Location: Remote (United States)
Department: Sales
Reports to: Head of Sales
Compensation: $300,000+ OTE uncapped
About the RoleThis is a senior, quota-carrying enterprise seat. You'll own a named book of enterprise brands and run the full cycle - from first executive conversation through procurement, legal, and signature - on six-figure agreements with multiple stakeholders on the other side of the table.
The buying committee at a Nestlé or a Logitech is not one person. It's brand, eCommerce, media, finance, and often an agency, each with a different definition of success and a different reason to say no. We're looking for someone who has done this before: someone who can build the business case with a CFO's rigor, hold price under pressure, and keep a deal moving through six months of organizational complexity without losing the thread.
You'll also be one of the most senior sellers in the room. How you run your deals will shape how the rest of the team runs theirs.
What You'll Do- Own a named enterprise territory - a defined book of enterprise CPG, consumer goods, and consumer electronics brands, with real account plans on your top 15-20.
- Run complex, multi-threaded cycles end to end - first meeting through legal and procurement, coordinating brand, eCommerce, media, finance, and agency stakeholders across a six- to nine-month cycle.
- Sell the business case, not the feature list - build the payback math with the buyer, quantify the cost of standing still, and defend our price against cheaper counter-models.
- Convert pilots into annual commitments - structure multi-quarter agreements: platform subscription, committed campaign volume, and the right tier for the brand's launch calendar.
- Build and hold executive relationships - Director and VP of eCommerce, Digital Shelf, Brand, and Media, up to the CMO and Chief Commercial Officer.
- Forecast like an operator - disciplined CRM hygiene and a forecast leadership can actually plan against.
- Partner with Client Success - hand off cleanly, stay close through launch, and expand into new brands, categories, and regions inside the account.
- Raise the floor for the team - bring your playbooks, break down your own calls in front of the group, and mentor newer AEs.
What We're Looking For- 5-7 years of enterprise sales experience in a quota-carrying closing role, with average deal sizes of $100K+ ACV.
- A track record you can walk us through - quota, attainment, and how you got there, for each of the last three years.
- Deal command in complex accounts - you've navigated multi-stakeholder committees, procurement, security review, and legal redlines without losing momentum.
- Relevant market experience - you've sold into CPG, consumer goods, or consumer electronics brands, ideally to eCommerce or brand marketing buyers.
- Commercial fluency - you're comfortable building an ROI model live, discussing payback periods, and holding a price without reflexively discounting.
- Operating rigor - your CRM is current because you use it to run your business, not because someone asks.
- Low ego, high coachability - you're senior enough to have opinions and secure enough to change them.
- Resilience and self-direction - you'll have support, but nobody is going to build your territory plan for you.
Preferred- Experience in retail media, martech, adtech, commerce SaaS, or on the agency side
- Fluency with Amazon Seller/Vendor Central, Walmart Connect, or the broader digital shelf
- Experience landing first-of-category enterprise logos in an emerging category
- Experience converting pilot engagements into annual subscription commitments
