The Role We are hiring an Account Executive who can build and win complex sales in supply chain across mid-market and enterprise accounts. You will work pipeline from every source, co-sell with partners, and carry an executive-level business case from first meeting to signature. You will own new-business growth in a defined territory, backed by a full go-to-market engine: Marketing-generated demand, channel and ecosystem partners, SDRs, Solutions Consultants, and our Strategic Success team.
What You'll Do Build pipeline from every source - Turn Marketing-generated demand and partner-sourced opportunities into qualified pipeline and add to it through the network you build and keep warm.
- Build and execute account plans that open and penetrate target distributors and suppliers.
- Run disciplined pipeline hygiene and forecast your business accurately, quarter over quarter.
Run complex sales cycles - Lead multi-stakeholder deals from discovery and qualification through business case, negotiation, and signature.
- Build ROI and business cases that hold up to CFO and executive scrutiny, grounded in working capital, service levels, and forecast accuracy.
- Deliver value-driven demonstrations tailored to each customer's operation, alongside Solutions Consultants.
Co-sell with partners - Build and work joint pipeline with our channel and ecosystem partners through sell-with and sell-through motions, with services attach.
- Bring the right partner into the right deal at the right time, and be a seller partners want to work with.
Build and work your network - Develop relationship capital across the distribution markets we serve.
- Represent Blue Ridge at industry events, trade shows, and customer gatherings, and turn that presence into pipeline.
- Stay current on distribution industry trends and the forces shaping our customers' businesses.
Be a trusted advisor - Bring a point of view on the challenges distributors face and connect them to outcomes rather than features.
- Maintain deep command of the Blue Ridge platform, Blu, and the value we create.
What You'll Bring - 5+ years of enterprise SaaS sales experience with a track record of meeting or exceeding quota in new-business acquisition.
- Experience selling enterprise SaaS into supply chain: supply chain planning, demand and inventory optimization, order management, procurement, supplier data management, or adjacent supply chain solutions.
- Proven ability to run complex, multi-stakeholder sales cycles and build relationships at the executive level, including COO, CFO, and VP of Supply Chain.
- Able to build and advance pipeline across Marketing, partner, and self-sourced channels, and to co-sell with partners.
- Strong forecasting and pipeline discipline: you can call your number and hit it.
- Consultative selling skills: you diagnose the customer's business problem and align it to measurable outcomes.
- Familiarity with distribution or supply chain operations such as forecasting, inventory, and replenishment. Distribution industry experience is a plus.
- Excellent written, verbal, presentation, and negotiation skills.
- Proficiency with Salesforce, AI specific tools, and modern sales engagement tools.
- Willingness to travel for customer meetings, industry events, and conferences.
- Bachelor's degree or equivalent professional experience.
What We Offer - Competitive base salary plus generous commission with accelerators
- Company-paid Medical, Dental, and Vision coverage for the employee
- 401(k) with company match
- A collaborative and team-oriented environment with no egos. We are a high-trust team that puts customer first, takes selling seriously and enjoys the work.
