Enterprise Account Executive

Ketteq; United States; Híbrido; USD 150.000 - 230.000; Jornada completa

Descripción de la vacante

ketteQ is seeking an Enterprise Account Executive to drive new logo acquisitions across North America and Europe, primarily from enterprise manufacturing, CPG, and industrial sectors. You will own the full sales cycle from prospecting to close, engaging C-level buyers and cross-functional stakeholders to demonstrate measurable business value.

This role is remote in the US with travel as required. You will operate with MEDDPICC-based qualification, build multi-threaded account plans, and partner

Formación

• 5+ years of enterprise software sales experience with C-level buyers.
• Proven ability to open and close strategic new-name accounts.
• Experience selling AI-enabled solutions for supply chain or ERP.

Responsabilidades

• Identify opportunities and grow revenue in NA/Europe.
• Develop territory and account plans with 4x pipeline.
• Lead executive engagements with CSCO/COO/CFO/CIO.
• Coordinate cross-functional deal teams for proposals.
• Forecast accurately and maintain Salesforce hygiene.

Conocimientos

Enterprise sales

C-level engagement

MEDDPICC

AI-enabled selling

Account planning

Educación

Bachelor’s degree

Herramientas

Salesforce

Descripción del empleo

Enterprise Account Executive

English Remote (US-based, with travel as required)

About the Job

About ketteQ

ketteQ is redefining supply chain planning. Powered by PolymatiQ™, a patent-pending agentic AI engine purpose-built for complex supply chain decision-making, ketteQ deploys intelligent planning agents that continuously adapt to changing conditions across demand, supply, inventory, production, and customer commitments. Unlike legacy systems that rely on static models and periodic replanning, ketteQ agents autonomously run thousands of multi-pass experiments, tune assumptions, evaluate trade-offs, and improve outcomes — all without manual model maintenance.

Organizations deploy ketteQ’s intelligent planning agents on top of existing planning environments — including SAP, Oracle, Kinaxis, Blue Yonder, o9, Anaplan, and Logility — or as a unified end-to-end adaptive planning solution. Our customers include Coca-Cola, Carrier, Johnson Controls, NCR Voyix, and Alliance Consumer Group, among others.

Built natively on Salesforce and AWS, ketteQ is cloud-native, horizontally scalable, and built with open standards (SQL, Python, JSON) — no proprietary databases or specialized skills required.

We are a Series B–funded company with strong momentum, growing fast, and building the category of intelligent agent-driven supply chain planning. If you thrive in a fast-paced, dynamic startup environment where you can shape how things are done — not just follow a playbook — this is the place.

About the Role

The Enterprise Account Executive is a quota-carrying, new-logo hunter responsible for identifying, qualifying, and closing strategic opportunities with enterprise accounts ($1B+ revenue) across North America and Europe. This role is central to ketteQ’s growth and will work hand-in-hand with the Go-To-Market team to land and expand within the world’s most complex supply chains.

This is not a farming or account-management seat. You will own the full pursuit — from prospecting and executive engagement through qualification, business case development, negotiation, and close. You will lead a multi-threaded sales motion that engages C-level line-of-business owners (Supply Chain, Operations, Finance, Revenue, Service, IT), implicates the cost of inaction, and lands ketteQ’s intelligent planning agents on top of — or in place of — the customer’s existing APS environment.

You bring deep enterprise selling experience, a value-based methodology, and the ability to operate independently in a fast-moving, early-stage environment where you help shape the playbook as much as you execute it. You are equally comfortable orchestrating a pursuit team of humans and AI agents, and you are obsessed with measurable client outcomes.

What You Will Do

New Logo Acquisition & Pipeline Growth

• Lead efforts for identifying opportunities and growing revenue and new-name accounts across North America, with a focus on enterprise manufacturing, CPG, high-tech, and industrial verticals.
• Build, own, and execute a territory and account plan that delivers and be accountable for a consistent 4x, rolling12 month pipeline quota coverage.
• Work with ketteQ senior management to develop account strategies and engagement plans that drive pipeline growth and close deals within agreed timelines.
• Demonstrate credible understanding of each client’s operations, supply chain strategy, and financial priorities — linking them to ketteQ’s solutions and high-value propositions that go beyond technology.

Executive Engagement & Account Strategy

• Establish and maintain high-level executive relationships within new-name accounts — both direct and through reseller and consulting partners — focusing on strategic, multi-year relationships.
• Penetrate and sell to executive decision-makers including the CSCO, COO, CFO, CIO, and their direct reports, as well as line-of-business leaders in Demand, Supply, Inventory, S&OP, and IT.
• Sell to multiple constituencies within an organization — Manufacturing Operations, Demand Management, Finance, Revenue, Service and IT — tailoring the message and value narrative to each.
• Develop and own ultimate accountability for the sales motion within an industry vertical, building ketteQ’s presence and reference base over time.

