SaaS Account Executive - Grocery Chains

Local Express, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Local Express, Inc. is a fast-growing, AI-driven grocery commerce platform seeking a talented SaaS Account Executive with deep experience selling to grocery chains.

You will drive new opportunities, partner with our Chief Sales Officer, and close deals in the grocery and convenience store market. The ideal candidate will be a hunter and consultative partner, adept at multithreading across CXO, finance, ops, and IT, with strong CRM discipline and a results-driven mindset.

Qualifications

• 5+ years closing complex SaaS deals (≥ $20K ACV) in Food Retail or grocery channels.
• Proven ability to multithread across CXO, finance, ops and IT to build pipelines.
• Strong CRM discipline with thorough logging of activities and forecasts.

Responsibilities

• Prospect, qualify, and book demos; own the pipeline with cross-functional teams.
• Lead tailored Zoom demos showcasing the platform’s features for grocery chains.
• Maintain accurate HubSpot records of calls, emails, contacts, and tasks.
• Collaborate with Product to vet custom requests and avoid vaporware promises.
• Attend industry trade shows as needed (3–5 annually).

Skills

SaaS sales

Multithreaded sales

CRM proficiency

HubSpot

Communication skills

Remote selling

Prospecting

Demo delivery

Tools

HubSpot

LinkedIn Sales Navigator

ZoomInfo

Job description

Local Express is a fast-growing, AI-driven grocery commerce platform. We are seeking a talented and motivated SaaS Account Executives (AE) with deep experience selling specifically to Grocery Chains to join our team. You will work closely with the Chief Sales Officer to develop and close new opportunities in the grocery and convenience stores market.

As an outbound AE, you'll be responsible for driving sales and the adoption of Local Express’ technology with new clients. The ideal candidate should be able to effectively communicate the value proposition of our solution to prospects, serve as both a \"hunter\" and a consultative partner, and work collaboratively with internal Business Development and Marketing teams to better target, engage, and close new customers to achieve sales quota.

In your job you need to work smart and hard, be outgoing, conscientious, persistent, diligent, and display the highest degree of integrity. Customers become part of the Local Express extended family, and it is your job to increase our family size by making friends and developing trust. You should have a willingness to be coached and a desire to become the best at what you do. You will be responsible for your own computer/laptop and high-speed internet access.

Responsibilities

• Prospect: You’ll get some inbound demos from Lead Gen, but you still own the pipeline. You will need to prospect, qualify, and book demos by multithreading with E-commerce, Marketing, IT, and C-suite leaders to surface their omnichannel pain.
• Lead Qualification: Qualify leads by understanding the prospect’s needs and budget determining if the prospect is a market fit for Local Express. If so, present Local Express’ AI-powered platform in an engaging, value-driven way.
• Run tailored Zoom demos that showcase Local Express’ native storefront, MTO kiosks and AI data-hub advantages.
• CRM Management: Maintain meticulous records in HubSpot for every activity. Log all calls, emails, contacts, notes, and tasks; use email templates and pipeline/deal stages correctly. Your forecast must be updated as prospects move through the pipeline.
• Collaboration: Share feedback with Sales Management to improve messaging and outreach strategies.
• Learning & Improvement: Continuously learn our product, industry trends, and sales techniques. Remain coachable and actively incorporate feedback to improve your pitch and approach.
• Collaborate with Product to sanity-check custom requests—no “vaporware” promises.
• Trade shows: Be willing to attend 3-5 industry trade shows / wholesaler events per year. Travel may be required.

Requirements – Must Haves

• 5+ years closing complex SaaS (≥ $20 K ACV) in the Food Retail industry – groceries, co-ops, or convenience stores.
• Fluency in grocery tech stack: POS, OMS, last-mile delivery (DoorDash/Grubhub), headless APIs and data-clean-up challenges.
• Mastery of consultative / value-engineering selling and multithreading across CXO, finance, ops and IT.
• Hands-on in: CRM (HubSpot preferred), LinkedIn Sales Navigator, ZoomInfo; builds tight pipelines and clean data.
• Startup DNA: self-directed, “scrappy,” personality. Comfortable iterating fast alongside BDRs, Marketing and Product. Ability to work in a fast-paced, start-up environment.
• Communication Skills: Excellent verbal and written communication. You should be confident on the phone and in emails, able to explain complex tech simply and persuasively.
• Drive & Attitude: Maintain a self-motivated, results-driven mindset. Persistence and resilience are a must – you’ll make dozens of calls daily and need to bounce back quickly from rejection. Always have a positive, “can-do” attitude.
• Coachable & Disciplined: Eager to learn and improve. We value candidates who welcome coaching and strive to become the best. You must have impeccable CRM discipline – every call, note, and follow‑up is logged and updated diligently.
• North American Based, Remote: This is a fully remote role for North American candidates only. Reliable high-speed internet and a quiet home office environment are required.
• Integrity: Honesty and professionalism in all interactions. You’ll be building trust with prospects, so integrity is essential. Lying or misleading anyone is grounds for immediate dismissal.
• Responsible: Do whatever you told a customer or prospect you said you would do.

Requirements – Nice-to-Haves

• Prior success launching new SKUs (kiosk, MTO, or retail-media) inside existing grocery accounts.
• Network among wholesalers (AWG, UNFI, KeHE) or mid-market chains (> 50 stores).
• Experience selling AI-driven merchandising, loyalty or retail-media ad tech.