Overview

As an Account Executive - Mid-Market Hunter, you are a quota-carrying new business sales professional focused exclusively on hunting net-new Mid-Market Business (MM) prospects. This role is designed for a disciplined, high-energy seller who thrives on outbound prospecting, pipeline creation, and closing new logos. In this role, you own the full sales cycle-from first touch through close-while positioning Rithum as the operational backbone for scalable marketplace and digital commerce growth.

This role is 100% hunter-focused and does not carry ongoing account management or expansion responsibilities beyond initial close.

Responsibilities

• New Logo Acquisition
  • Prospect, engage, and acquire net-new MM customers aligned to Rithum's ideal client profile.
  • Own the full sales cycle from initial outreach through close in a mid-market environment.
  • Drive consistent new logo bookings through disciplined execution and pipeline management
• Pipeline Creation & Prospecting Discipline
  • Generate pipeline through structured outbound activity including calls, emails, social outreach, and targeted account engagement.
  • Maintain a consistent prospecting cadence with measurable activity standards.
  • Own weekly pipeline generation goals and activity metrics.
• Discovery & Value-Based Selling
  • Conduct discovery conversations to uncover customer pain points tied to commerce growth, marketplace expansion, and operational efficiency.
  • Position Rithum's SaaS platform as a value-driven solution tailored to MM customer needs.
  • Deliver compelling, customer-specific product demonstrations via Microsoft Teams.
• Deal Execution & Forecasting
  • Manage opportunities through a structured sales methodology (e.g., MEDDIC, Challenger, SPIN, Miller Heiman).
  • Accurately maintain pipeline, activity, and forecasts in Salesforce.
  • Collaborate cross-functionally with Sales Engineering, Marketing, Product, and Services to advance opportunities and close deals.

Qualifications

Minimum Qualifications

• 2+ years of B2B SaaS or technology sales experience in a closing role, focused on new logo acquisition with Mid Market accounts (up to $50M ARR).
• Proven success managing 2+ month sales cycles with cross functional teams
• Documented history of closing $20K+ ACV deals,
• Demonstrated success as a hunter, with responsibility for self-generated pipeline and new logo acquisition.
• Consistent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment.
• Consistent outbound prospecting discipline (e.g., 40-60+ daily touchpoints, 10+ qualified opportunity meetings per week).
• Basic understanding of structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) with evidence of pipeline progression and forecast accuracy.
• Strong hunter mindset, with resilience and persistence in competitive environments and accountability for pipeline creation.
• Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for pipeline, activity, and conversion tracking.
• Strong executive communication skills across phone, video, and written channels.
• Ability to manage multiple active opportunities simultaneously while maintaining high-quality execution.
• Aligned to Eastern territory, reside in and work from ET or CT.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, or a related field (preferred, not required).
• Experience selling SaaS solutions into eCommerce, online retail, marketplaces, or digital marketing ecosystems.
• Experience using AI tools (ChatGPT, Copilot, Claude, etc.) to accelerate and elevate your outcomes; including but not limited to communication drafting, data analysis, prompt engineering, and/or documentation.

Travel Required

Up to 40%

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

What it's like to work at Rithum

When you join Rithum, you can expect to work with smart risk-takers, courageous collaborators, and curious minds.

As part of the Rithum team, you are valued, supported, and included. Guided by a transparent culture and accessible, approachable leadership, we offer career opportunities aligned to your ambitions and talents. To ensure work and life balance works for you, we also offer an array of resources to support you and your families, including comprehensive benefits and wellness plans.

At Rithum you will:

• Partner with the leading brands and retailers.
• Connect with passionate professionals who will help support your goals.
• Participate in an inclusive, welcoming work atmosphere.
• Achieve work-life balance through remote-first working conditions, generous time off, and wellness days.
• Receive industry-competitive compensation and total rewards benefits.

We believe in transparency and fairness in our compensation practices.

For this position, the expected OTE range is: $90,000-$150,000 per year.

This range represents a base salary plus sales incentive for the role across all U.S. locations and is determined based on market data, internal equity, and experience.

Final compensation may vary depending on geographic location, skills, and relevant experience. In addition to base salary and sales incentive, we offer a comprehensive benefits package.

Benefits

• Medical, dental and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1
• A 6% 401(k) match
• Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service PTO increases to 22 days, and at 5 years it increases to 25 days
• 12 weeks primary caregiver leave & 4 weeks secondary caregiver leave
• Accident, critical illness, and hospital indemnity insurance
• Pet insurance
• Legal assistance and identity theft insurance plans
• Life insurance 2x salary
• Access to the Calm app and the Employee Assistance Program
• $65/month Remote work stipend for internet
• Culture and team-building activities
• Tuition assistance
• Career development opportunities
• Charitable contribution match up to $250 per year