Account Executive, Americas

Oritain; Washington (District of Columbia); On-site; USD 80,000 - 162,000; Full time

Benefits offered by this job

Enhanced parental leave

Life insurance and critical illness

Medical insurance

401(k)

Learning portal

Job summary

Oritain is seeking an Account Executive to join our Americas sales team in Washington DC. You’ll drive a high-growth, high-engagement sales culture, engaging senior stakeholders and shaping multi-million dollar deals in a rapidly expanding market.

You’ll own territory planning, pipeline development, and forecast accuracy while collaborating with cross-functional teams to protect brands and sustainability commitments for global clients.

Qualifications

• 3+ years in client-facing sales with long, complex cycles.
• Proven track record of meeting or exceeding quota.
• Comfortable engaging senior decision-makers.
• Excellent verbal and written communication and value selling.
• Experience with Miller Heiman, SPIN or Challenger methodologies.

Responsibilities

• Develop and own a comprehensive territory plan to maximize market penetration.
• Execute account plans for top targets with outbound prospecting and support from SDRs.
• Build and maintain a pipeline worth 3-4x annual target.
• Qualify leads using BANT or MEDDIC to ensure pipeline integrity.
• Lead high-level discussions with CEOs and other executives to protect brands and sustainability commitments.
• Coordinate with legal, procurement and implementation teams on complex deals.
• Deliver accurate quarterly forecasts and detailed pipeline analysis.
• Represent Oritain at events to generate leads and brand awareness.

Skills

Sales experience

Quota attainment

Stakeholder engagement

Communication skills

Sales methodologies

Forecasting

CRM skills

Travel willingness

Negotiation

Cross-functional collaboration

Tools

Salesforce

Job description

At Oritain, we’re solving a problem most people don’t even realise exists until it matters. Where did this product really come from? Is it what it claims to be?

We are global leaders in product origin verification, with locations in Auckland, Dunedin, London, Singapore, Paris and Washington D.C.

We sit at the intersection of forensic science and supply chain technology, harnessing science and data to verify the genuine origin of materials across the world's most critical commodities. Our mission is to protect people and the planet by ensuring transparency and integrity in global supply chains.

As demand for supply chain transparency continues to grow across the US market, we are seeking an Account Executive to join our Americas sales team.

About The Role

We’re building something special...

As an Account Executive, you'll join a high-growth company operating at the forefront of supply chain transparency, one of the fastest-growing and most important markets in business today. As organizations face increasing regulatory, compliance and risk pressures, demand for our solutions continues to accelerate, creating significant opportunity for both our customers and our people.

You’ll work in a high-performance, high-engagement environment where ownership is valued, ideas are encouraged, and success is shared. Our leaders are visible, collaborative and invested in helping people grow. We believe in developing future leaders from within, providing stretch opportunities, and creating career paths for people who demonstrate curiosity, drive and the ability to learn quickly.

If you're someone who wants more than just a sales role, if you're looking for a place where you can influence how a business scales, contribute to a meaningful mission, and build a long-term career alongside a talented team, we'd love to hear from you.

Key Responsibilities

Pipeline Development & Management

• Develop and own a comprehensive territory plan and attainment strategy to maximise market penetration.
• Execute account plans for top-tier targets and strategic outbound prospecting, leveraging SDRs, account management and strategic intelligence support to target high-value accounts.
• Build and maintain a strong pipeline of qualified opportunities worth 3-4x annual target.
• Qualify leads using frameworks such as BANT or MEDDIC to ensure pipeline integrity and accurate forecasting.

Sales Cycle Management

• Own and manage complex, multi-million-dollar enterprise deals, typically spanning six or more months.
• Lead high-level discussions with senior stakeholders including CEOs, CSOs, ESG Heads and Risk Directors to protect brands, reputations and sustainability commitments.
• Orchestrate complex deal teams, coordinating with technical specialists, legal, procurement and implementation teams.
• Apply consultative, solution-selling skills to turn strategic opportunities into long-term partnerships.

Forecasting & Performance Management

• Deliver accurate quarterly forecasts with detailed pipeline analysis.
• Exceed sales targets through disciplined pipeline management and proactive opportunity progression.
• Track and report key metrics including pipeline velocity, conversion rates and deal size growth.
• Monitor the competitive landscape and share insights to sharpen sales strategy.

Client Engagement & Relationship Building

• Craft compelling presentations, proposals and ROI-driven demos tailored to diverse stakeholders.
• Build trusted relationships with decision-makers and influencers at all levels, connecting Oritain's leadership with your accounts' senior teams to strengthen trust and alignment.
• Partner with Account Management and Service Delivery teams to ensure seamless client onboarding and success.
• Serve as the primary contact throughout evaluation and negotiation phases.

Market Development & Representation

• Represent Oritain at conferences, industry events and networking opportunities to generate leads and build brand awareness.
• Provide market intelligence and competitive insights to influence product and go-to-market strategies.
• Ensure all CRM data is accurate and up to date, with detailed activity logging and opportunity tracking.
• Continuously identify and pursue new business opportunities across the US market.

Essential

Skills & Experience

• 3+ years in client-facing sales roles, managing complex and long sales cycles.
• Proven track record of consistently meeting or exceeding quota.
• Comfortable engaging and influencing senior level decision-makers.
• Excellent verbal and written communication, discovery and value selling skills, able to tailor messaging for both technical and business audiences.
• Skilled at navigating complex organisational structures and building consensus across multiple stakeholders.
• Familiarity with established sales methodologies such as Miller Heiman, SPIN or Challenger.
• Strong forecasting and pipeline management skills with a history of accurate reporting.
• Creative and adaptable approach, thriving in ambiguous and evolving environments.
• Self-starter, adaptable and resilient, with strong problem-solving skills.
• Naturally curious, proactive and motivated to learn and grow.
• High emotional intelligence and relationship-building ability.
• Proficient with CRM tools such as Salesforce.
• Willingness to travel across North America (approximately 20%).

Desirable

• Knowledge of risk-based or compliance-driven sales, such as supply chain, ESG or sustainability.
• Interest or experience in the fashion, textile or supply chain industries.
• Interest or experience in science, sustainability or ESG-related areas.

What's In It For You

This is a rare opportunity to sell a category-defining solution into the world's most recognisable brands, at a company growing fast enough that your impact compounds quickly. You'll carry meaningful ownership of a strategic territory from day one, with the autonomy to build your own pipeline, shape your own deals, and see the direct results of your work.

You’ll also be part of something that matters: helping the world's biggest brands protect their reputations and supply chains, in a market where the work you do has a genuine, measurable impact on people and the planet.

• $80,000-$120,000 Basic $122,000-$162,000 OTE
• Enhanced parental leave
• Life insurance and critical illness cover
• Medical insurance
• Employee Assistance Programme
• 401(k)
• Learning portal with over 100,000 assets for professional development

We believe great teams are built from different perspectives, experiences and ways of thinking. We welcome applications from everyone and encourage you to bring your whole self to the process. If there is anything we can do to support you at any stage of hiring, please let the team know.

Oritain is a global leader in forensic origin verification. Using cutting edge science, advanced technology, and specialized services, we independently verify where products and raw materials come from – protecting brand integrity, supporting compliance, and strengthening supply chain trust and transparency. Our method is highly resistant to tampering, court-admissible, and trusted by suppliers and manufacturers, brands and retailers, consumers, and regulators.

Driven by purpose, we are committed to advancing the scientific techniques and systems needed to identify the origin of the world’s most critical commodities – enabling more ethical, resilient, and accountable supply chains.