Account Executive (New Logo)

Pivotree; Chicago (IL); On-site; USD 120,000 - 160,000; Full time

Job summary

Pivotree is seeking an Account Executive focused on new logo acquisition within the retail and eCommerce vertical. You will drive revenue by prospecting, discovering business objectives, and closing net-new deals, engaging senior stakeholders across IT, eCommerce, merchandising, and operations.

The role is hunter-focused with defined territory, requiring structured outbound execution, deep discovery, and the ability to articulate Pivotree's capabilities across PIM/MDM, eCommerce platforms, and

Qualifications

• 5+ years of high-performance B2B sales with a proven track record of new logo acquisition.
• 3+ years selling into retail, eCommerce, or direct-to-consumer at enterprise or mid-enterprise level.
• Consultative and value-based selling with ability to build business cases for economic buyers.

Responsibilities

• Own and prospect a defined territory of 80–120 named greenfield accounts in retail/eCommerce.
• Execute structured outbound cadences and maintain consistent sequencing across Tier 1 accounts.
• Convert inbound/outbound leads into opportunities and manage the full sales cycle to contract.
• Conduct deep discovery to map stakeholders across IT, eCommerce, merchandising, and ops.
• Articulate Pivotree's value across PIM/MDM, eCommerce platforms, OMS, and services.
• Attend vertical trade shows and partner events; pre-event prep and post-event follow-up.
• Collaborate with solutions, delivery, and marketing to build account-specific value narratives.
• Maintain accurate pipeline and forecasts in Salesforce; adhere to lead routing protocols.

Skills

New logo acquisition

Territory prospecting

Sales forecasting

Outbound sequencing

Executive communication

B2B sales

AI fluency

Education

Bachelor's degree required or plus

Tools

Salesforce

Gong

HubSpot

Google Workspace

Amplemarket

Claude

Gemini

Job description

Retail & eCommerce/Industrial Manufacturing & Distribution

Position Summary

As an Account Executive focused exclusively on new logo acquisition within the retail and eCommerce vertical, your primary responsibility is to drive revenue growth by identifying, prospecting, and closing net-new business. You will bring deep vertical fluency and structured sales discipline to engage senior stakeholders at prospective clients, diagnose their product data and commerce infrastructure challenges, and articulate how Pivotree's services across PIM/MDM, eCommerce platforms, OMS, and Strategic Data Services deliver measurable business value.

This is a hunter role. No existing customer base is assigned. Success is defined by pipeline creation, new logo acquisition, and disciplined outbound execution within a defined account territory.

• Own and actively prospect a defined territory of 80–120 named greenfield accounts within the retail and eCommerce vertical.
• Execute structured outbound cadences using an outbound sequencing tool and Salesforce, maintaining consistent sequencing across Tier 1 target accounts.
• Convert inbound and outbound leads into qualified opportunities; manage the full sales cycle from discovery through contract execution.
• Conduct deep discovery to uncover business objectives, technology gaps, and buying process — mapping stakeholders across IT, eCommerce, merchandising, and operations.
• Articulate Pivotree's differentiated value across PIM/MDM (Akeneo, Syndigo, Stibo), eCommerce platforms (VTEX, Shopify, Kibo), OMS (Fluent Commerce, Kibo Commerce), and managed services.
• Attend 3–5 vertical trade shows and partner ecosystem events annually; pre-event prep, onsite meeting execution, and post-event follow-up within defined SLAs are core to this role.
• Collaborate with solutions, delivery, and marketing teams to build account-specific value narratives and proposals.
• Maintain accurate pipeline, forecast, and activity data in Salesforce; provide regular updates to.
• Work within defined lead routing and account assignment protocols; partner constructively with existing account reps on shared vertical territory.
• Achieve and overachieve assigned quota with a consistent bias toward pipeline coverage of 3–4x target.
• 5+ years of high-performance B2B sales with a proven track record of new logo acquisition in
• 3+ years selling into retail, eCommerce, or direct-to-consumer organizations at the enterprise or mid-enterprise level
• Consultative and value-based selling approach; ability to build business cases, navigate economic buyers, and align Pivotree's capabilities to measurable business outcomes.
• Demonstrated domain fluency in eCommerce platforms, product content management (PIM/MDM), or order management — able to engage a VP of eCommerce or IT Director without relying on a technical resource to translate.
• Familiarity with platforms including Akeneo, Syndigo, Stibo, VTEX, Shopify, Kibo, or Fluent Commerce is a strong differentiator
• Data-driven selling: proven use of sales methodologies and analytics to build predictable pipeline and forecast accurately.
• High activity discipline: comfortable with structured outbound sequencing, consistent prospecting cadences, and accountability to leading metrics — not just lagged revenue.
• Entrepreneurial, self-directed, and energized by building — this is not a relationship maintenance role.
• Strong written, verbal, and presentation skills; able to adapt to audiences from systems architects to C-suite.
• Proficiency with Salesforce, Gong, HubSpot, Google Suite, and outbound sequencing tools;
• Amplemarket experience a strong plus; AI fluency is a must-have — we use Claude and Gemini
• across the team
• Will travel for vertical events, partner events, and client meetings.
• Bachelor's Degree a plus; not required
• Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.