Deal Execution & Sales Discipline

• Qualify prospects rigorously according to ketteQ’s capabilities and applicability, using MEDDPICC (or MEDDICC) to drive structured qualification, deal progression, and forecast accuracy.
• Apply a consultative, value-proposition and business-case-driven sales methodology at every stage of the pursuit.
• Lead the deal team — including the Solutions Consultant, value engineering, partner resources, and executive sponsors — to deliver compelling client propositions and successful pursuits.
• Provide accurate sales forecasts and relevant reporting based on realistic close timelines; maintain disciplined hygiene in Salesforce.
• Negotiate complex enterprise agreements in partnership with deal desk, legal, and the CRO, optimizing for ACV, term, and long-term customer success.

Solutions Consultant Partnership

• Operate as a tightly integrated team with the assigned Solutions Consultant — you own commercial strategy and executive alignment, the SC owns discovery depth, solution architecture, and value modeling.
• Jointly orchestrate discovery, demos, proof-of-value engagements, and business case reviews; ensure the customer’s pain is made real, urgent, and solvable.
• Pull in the SC early and often — from first meaningful executive conversation through close — and protect their time for the highest-leverage activities.

Market Intelligence & Field Voice

• Communicate product improvements, competitive intelligence, and market signals that originate in the field to product, marketing, and leadership.
• Represent ketteQ at industry events, customer councils, and partner sessions; serve as a credible voice on agentic supply chain planning.
• Contribute to the continuous evolution of ketteQ’s value proposition, pricing, and sales playbook based on direct market feedback.
  

What We Are Looking For

• 5+ years of experience selling strategic, enterprise-level, mission-critical business solutions — ideally supply chain planning, ERP, or adjacent enterprise software.
• Recent experience selling AI-enabled solutions to C-level line-of-business owners; able to articulate measurable outcomes, not just product capabilities.
• Sales experience in manufacturing-oriented industries (discrete or process manufacturing, CPG, industrial, high-tech, automotive, aerospace, life sciences) with the ability to ultimately lead the sales motion for a specific industry vertical.
• Demonstrated track record of opening and closing new-name enterprise accounts and exceeding quota in new or emerging markets with leading or best-of-breed technologies.
• Experience working across different North American and European markets and geographies on complex, multi-stakeholder deals.
• Proven ability to penetrate and sell to executive-level decision-makers — CSCO, COO, CFO, CIO, and their direct reports.
• Ability to sell to multiple constituencies within an organization (Manufacturing Operations, Demand Management, Finance, IT) and orchestrate a coherent message across all of them.
• Consultative, value-proposition and business-case-driven sales methodology experience.
• Must understand MEDDICC / MEDDPICC and apply it consistently to qualification, forecasting, and deal progression.
• Articulate, persuasive, and passionate communicator with excellent presentation skills.
• Ability to work and act independently, be proactive, and operate with minimal supervision.
• Must understand and thrive in early-stage, agile, and dynamic environments — you help shape the process, you don’t wait for it.
• Must be proficient with the use of AI and be able to articulate where and how you are using AI today to augment your full-funnel activities (research, prospecting, account planning, content, forecasting).
• Must be focused on client outcomes — measured by the value the customer captures, not by activity metrics.
• Must be an internal leader and motivator for your specific account pursuit teams (human and agents).
• Ability to travel as required to customer sites, partner locations, and industry events.
• Bachelor’s degree or equivalent experience.

What Sets You Apart

• You are a hunter at heart. You build pipeline relentlessly, you do not wait for marketing to feed you, and you measure yourself on new logos closed.
• You’ve sold into the world of legacy planning — SAP IBP, Kinaxis, Blue Yonder, o9, Anaplan, Logility — and you’re energized by a fundamentally different, agent-driven approach.
• You operate as a CEO of your territory. You build the plan, run the pursuit team, and own the outcome.
• You are obsessed with the economic buyer. You quantify pain in their language, you build the business case with them (not for them), and you make the cost of inaction impossible to ignore.
• You and your Solutions Consultant function as one. You make each other better, you protect each other’s time, and you win together.
• You already use AI in your daily workflow — for research, account planning, messaging, forecasting — and you can show, not just tell, how it makes you 2–3x more effective.
• You thrive in startup ambiguity. You help define the playbook as much as you execute it, and you see process gaps as opportunities, not blockers.

Why ketteQ

• Category-defining technology: PolymatiQ™ is purpose-built for the world supply chains actually operate in — volatile, complex, and continuous.
• Real customer impact: Customers see measurable results in weeks, not years.
• Growth stage: Series B funded with strong momentum — you’ll have real influence on how we scale.
• Open architecture: No proprietary lock-in. Customers keep their existing investments and ketteQ makes them better.
• Startup energy, enterprise ambition: You’ll move fast and work on things that matter with a team of industry veterans who’ve built and scaled supply chain software companies before.