Territory Account Executive
About The Position
Behind every leap forward is a collective of builders, explorers, doers, makers, and problem-solvers.The kind of people who not only pioneered a more flexible approach to commerce architecture but also shaped the culture of experimentation that approach unlocked. Together they are the engine of commerce innovation today. At commercetools, we power the next era of commerce for our customers. Whether it’s AI-driven solutions that help enterprises make smarter business decisions, bridging digital and physical shopping experiences, or enabling entirely new ways for industries to connect with their customers, we help the world’s most ambitious companies experiment, scale, and grow without limits. Here the best idea wins, not the loudest voice. You will have the tools, trust, and space to not only build the future of commerce, but to build your own. Your Impact As a Territory Account Executive (TAE), you are a disciplined “hunter” responsible for driving net new Annual Recurring Revenue (ARR) by identifying and closing high-value deals with enterprise accounts within a defined U.S. territory. You will leverage a consultative, value-based approach to displace legacy commerce systems and influence multiple stakeholders early in the buying cycle.
Requirements
- Demonstrated quota-carrying experience selling enterprise B2B SaaS, preferably in the MarTech, CX, or Commerce space.
- Proven experience closing $200K+ ACV deals with net-new logos in the enterprise or upper mid-market segment.
- Expert fluency in a recognized sales methodology (MEDDPICC is strongly preferred), demonstrating rigor in opportunity qualification.
- Deep expertise in solution selling and demonstrating a profound understanding of customer pain points related to legacy monolithic commerce platforms.
- Strong partner-centric mindset with a track record of successfully leveraging SI and Global System Integrator (GSI) partners to co-sell and accelerate deal cycles.
- Exceptional presentation and negotiation skills, with experience selling to VP and C-level audiences.
- A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role.
Responsibilities
- Territory Strategy & Market Penetration: Own end-to-end territory planning, including segmentation, prioritization, and go-to-market execution. Actively generate pipeline through outbound prospecting, events, digital campaigns, and channel partnerships.
- Value-Based Selling & Business Outcomes: Conduct deep discovery to uncover pain points tied to revenue, risk, or competitive advantage. Build ROI-driven proposals that clearly quantify value and influence economic buyers. Use MEDDPICC to create urgency and executive alignment.
- Organizational Navigation & Political Selling: Map account stakeholders and understand internal power structures to build multi-threaded relationships. Engage champions, influencers, and decision makers across technical, operational, and financial functions.
- Build Pipeline: Proactively and consistently build a robust pipeline across the assigned territory by effectively leveraging technology (e.g., SFDC, Outreach) and professional relationships. Demonstrate the ability to create, manage, and close multiple deals concurrently across various customers and sales cycles. Maintain strict weekly discipline dedicated to prospecting to ensure continuous, active pipeline creation for future business.
- Forecasting & Execution: Maintain an accurate pipeline through disciplined CRM management and forecast new business revenue with precision. Skillfully navigate sales cycles in enterprise organizations involving multiple stakeholders (Sales Engineering, Value Engineering) and competitive scenarios.
- Partner Leverage: Actively engage and co-sell with System Integrator (SI) and technology partners to maximize market coverage and deal influence.
- Cross-Functional Collaboration: Drive pipeline generation and accelerate deal cycles through close collaboration with BDR, Marketing, and Partner teams. Demonstrate strong qualification skills, knowing when to strategically disqualify opportunities and when to engage the wider team to enhance deal velocity.
Benefits
- Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support
- Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs
- Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition
- Our equity participation program allows you to share in our success
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
501-1,000 employees
