Territory Account Executive

Reltio

2h • $71,200 - $121,600

About The Position

Reltio is hiring a Territory Account Executive to work within an assigned North America territory as part of a regional sales team. The role focuses on driving expansion revenue within existing accounts and closing net-new business generally under $150K in ARR, while developing the skills and track record needed to advance into a broader Account Executive role. The successful candidate is energetic, proactive, competitive, achievement-oriented, and interested in enterprise technology and business-to-business sales.

The position is responsible for meeting or exceeding an estimated annual quota of $800K–$1M in ARR. The Territory Account Executive manages territory sales activity from opportunity development and account planning through pipeline management, forecasting, negotiation, and close. They build consultative relationships with customers and prospects, identify expansion opportunities, and collaborate with the Regional VP and regional team, including senior Account Executives, Sales Engineers, and Customer Success. The role uses Reltio’s MEDDPICC sales methodology and Salesforce to manage accounts, prospects, partners, and business processes.

Reltio describes itself as a distributed-workforce company offering flexible work arrangements. The position requires domestic travel as needed, estimated at 25%, and the employee must be based in North America. The stated overall market compensation range is $71,200–$121,600 USD, with compensation dependent on factors including location, background, skills, and experience.

Requirements

• Bachelor's degree or equivalent practical experience.
• 1–3 years of business-to-business sales experience; technology or SaaS sales is preferred.
• Ability or aptitude to manage a territory, including account planning and pipeline prioritization across existing and net-new accounts.
• Familiarity with MEDDPICC or similar sales methodologies; formal training is provided.
• Experience or strong aptitude for managing a full sales cycle, from prospecting through negotiation and close.
• Experience with CRM tools; Salesforce is preferred.
• Exposure to or interest in SaaS, PaaS, or other cloud-based platforms.
• Track record of meeting or exceeding goals or quotas in prior sales, sales development, or customer-facing roles.
• Excellent verbal and written communication skills.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Highly coachable, competitive, and resilient, with a strong desire to grow into a senior sales role.
• Willingness and ability to travel domestically as needed; estimated travel is 25%.
• Must be based in North America.

Nice To Haves

• Prior sales development (SDR/BDR) or account management experience.
• Cloud selling certifications.
• Industry experience in HLS, FNS, Life Sciences, or B2B2C.
• Experience working in an ABX Framework.
• Prior quota-carrying experience in a defined territory, SMB, or commercial segment.

Responsibilities

• Meet or exceed an estimated annual quota of $800K–$1M in ARR through expansion revenue in existing customer accounts and net-new business generally under $150K in ARR.
• Apply the Reltio Sales Methodology, MEDDPICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
• Build consultative relationships with stakeholders, influencers, and decision-makers in existing accounts and new prospects to uncover expansion and net-new opportunities.
• Manage territory sales activity, including opportunity development, account planning, pipeline management, and accurate forecasting in Salesforce.
• Partner with the Regional VP and regional sales team, including senior Account Executives, Sales Engineers, and Customer Success, to develop account strategy and escalate or hand off opportunities that exceed territory scope.
• Participate in developing and delivering compelling value propositions and product demonstrations.
• Identify expansion opportunities in existing accounts by understanding customer use cases, business drivers, and renewal timelines.
• Use Salesforce to manage clients, prospects, partners, and business processes.
• Negotiate pricing and contractual agreements to close sales.
• Perform other duties and responsibilities as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level