Position Summary:
The Small and Emerging Market Strategic Account Executive Supplier Sales supports suppliers with $0 to 50M in annual revenue by growing and expanding existing customer relationships or focusing on net new growth of new logos for this customer segmentation. In this role, you'll focus on selling SPS Commerce solutions within your assigned account base while also responding to inbound leads to deepen wallet share and grow overall revenue in your assigned customer focus area.
You will partner closely with internal teams, including Associate Account Executives, to pursue inbound opportunities while maintaining primary ownership of pipeline generation. Leveraging strong business acumen and executive presence, uncovering complex customer needs and prescribing SPS solutions that drive measurable value for new customers.
This is a 100% direct, quota-carrying sales role with a defined territory, ideal for a consultative seller who enjoys building long-term partnerships and driving measurable impact.
Essential Responsibilities / Duties
• Drive a value-based sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities)
• Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
• Engage in all qualified leads/opportunities assigned from a variety of teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation)
• Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
• Nurture prospects and current customers; cross-sell and upsell existing subscribers
• Maintain a rolling 90-day pipeline to meet or exceed ARR quota
• Work to maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with customer success
• Document key findings, progress, insights, and pipeline velocity in Salesforce.com
Minimum Requirements
• Bachelor's degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience
• Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles
• Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners
• Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
• Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise
• Excellent skills with cross-functional teamwork (e.g., product management, support, sales leadership, and senior management)
• Demonstrative behaviors around integrity, relationship building, and leadership expectations
Location:
This role follows a hybrid work model, with regular in-office presence (2 days a week) required at our Minneapolis office.
What We Offer:
At SPS Commerce, we are committed to ensuring that each employee's compensation reflects their unique experiences, performance, and skills in their role. SPS provides the annualized compensation target inclusive of hourly pay rate and annualized commission target for this role.
The total annualized on-target compensation for this role is: $155,000 (made up of a base salary and commission).
SPS Commerce offers a comprehensive benefits package designed to support employees' health, well-being, and financial security. Benefits are country-specific and aligned with local laws and market practices.
