What Is This Role Like?We are looking for a motivated and
execution-focused Account Executive, based in
North America (Boston, Massachussets). Smart, hungry, high-horsepower builders who want to grow fast, take ownership, and solve complex problems in the retail media ecosystem. This is a hands-on role in a fast-moving environment, requiring curiosity, ownership, and adaptability.
In this role, you will:1. Drive Commercial Growth- Own and exceed quarterly revenue quotas across assigned regions.
- Target retailers, marketplaces, and delivery apps that match Topsort's ICP.
- Build high-quality pipeline through outbound, events, workshops, LinkedIn, referrals, and creative networking.
- Bring hunter energy: disciplined prospecting, proactive follow-up, and competitive drive to win RFPs.
2. Full-Cycle Deal Ownership- Lead the full sales cycle: discovery 10 ROI narrative 10 demo 10 technical alignment 10 proposal 10 negotiation 10 contract.
- Engage multiple stakeholders: C-suite, Finance, Product, Data, and Engineering.
- Collaborate closely with internal teams to craft realistic timelines, technical feasibility, and commercial terms.
- Maintain clean pipeline hygiene, forecasting discipline, and weekly deal reviews.
3. Industry Expertise (Retail Media + Marketplace Tech)- Become a retail media expert: monetization models, auctions, ad server logic, advertiser adoption, offsite vs onsite, GMV-linked revenue models.
- Understand competitor ecosystems (legacy ad servers, DSPs, RM networks) and articulate Topsort's differentiation clearly.
- Identify market opportunities and advise customers with data-backed insights.
4. Product Mastery- Know Topsort's infra: auctions, ad server, optimizer, reporting, API capabilities.
- Explain technical concepts simply and confidently - "sell the why, translate the how."
- Customize demos to customer maturity and business model.
- Integrate customer data to frame ROI, adoption uplift, and monetization impact.
5. High-Impact Relationship Building- Develop senior-level relationships and become a trusted advisor.
- Map accounts: champions, detractors, blockers, procurement, technical owners.
What We Think You Need to Be SuccessfulWe're open to candidates who don't check every box but show strong potential.
Core Requirements & Experience- Experience in B2B SaaS, ad-tech, martech, or complex tech product.
- 3+ years of work experience with proven track record in sales or customer-facing roles, with ownership over outcomes and deals.
- Strong communication, structured thinking, and ability to navigate complex organizations.
- Quick learner with curiosity for retail media, auctions, and marketplace monetization.
- Team-oriented, adaptable, and comfortable operating in fast-changing, ambiguous environments.
- This role is open to candidates based in Boston, MA (Hybrid).
- Willing to travel regionally and internationally.
Bonus Points- Familiarity with retail, marketplaces, or media monetization.
- Fluency in additional languages beyond English.
What We ValueAt Topsort, we seek professionals who embody the following qualities to drive our mission forward:
- Deep dive into details: Professionals who are not content with superficial answers and dive deeply into the details to uncover root causes and optimal solutions.
- Team first: A low need for individual recognition, always prioritizing collective results over personal credit.
- You thrive with ambiguity: Exceptional ability to tackle open-ended problems in unstructured environments, turning chaos into structured innovation.
- Adaptability: Willingness to learn, mentor, lead, and follow as the situation demands, fostering growth at all levels.
- Urgency: A disproportionate sense of urgency in execution, while keeping scalability and the creation of replicable processes in mind to ensure long-term success.
- Curiosity: Genuinely curious individuals who can quickly learn difficult concepts and apply them effectively.
Do you sound like the right fit? Let's dive right in!
