are unlocking new levels of growth and efficiency for our customers across the entire three-tier beverage supply chain. Join our team of technology & beverage professionals as we drive innovation and modernization in one of the world’s oldest, and most passionate industries. Encompass is seeking an experienced, driven Enterprise Account Executive to lead net-new business development across our target market. This is a true hunter role: you will be responsible for identifying, developing, and closing new logo opportunities across a blend of mid-market and enterprise beverage producers, distributors, and retailers. You will own the full sales cycle — from prospecting and account activation, through discovery, value articulation, demo, proposal, negotiation, and contract close — before transitioning closed business to our post-sale teams. This role requires comfort navigating longer, multi-stakeholder enterprise sales cycles alongside faster-moving mid-market deals, and the judgment to prioritize pipeline accordingly. This role will collaborate closely with Marketing on campaigns and demand generation, with Product on customer and market feedback, and with Customer Success and Implementation to ensure a smooth handoff after close. You will accurately represent Encompass' capabilities, clearly set customer expectations, and document relevant requirements before transition to the teams responsible for adoption, launch execution, and enablement. Travel is expected for select industry trade shows, conferences, customer meetings, onsite demos, and Encompass events.

Requirements

10+ years of B2B SaaS sales experience, with a strong track record selling to enterprise and/or mid-market accounts
Demonstrated experience managing a full, complex sales cycle from prospecting through close
Experience selling net-new business required — this is a hunter role
Experience navigating multi-stakeholder, multi-department enterprise buying processes
Proven track record of sales execution and annual bookings plan attainment across a mid-market/enterprise blended book
Experience carrying and consistently attaining a quota reflecting blended mid-market and enterprise ACVs
Demonstrated success selling into multi-stakeholder buying committees, including Owner/Operators, IT, Finance, and Operations leaders
Proven ability to prospect, build pipeline, manage a complex sales process, and close net-new business
Ability to learn and communicate product capabilities with accuracy and confidence
Strong discovery skills with the ability to connect customer pain points to business value
Excellent written and verbal communication skills
Strong presentation and demo skills with the ability to engage both business and technical stakeholders
Customer-first mindset and commitment to setting clear, realistic expectations
Strong organization and follow-through with disciplined pipeline and activity management
Comfortable selling in a fast-moving, evolving market
Collaborative team player who works effectively with Marketing, Product, Customer Success, and Implementation
Positive, resilient, and tenacious approach to prospecting and sales execution
Bachelor's degree preferred, or equivalent combination of education and experience

Nice To Haves

Supply chain, ERP, LogTech/Fleet, or vertical SaaS experience a plus
Beverage alcohol or beverage technology experience a plus but not required
Familiarity with CRM and sales enablement tools (Salesforce or HubSpot, Gong or similar) preferred

Responsibilities

Prospect, develop, and close net-new opportunities with mid-market and enterprise beverage producers, distributors, and retailers.
Build and manage a healthy pipeline through outbound prospecting, marketing-generated leads, industry events, referrals, and other demand generation channels.
Navigate longer, more complex enterprise sales cycles involving multiple stakeholders (e.g., Owner/Operators, IT, Finance, Operations), while running efficient, high-velocity mid-market deals in parallel.
Conduct effective discovery to understand customer needs related to accounting, production, inventory and warehouse management, sales execution, distribution, and route planning.
Accurately and effectively demonstrate Encompass' platform capabilities to both business and technical stakeholders.
Translate platform functionality into clear customer outcomes, including operational efficiency, cost savings, and improved decision-making.
Own the sales process from initial engagement through demo, proposal, negotiation, contract close, and handoff to post-sale teams.
Provide timely and constructive feedback to Product Managers based on customer conversations, prospect objections, competitive insights, and recurring needs identified during the sales cycle.
Partner with Marketing to support campaigns, email outreach, webinars, trade show materials, sales sheets, and event follow-up.
Collaborate with Customer Success and Implementation to ensure expectations, requirements, commitments, and customer context are accurately documented before transition.
Track and report on target accounts, sales activities, qualified opportunities, pipeline progression, close rates, bookings, and other new-business sales metrics using HubSpot, Gong, and internal AI agents.
Represent Encompass at select trade shows, customer events, webinars, UGM sessions, and customer demos as needed.