Enterprise Account Executive

Urban Ridge Supplies; Atlanta (GA); Hybrid; USD 180,000 - 300,000; Full time

Job summary

FirstHive is seeking an ambitious Enterprise Account Executive with 3–5 years of MarTech/Data platform sales experience to drive new business in Retail, e-Commerce, and CPG.

You will lead complex, consultative sales cycles, engaging CMOs, CDOs, VPs of Digital/Ecommerce, and Brand Leads to demonstrate ROI and architectural value across modern data platforms.

Qualifications

• 5-7+ years of direct B2B SaaS enterprise sales experience
• Proven track record of meeting or exceeding an annual quota of $1.5M+ with average deal sizes of $250k–$1M+
• Deep knowledge of Retail/CPG marketing ecosystems or Fintech enterprise selling
• Experience with structured enterprise sales frameworks (MEDDPICC, Challenger, SPIN)
• Strong technical curiosity about data ingestion, identity resolution, and API integrations
• Ability to navigate 4–9 month complex sales cycles and security reviews
• East Coast, Midwest, or South Central US location preferred (proximity to HQs)

Responsibilities

• Full-Cycle Territory Ownership: Prospect, pipeline, and close net-new enterprise accounts in Retail/CPG.
• Consultative Value Selling: Diagnose data challenges and articulate ROI and architectural value.
• Multi-Threaded Stakeholder Engagement: Build consensus across executive teams.
• Ecosystem Collaboration: Co-sell with AWS, Snowflake, Databricks and system integrators.
• Pipeline & Forecast Management: Maintain CRM discipline and provide revenue forecasts.

Skills

Enterprise SaaS sales

MEDDPICC

Challenger selling

SPIN selling

CRM Salesforce

Multi-stakeholder engagement

Data/Analytics familiarity

Industry knowledge: Retail/CPG

Tools

Salesforce CRM

Job description

About FirstHive

FirstHive is an enterprise-grade Customer Data Platform (CDP) that enables global brands to unify customer data across online and offline touchpoints into actionable, real-time single customer views. By leveraging patented Machine Learning and native cloud connectors, FirstHive empowers marketing, loyalty, and analytics teams to drive measurable ROI, lifetime value, and hyper-personalized customer journeys.

The Role

We are seeking an ambitious, results-driven Enterprise Account Executive with 3–5 years of MarTech/Data platform sales experience to drive new business expansion within the Retail, e-Commerce, and Consumer Packaged Goods (CPG) verticals.

In this role, you will lead complex, consultative sales cycles—engaging Chief Marketing Officers, Chief Data Officers, VPs of Digital/Ecommerce, and Brand Strategy teams across key retail and CPG hubs. You will demonstrate how FirstHive solves critical enterprise challenges, including cookie deprecation, zero-party data strategy, fragmented omnichannel shopper journeys, loyalty program optimization, and real-time activation.

Key Responsibilities

• Full-Cycle Territory Ownership: Prospect, pipeline, and close net-new enterprise accounts across the Retail and CPG sectors within your assigned US territory.
• Consultative Value Selling: Execute MEDDPICC-aligned sales methodologies to diagnose complex customer data challenges and articulate FirstHive’s unique ROI and architectural value proposition.
• Multi-Threaded Stakeholder Engagement: Navigate complex buying committees—building consensus across business (CMO, VP Loyalty, VP Ecommerce, Brand Leads) and technical (CDO, VP Data/Analytics, CTO / CIO) executives.
• Ecosystem Collaboration: Partner with cloud provider reps (AWS, Snowflake, Databricks) and system integrators to co-sell and accelerate deal cycles.
• Pipeline & Forecast Management: Maintain rigorous CRM discipline in Salesforce, providing accurate monthly/quarterly revenue forecasts.

Qualifications

• 5-7+ years of direct B2B SaaS enterprise sales experience , specifically within Marketing Technology (CDP, MarTech, CRM, Analytics, or Data Infrastructure).
• Proven track record of meeting or exceeding an annual quota of $1.5M+ with average deal sizes (ACV) of $250k–$1M+.
• Deep industry domain knowledge of Retail/CPG marketing ecosystems (omnichannel attribution, zero-party data strategy, loyalty programs, retail media networks) or in case of the FS, deep understanding of how banks use customer intelligence to drive cross-sell and retention. And experience of selling Fintech to Enterprises
• Experience utilizing structured enterprise sales frameworks (e.g., MEDDPICC, Challenger, SPIN).
• Strong technical curiosity with the ability to comfortably discuss data ingestion, identity resolution, and API integrations with enterprise data teams.
• Proven success navigating 4 to 9 month complex sales cycles and security reviews.
• Strong existing relationships in the industry
• Location Flexibility: Based in the East Coast, Midwest, or South Central US. Preferred hubs include Chicago, NYC Metro, Atlanta, Dallas-Fort Worth, or Ohio (Cincinnati / Columbus) for proximity to major brand headquarters.