Enterprise Account Executive

Salsify

31d•$85,000 - $100,000•Remote

About The Position

Salsify is seeking a strategic and driven Enterprise Account Executive to own a portfolio of CPG Food & Beverage companies with annual revenues between $500 million and $2.2 billion. This role is responsible for driving growth across the territory through both new logo acquisition and expansion within existing Salsify customers. The ideal candidate is an experienced enterprise SaaS seller who excels at navigating complex sales cycles, building executive relationships, and connecting Salsify’s solutions to measurable business outcomes. You’ll own your territory end-to-end, from developing pipeline and winning new customers to identifying and closing strategic expansion opportunities. Successful Enterprise Account Executives at Salsify are strategic sellers and masterful storytellers who can understand complex business challenges, connect them to measurable outcomes, and build consensus across multiple stakeholders. You’ll navigate sophisticated enterprise buying processes, develop relationships with senior executives, and coordinate internal resources to build and execute winning account strategies. This is an opportunity for a seller who enjoys owning a territory end-to-end: identifying whitespace, creating pipeline, winning new customers, and finding new opportunities to expand Salsify’s impact within existing strategic accounts.

Requirements

5+ years of quota-carrying SaaS sales experience, with demonstrated success selling into large or enterprise organizations.
A track record of consistently meeting or exceeding sales targets in a closing role.
Experience managing complex, multi-stakeholder enterprise sales cycles with meaningful contract values.
Experience selling to and developing relationships with senior executives, including VP and C-level stakeholders.
A strong command of value-based and consultative selling, including discovery, business case development, negotiation, and executive presentations.
Demonstrated ability to generate your own pipeline and strategically penetrate target accounts.
Experience growing existing customer relationships through upsell, cross-sell, and expansion opportunities.
Strong territory and account-planning skills, with the ability to prioritize opportunities across both prospects and customers.
The ability to accurately forecast business and maintain disciplined, up-to-date CRM data.
A collaborative approach and demonstrated success partnering with BDRs, Solutions Engineers, Customer Success, Product, Marketing, and executive stakeholders.
Strong executive presence, communication skills, curiosity, and business acumen.
A desire to continuously learn, seek feedback, and improve your craft.

Nice To Haves

Experience selling technology into CPG, Food & Beverage, retail, eCommerce, or digital commerce organizations.
Familiarity with PIM, PXM, DAM, syndication, digital shelf, eCommerce, or product content management solutions.
Experience navigating large CPG organizations with multiple brands, business units, retailers, and digital commerce stakeholders.
A strong understanding of the challenges brands face managing product information and delivering consistent product experiences across retailers, marketplaces, and digital channels.
MEDDIC / MEDPICC Sales Methodology Experience

Responsibilities

Own and execute the sales strategy for a defined territory of CPG Food & Beverage companies with $500M–$2.2B in annual revenue, including both prospects and existing Salsify customers.
Consistently meet or exceed quota through a combination of new logo acquisition and expansion revenue.
Develop strategic territory and account plans that identify key prospects, whitespace within existing customers, buying centers, executive relationships, and paths to growth.
Generate pipeline through proactive, self-sourced prospecting in partnership with Salsify’s business development and marketing teams.
Lead complex, consultative enterprise sales cycles from initial discovery through evaluation, business case development, negotiation, and close.
Build and maintain relationships with executive stakeholders and key decision-makers across Digital, eCommerce, Marketing, IT, Data, and other relevant functions.
Develop a deep understanding of each customer’s business objectives and connect Salsify’s capabilities to measurable business value.
Identify opportunities to expand Salsify’s footprint within existing customers through additional products, use cases, business units, brands, and capabilities.
Orchestrate internal resources including Solutions Engineering, Customer Success, Professional Services, Product, Marketing, and executive leadership to advance opportunities and deliver a strong customer experience.
Accurately manage pipeline, opportunity progression, and monthly and quarterly forecasts in Salesforce.
Develop customers into Salsify advocates through references, case studies, industry events, and other opportunities to share their success.