Lead Account Executive – B2B

VTEX•New York, NY

5d•Onsite

About The Position

VTEX is seeking an experienced, strategic Account Executive to accelerate its growth in the US and Canada B2B commerce market. The role owns qualified enterprise sales opportunities handed over by Business Development, managing the sales process from discovery and solution positioning through proposal development, commercial negotiations, and contract signature. The Account Executive engages business and technology decision-makers to understand commercial challenges, identify digital transformation opportunities, and position VTEX as a strategic partner for B2B commerce modernization. The role combines enterprise SaaS sales execution with expertise in B2B business models, complex purchasing processes, and digital commerce. It requires managing sophisticated sales cycles involving multiple stakeholders, technical evaluations, procurement, and extended decision timelines; building relationships with executive stakeholders; and using a consultative, value-based approach to meet or exceed revenue targets. The Account Executive also contributes to VTEX's market presence and go-to-market strategy through strategic customer relationships, opportunity-conversion insights, market intelligence, and customer feedback. The position is based in the United States, with NYC or Fort Lauderdale specified, and requires attending the office four days a week. Travel for customer meetings, industry events, partner engagements, and other business needs is expected. The role collaborates with Business Development, Marketing, technical teams, partners, Legal, Finance, Customer Success, and implementation teams. VTEX describes its environment as challenge-driven and collaborative.

Requirements

At least 7 years of experience in enterprise technology sales, with a strong track record in B2B SaaS, digital commerce, or comparable enterprise software.
Demonstrated success managing and closing complex enterprise sales involving multiple stakeholders, extended sales cycles, and sophisticated commercial negotiations.
Proven record of meeting or exceeding ambitious sales quotas and driving significant new business revenue.
Experience selling into manufacturing, distribution, wholesale, or other B2B-oriented industries, with an understanding of their business models and commercial challenges.
Understanding of B2B commerce, including digital purchasing experiences, customer-specific pricing, account hierarchies, complex catalogs, ordering workflows, ERP integrations, and enterprise digital transformation.
Experience selling Digital Commerce SaaS, ERP, OMS, Marketplace, or similar enterprise technology solutions.
Skill in consultative and value-based selling, understanding complex business challenges, articulating value propositions, and influencing strategic technology investments.
Experience navigating enterprise buying committees and building relationships with senior stakeholders across business and technology functions.
Executive presence and experience engaging, influencing, and negotiating with VP- and C-level stakeholders.
Strong commercial judgment and negotiation skills, including the ability to structure and close complex enterprise agreements.
Ability to work autonomously, stay organized and results-driven, and manage multiple sophisticated sales opportunities simultaneously.
Strong business acumen and strategic thinking, including understanding customer economics, industry trends, competitive environments, and operational challenges.
Discipline in CRM management, opportunity tracking, and revenue forecasting, using data to support commercial decisions.
Resilience, ownership, adaptability, and commitment to results in fast-paced, high-growth environments.
Based in the United States, with NYC or Fort Lauderdale specified, and willing to attend the office four days a week.
Open to travel for customer meetings, industry events, partner engagements, and other business needs.

Nice To Haves

Direct experience with B2B commerce platforms.
Experience with Salesforce, HubSpot, and other enterprise sales technologies.
An AI-driven mindset and active exploration of tools and technologies to improve effectiveness and productivity.

Responsibilities

Own qualified enterprise opportunities from Business Development and manage the sales cycle from discovery and solution evaluation through proposals, negotiations, and contract signature.
Convert qualified opportunities into new enterprise customers and meet or exceed individual quotas and revenue targets.
Develop opportunity-specific sales strategies, map stakeholders and buying committees, understand decision processes, and define actions to advance deals.
Conduct consultative discovery into prospects' business models, commercial objectives, technology environments, and operational challenges.
Manage complex enterprise sales cycles involving multiple stakeholders, technical evaluations, procurement, competitive dynamics, and extended decision timelines.
Manage sales stages, anticipate objections, remove barriers, and improve opportunity conversion.
Understand B2B commerce challenges and position VTEX's platform to support modernization, digital purchasing, self-service, streamlined ordering, and business growth.
Lead value-based sales conversations and translate technology capabilities into business outcomes.
Work with internal teams to build proposals and business cases demonstrating expected impact, potential ROI, and alignment with customer priorities.
Differentiate VTEX in competitive evaluations and address business, technical, and financial objections.
Establish and maintain relationships with decision-makers and influencers across Digital Commerce, Sales, IT, Operations, Finance, and Digital Transformation.
Engage VP- and C-level stakeholders, understand strategic priorities, influence decisions, and build alignment around proposed solutions.
Build trusted-advisor credibility and relationships across stakeholders to facilitate consensus and purchasing decisions.
Own commercial proposals, pricing discussions, contract negotiations, and closing strategies in alignment with VTEX's business objectives.
Lead negotiations involving commercial structures, procurement, legal considerations, and multiple decision-makers; balance customer requirements, competitiveness, profitability, and long-term value.
Coordinate internal stakeholders to execute commercial and contractual processes and ensure a smooth transition to implementation and post-sales teams.
Coordinate handoffs with Business Development and provide feedback to Business Development and Marketing on opportunity quality, conversion, objections, and market insights.
Partner with Solution Engineers, Commerce Engineers, Solution Architects, Systems Integrators, technology partners, and other relevant teams on solution strategies, demonstrations, customer evaluations, and sales-cycle progress.
Coordinate with Legal, Finance, Customer Success, and implementation teams as appropriate throughout negotiation, contracting, and post-signature handoff.
Own individual revenue targets, quota attainment, opportunity conversion, and sales performance.
Maintain accurate pipeline information and provide reliable forecasts based on opportunity progression, stakeholder engagement, commercial risks, and closing probability.
Identify risks and obstacles, develop strategies to accelerate deal progression, and use sales data to improve prioritization and win rates.
Share market intelligence, competitive insights, and customer feedback to improve VTEX's B2B go-to-market strategy.
Use AI-powered tools, CRM systems, and sales technologies to improve research, opportunity analysis, preparation, and productivity.