Senior Account Executive, New Business

sourceM; Los Angeles (CA); Hybrid; USD 110,000 - 140,000; Full time

Benefits offered by this job

Hybrid schedule

Competitive benefits

Travel for client visits

Job summary

sourceM is a U.S.-based packaging and product development partner hiring a Senior Account Executive to build new business across supplements, personal care, pet, cannabis, and home goods. This hunter role reports to the VP of Sales & Growth, driving pipeline from day one with a path to seven-figure booked accounts by year two.

You will run multi-stakeholder sales cycles, design repeatable workflows, and leverage CRM/AI tools to scale.

Qualifications

• 5–15 years of B2B sales experience selling into consumer brands.
• Active, credible network with current relationships in core categories.
• GTM engineer mindset with workflow as a system and AI/crm usage.
• Track record closing complex, multi-stakeholder deals.
• Consultative selling covering landed cost, manufacturing, sustainability, regulatory exposure.
• Decision velocity under pressure; ability to push deals forward.
• Threshold discipline: ownership boundaries clear.
• Direct, constructive communication in negotiations.

Responsibilities

• Build and convert a pipeline across core categories.
• Own new client acquisition through brand relationships and events.
• Run consultative, multi-stakeholder sales cycles end-to-end.
• Own the deal from first meeting to signed program and pricing.
• Design and maintain workflows for prospect research and outreach.
• Leverage CRM and AI tooling to scale activity and maintain hygiene.
• Move with decision velocity and escalate when needed.
• Partner with VP of Sales & Growth and leadership on strategy.

Skills

B2B sales

Active network

GTM engineer instincts

Closing complex deals

Consultative selling

Decision velocity

Threshold discipline

Direct communication

Tools

CRM software

AI tools

Job description

sourceM is a U.S.-based custom packaging and product development partner. We help high-growth CPG brands across supplements, personal care, pet and home goods categories design and manufacture technically complex packaging. We are backed by our own teams embedded in China and Vietnam, in-factory quality control, and multi-country sourcing that catalog suppliers simply can't match. In short, we are the supercharged sourcing and product-development department our clients don't have to build themselves.

The role

We are hiring a Senior Account Executive to build new business across our core categories: supplements, personal care, pet, cannabis, and home goods. sourceM sells through relationships. Some come from warm introductions and referrals. Many are built the harder way: showing up consistently at the right industry events, meeting people cold, and earning trust over months and quarters. This role is expected to drive both, at scale, from day one.

Reporting to the VP of Sales & Growth, the Senior AE has a mandate to build their own network from day one. sourceM leadership will help where we can, passing along warm introductions and category context when the fit is right, but this is a hunter seat. No one should apply expecting the intros to do the work. We expect meaningful pipeline generation in year one and 7-figure booked accounts by year two. Our sales cycle is measured in quarters, not weeks, and we build compensation and expectations around that reality.

The archetype we are looking for is a GTM engineer.Someone who builds repeatable systems instead of working every deal by hand. Someone who moves with decision velocity rather than deliberating in place. Someone who holds a clear threshold on what is theirs to own versus what belongs to operations, project management, or leadership. This is not a traditional BD seat that just needs a bigger rolodex. This is a seat for someone who thinks about their own workflow the way an engineer thinks about a system, and applies that mindset to a relationship-driven sales motion.

What you'll own

Build and convert a pipeline in our core categories

• Own new client acquisition across our target categories, focused on growth-stage brands where packaging is a real product decision, not a procurement afterthought.
• Build pipeline through your own brand relationships, cold relationship-building at industry events, warm introductions where they come, and partner referrals (co-manufacturers, ingredient suppliers, design agencies, category investors).
• Run consultative, multi-stakeholder sales cycles across design, engineering, sustainability, compliance, and landed-cost economics.
• Own the deal from first meeting to signed program, including pricing strategy, terms negotiation, and internal alignment with operations on feasibility.

Operate with systems, not manual effort

• Design and maintain your own workflows for prospect research, outreach sequencing, partner-network activation, and pipeline hygiene.
• Bring a working understanding of modern GTM tooling (enrichment, sequencing, CRM discipline, AI leverage) and a point of view on what to use and what to skip.
• Build the muscle to run 5x the volume of qualified conversations without 5x the hours, by moving the repeatable parts of the job out of your inbox and into a system.

