SaaS Account Executive - Grocery Chains

Local Express; Canada; On-site; CAD 110,000 - 170,000; Full time

Job summary

Local Express is seeking a talented SaaS Account Executive to drive new logos in the grocery and convenience store sector. This fully remote role targets North American retailers, requiring hunter/funnel-driven selling, strong CRM discipline, and ability to deliver tailored Zoom demos of our AI-powered platform.

You will own prospecting, qualification, and negotiation, collaborating with BDRs, Marketing, and Product to close deals above $20K ACV and expand our customer base across grocery chains.

Qualifications

• 5+ years closing complex SaaS (>= $20K ACV) in the Food Retail industry.
• Fluency in grocery tech stack: POS, OMS, last-mile delivery, headless APIs.
• Mastery of consultative/value-engineering selling across CXO, finance, ops and IT.
• Hands-on CRM (HubSpot preferred), LinkedIn Sales Navigator, ZoomInfo; builds tight pipelines.
• Startup DNA: self-directed, scrappy, fast-paced collaboration with BDRs, Marketing and Product.
• Ability to work remotely in a North American context.

Responsibilities

• Prospect: own pipeline, prospect, qualify, and book demos with key stakeholders in grocery/retail.
• Lead Qualification: assess needs and budget, present AI-powered platform if market-fit.
• Run tailored Zoom demos showing storefront, AI data-hub advantages.
• CRM Management: log calls, emails, notes; keep pipeline up-to-date in HubSpot.
• Collaboration: provide feedback to Sales Management to refine messaging.
• Learning & Improvement: stay coachable, expand product knowledge and sales skills.
• Travel to trade shows: 3-5 industry events per year; some travel may be required.

Skills

SaaS sales

Grocery industry experience

Consultative selling

Multithreading across CXO

Tools

HubSpot CRM

LinkedIn Sales Navigator

ZoomInfo

Job description

Local Express is a fast-growing, AI-driven grocery commerce platform. We are seeking a talented and motivated SaaS Account Executives (AE) with deep experience selling specifically to Grocery Chains to join our team. You will work closely with the Chief Sales Officer to develop and close new opportunities in the grocery and convenience stores market.

As an outbound AE, you'll be responsible for driving sales and the adoption of Local Express' technology with new clients. The ideal candidate should be able to effectively communicate the value proposition of our solution to prospects, serve as both a "hunter" and a consultative partner, and work collaboratively with internal Business Development and Marketing teams to better target, engage, and close new customers to achieve sales quota.

In your job you need to work smart and hard, be outgoing, conscientious, persistent, diligent, and display the highest degree of integrity. Customers become part of the Local Express extended family, and it is your job to increase our family size by making friends and developing trust. You should have a willingness to be coached and a desire to become the best at what you do. You will be responsible for your own computer/laptop and high-speed internet access.

Responsibilities

• Prospect: You'll get some inbound demos from Lead Gen, but you still own the pipeline. You will need to prospect, qualify, and book demos by multithreading with E-commerce, Marketing, IT, and C-suite leaders to surface their omnichannel pain.
• Lead Qualification: Qualify leads by understanding the prospect's needs and budget determining if the prospect is a market fit for Local Express. If so, present Local Express' AI-powered platform in an engaging, value-driven way.
• Run tailored Zoom demos that showcase Local Express' native storefront, MTO kiosks and AI data-hub advantages.
• CRM Management: Maintain meticulous records in HubSpot for every activity. Log all calls, emails, contacts, notes, and tasks; use email templates and pipeline/deal stages correctly. Your forecast must be updated as prospects move through the pipeline.
• Collaboration: Share feedback with Sales Management to improve messaging and outreach strategies.
• Learning & Improvement: Continuously learn our product, industry trends, and sales techniques. Remain coachable and actively incorporate feedback to improve your pitch and approach.
• Collaborate with Product to sanity-check custom requests - no "vaporware" promises.
• Trade shows: Be willing to attend 3-5 industry trade shows / wholesaler events per year. Travel may be required.

Requirements – Must Haves

• 5+ years closing complex SaaS (>= $20 K ACV) in the Food Retail industry - groceries, co-ops, or convenience stores.
• Fluency in grocery tech stack: POS, OMS, last-mile delivery (DoorDash/Grubhub), headless APIs and data-clean-up challenges.
• Mastery of consultative / value-engineering selling and multithreading across CXO, finance, ops and IT.
• Hands-on in: CRM (HubSpot preferred), LinkedIn Sales Navigator, ZoomInfo; builds tight pipelines and clean data.
• Startup DNA: self-directed, "scrappy," personality. Comfortable iterating fast alongside BDRs, Marketing and Product. Ability to work in a fast-paced, start-up environment.
• Communication Skills: Excellent verbal and written communication. You should be confident on the phone and in emails, able to explain complex tech simply and persuasively.
• Drive & Attitude: Maintain a self-motivated, results-driven mindset. Persistence and resilience are a must - you'll make dozens of calls daily and need to bounce back quickly from rejection. Always have a positive, "can-do" attitude.
• Coachable & Disciplined: Eager to learn and improve. We value candidates who welcome coaching and strive to become the best. You must have impeccable CRM discipline - every call, note, and follow-up is logged and updated diligently.
• North American Based, Remote: This is a fully remote role for North American candidates only. Reliable high-speed internet and a quiet home office environment are required.
• Integrity: Honesty and professionalism in all interactions. You'll be building trust with prospects, so integrity is essential. Lying or misleading anyone is grounds for immediate dismissal.
• Responsible: Do whatever you told a customer or prospect you said you would do.

Requirements – Nice-to-Haves

• Prior success launching new SKUs (kiosk, MTO, or retail-media) inside existing grocery accounts.
• Network among wholesalers (AWG, UNFI, KeHE) or mid-market chains (> 50 stores).
• Experience selling AI-driven merchandising, loyalty or retail-media ad tech.