Sr. Sales Executive

Gaina Software

About The Position

4R Systems is hiring a Senior Sales Executive to build and scale new customer acquisition across North America. This is a full cycle role focused exclusively on winning new logos for a proven inventory optimization capability, and a foundational growth position for a seller who thrives on autonomy and accountability. The successful candidate will operate as the commercial owner for new business, shaping pipeline strategy, leading complex enterprise sales cycles, and closing six-figure ACV deals with senior retail executives. 4R Systems is a Pennsylvania-based software company specializing in inventory optimization for North American mid-market and enterprise retailers across hardware, convenience, automotive, and home furnishings. Their platform applies machine learning and advanced analytics across demand planning, replenishment, allocation, assortment, and markdown to drive measurable profit improvement. 4R Systems was acquired by Volaris (a Constellation Software company) in November 2024, and operates with the autonomy of a founder-led business backed by a long-term software group.

Requirements

5+ years of experience in B2B SaaS sales, with at least 3 years in a full-cycle closing role (not purely lead generation or SDR).
Demonstrable track record of consistently meeting or exceeding annual revenue targets.
Experience selling complex, consultative solutions to senior business stakeholders (VP / C-suite level).
Comfortable operating in an environment with limited marketing support — you know how to generate your own pipeline.
Strong discovery, qualification, and negotiation skills with experience applying structured sales methodologies (Challenger, MEDDIC, BANT, or similar).
Excellent verbal and written communication — persuasive, articulate, and able to simplify complex value propositions.
AI-literate: You actively use AI tools to accelerate your work, whether that’s for research and content, sales intelligence platforms, or workflow automation, and you can talk concretely about how.
Proficient with CRM systems (Salesforce preferred) and sales engagement tools.
Willingness to travel up to 25% for prospect meetings, trade shows, and team collaboration.
The independent right to work in the United States.

Nice To Haves

Experience selling into retail, supply chain, inventory management, or demand planning verticals.
Familiarity with retail operations: merchandising, replenishment, allocation, or markdown processes.
Experience in a high-growth or early-stage commercial environment where you built the sales function or playbook.
Interest in how machine learning and prescriptive analytics are applied in retail decision-making.

Responsibilities

Identify, research, and engage target accounts aligned with 4R’s Ideal Customer Profile — mid-market and enterprise retailers across North America (six-figure annual contract values).
Build and execute multi-channel outbound campaigns using calls, email, LinkedIn, and industry events.
Use AI tools to accelerate research, personalize outreach, generate account insights, and identify buying signals at scale.
Develop and maintain a healthy, self-sourced pipeline with enough volume and velocity to consistently hit targets.
Lead consultative discovery conversations with senior retail and supply chain decision-makers (VP Merchandising, VP Supply Chain, CIO, CFO).
Apply structured qualification frameworks to assess fit, urgency, budget, and decision-making authority.
Translate complex inventory management challenges into clear business cases for 4R solutions.
Own the deal cycle from qualified opportunity through to contract signature.
Build and present compelling proposals, ROI models, and business cases tailored to each prospect’s specific challenges.
Coordinate product demonstrations with 4R’s technical and domain experts, a team with deep expertise in retail inventory science who will support you on discovery calls and demos.
Navigate multi-stakeholder buying processes and procurement timelines within large retail organizations.
Negotiate commercial terms and close six-figure ACV new logo deals.
Operate as 4R’s primary market-facing representative — you are the brand in the field.
Attend and represent 4R at relevant industry events, trade shows, and conferences.
Feed market intelligence and competitive insight back into the business to inform product development and positioning.
Continuously refine and improve the sales playbook, messaging, and outreach sequences.
Maintain disciplined CRM hygiene in Salesforce, including accurate pipeline data, activity logging, and forecasting.
Provide regular pipeline reviews and revenue forecasts to the CEO.