Move with decision velocity

• Make the call in the moment when it is yours to make. Escalate fast when it is not. Be disciplined about which situation applies.
• Treat every decision as material. Our clients rely on us to be the expert in the room and to trust our calls and our actions.

Partner with leadership and the internal team

• Work in close partnership with the VP of Sales & Growth. Beyond direct management, she is a genuine thought partner invested in your success: someone to jump into deals, strategy sessions, and client conversations whenever it moves things forward.
• Direct access to the CEO when needed for strategic questions, escalations, and material deal decisions.
• Partner with Project Management and Account Management on clean transitions from sale to delivery.

Stay with the accounts you close

• Own the client relationship long-term as the strategic relationship holder. Even after Project Management and Account Management take over day-to-day execution, you remain the person the client trusts on strategic questions, expansion, and material decisions.
• Stay engaged through quarterly business reviews, executive check-ins, and category-expansion moments (launches, new product lines, retail transitions).
• Hand off operational execution cleanly. Hold strategic ownership deeply. Salespeople who close the deal and disappear are not the profile we're looking for.

Build the partner and referral network

• Develop and maintain relationships with co-manufacturers, ingredient companies, design studios, and category investors that serve the same brands we do.
• Represent sourceM at industry events with a structured target list and a follow-up system.

Contribute to how sourceM sells

• As the person making the first impression and holding the keys to partner relationships, represent sourceM in a way that is consistent with and additive to our brand principles and strategy.
• Help sharpen positioning, pitch materials, and sales collateral based on real market feedback.
• Provide inputs to Marketing on messaging, campaigns, and category focus.
• Feed intelligence back to leadership.

What success looks like

• A qualified pipeline built from a mix of your own network, cold relationship-building at industry events, and outbound systems you designed.
• Strong category presence: partner relationships forming, referrals flowing, discovery calls happening at a predictable cadence.
• Closed deals contributing to booked revenue, with a clear path to 7-figure booked accounts by year two.
• Trust earned across the internal team: operations, finance, and account management want you in the room.
• Accounts you closed still trust you as the relationship owner long after PM and AM have taken execution off your plate.
• A self-sustaining book of business and a partner network that generates pipeline without heavy hand-holding.

Who we're looking for

• 5 to 15 years of B2B sales experienceselling into consumer brands, with real depth in one or more of our core categories.
• An active, credible network.You bring current relationships in one or more of our core categories: the kind that translate into first meetings, not just LinkedIn connections.
• GTM engineer instincts.You already think about your own workflow as a system. You have opinions on tooling. You use AI as leverage on disciplined process, not as a novelty. You do not need to be told to build a CRM habit or a follow-up cadence.
• Track record closing complex, multi-stakeholder dealswith long cycles. You are comfortable with patience and multi-decision-maker navigation without letting deals go dormant.
• Consultative selling fluency: landed cost, manufacturing/supply chain processes, sustainability narrative, regulatory exposure (EPR, SB 54, tariffs). You do not need to be deeply technical, but you do need to be conversant.
• Decision velocity under pressure.You make the call when it is yours. You accelerate when it is not. You do not go quiet when a deal needs a hard answer.
• Threshold discipline.You know what is yours to own and what belongs to operations, project management, or leadership. You hand off cleanly and you do not create shadow work for the team behind you.
• Direct, constructive communication.You push back on pricing, on timing, on internal capacity when the deal demands it.

Helpful but not required

• Direct experience at a packaging supplier, contract manufacturer, ingredient seller, or a design/sourcing studio serving CPG.

You are probably not a right fit if

• Your last role was primarily inbound or inside sales.
• You need an SDR team, marketing-qualified leads, or a polished CRM built for you before you can hunt.
• You have spent the last several years managing teams rather than personally responsible for booking new business.

Compensation & why join

• Compensation:$110k - $140k base + commission on delivered Gross Profit.
• A true hunter seat where the mandate is yours. sourceM leadership will pass along warm introductions and category context when we can, but you are responsible for building the book.
• A high-growth, high-ownership environment where you sell a genuinely differentiated product: brand-first, sustainability-forward, multi-country manufacturing footprint.
• Hybrid schedule based at our office at The Preserve (Hollywood, CA), with periodic travel for client visits and industry events.
• Competitive benefits and meaningful room to grow as sourceM continues to scale.