Account Executive (New Logo)

Pivotree; Chicago (IL); On-site; USD 90,000 - 130,000; Full time

Job summary

Pivotree is seeking an Account Executive focused on new logo acquisition within the retail and eCommerce sector. You will identify, prospect, and close net-new business, addressing senior stakeholders across IT, eCommerce, merchandising, and operations to map objectives and buying processes.

You will travel to events, craft value narratives with cross-functional teams, and drive a disciplined outbound approach to exceed quota in a dynamic, growth-oriented environment.

Qualifications

• 5+ years of high-performance B2B sales with a proven track record of new logo acquisition.

Responsibilities

• Own and prospect a defined territory of 80–120 named accounts in retail/eCommerce.
• Execute structured outbound cadences and maintain consistent sequencing.
• Convert inbound/outbound leads into opportunities and manage the full sales cycle.
• Conduct deep discovery to map stakeholders and buying processes across IT, eCommerce, merchandising, and ops.
• Articulate Pivotree's value across PIM/MDM, eCommerce platforms, OMS, and data services.
• Attend 3–5 vertical trade shows and partner events each year; pre-event, onsite, and post-event follow-up.

Skills

Territory prospecting

New logo acquisition

Consultative selling

Executive engagement

Pipeline and forecasting

Education

Bachelor's degree

Tools

Salesforce

Gong

HubSpot

Google Suite

Outbound sequencing tools

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
• 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
• Willingness and ability to travel for vertical events, partner events, and client meetings
• Bachelor's Degree a plus; not required

5+ years of high-performance B2B sales with a proven track record of new logo acquisition in

Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.