Senior Strategic Account Executive (Accounts 1 billion+)
Rithum
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Benefits offered by this job
Job summary
Rithum is seeking a Senior Strategic Account Executive to own a portfolio of strategic accounts in the United States. You will lead strategic account plans, build senior-level relationships, and drive multi-year software and services deals, leveraging AI and data-driven insights to improve strategy and client engagement.
You will develop and close opportunities across geographies and channels, manage complex buying groups, and partner with cross-functional teams to deliver measurable business
Qualifications
- 8+ years of B2B software, SaaS, or technology sales experience.
- 5+ years in a closing role selling to strategic or enterprise accounts, or 2+ years selling Rithum solutions to enterprise clients, with quota attainment.
- Proven success in a full cycle quota carrying role; from strategic territory planning, prospecting, developing & closing complex 6 figure transactions (minimum 100k deal size).
- Consistent recent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment.
- Demonstrated success developing and growing strategic accounts through new opportunities, expansion, cross-sell, upsell, or new use cases.
- Experience leading complex sales cycles involving senior executives, multiple stakeholders, and commercial negotiations.
- Mastery of structured, value-based sales methodologies (e.g., MEDDICC, Challenger, SPIN, Miller Heiman, Value Selling, Solution Selling) with evidence of pipeline progression and forecast accuracy.
- Demonstrated ability to build pipeline through self-generated outbound prospecting, with measurable activity standards (e.g., 40-60+ daily touchpoints).
- Demonstrated ability to develop account plans, identify whitespace, build pipeline, and maintain accurate forecasts.
- Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo).
- Demonstrated ability to leverage AI, data, and modern sales technologies to improve sales effectiveness.
- Ability to operate independently and travel as required.
Responsibilities
- Develop and execute account plans aligned to client priorities, commerce strategies, and growth objectives.
- Meet or exceed sales targets by identifying, developing, and closing software and services opportunities.
- Expand Rithum’s footprint across client brands, business units, geographies, channels, marketplaces, and capabilities.
- Build qualified pipeline by identifying whitespace and new opportunities within assigned accounts.
- Build trusted, multi-threaded relationships with senior executives and key stakeholders.
- Understand client priorities and position Rithum’s capabilities against business outcomes.
- Lead consultative, value-based conversations and develop compelling business cases.
- Navigate complex buying groups and build consensus across decision-makers.
- Lead complex sales opportunities from discovery through negotiation and close.
- Develop deal strategies that address client priorities, competitive dynamics, commercial considerations, and barriers to close.
- Lead negotiations across pricing, terms, procurement, legal, security, and other stakeholders.
- Apply the Rithum Way of Selling to opportunity strategy, qualification, progression, and close.
- Maintain a disciplined pipeline and deliver accurate, timely forecasts.
- Maintain high-quality CRM data and use insights to prioritize accounts and opportunities.
- Leverage AI and sales technologies to strengthen research, account planning, client engagement, and productivity.
- Lead cross-functional deal teams, bringing together the expertise needed to advance opportunities and deliver client value.
Skills
Tools
Job description
Rithum™ is the world’s most trusted commerce network, accelerating how brands, suppliers, and retailers work together to deliver seamless e-commerce experiences. We provide an unmatched platform for brands and retailers, enabling them to accelerate growth, optimize operations across channels, scale product offerings and enhance margins.
Today, more than 40,000 companies trust Rithum to grow their business across hundreds of channels, representing over $50 billion in annual GMV. Using our commerce, marketing, and delivery solutions, our customers create optimized consumer shopping journeys from beginning to end.
You own the development and growth of a portfolio of assigned strategic accounts within your designated region. You build and execute strategic sales plans, develop trusted relationships with senior executives and key stakeholders, and identify opportunities to expand Rithum's value across complex client organizations. You are accountable for meeting or exceeding financial targets by leading consultative, value-based sales engagements and securing high-value, multi-year software and services agreements.
Rithum empowers employees across all roles to leverage AI and technology to work smarter, move faster, and create scalable ways of working. In this role, you will use AI and data-driven insights to strengthen account strategy, identify opportunities, improve sales effectiveness, and deliver more relevant and impactful client engagement.
- Develop and execute account plans aligned to client priorities, commerce strategies, and growth objectives.
- Meet or exceed sales targets by identifying, developing, and closing software and services opportunities.
- Expand Rithum’s footprint across client brands, business units, geographies, channels, marketplaces, and capabilities.
- Build qualified pipeline by identifying whitespace and new opportunities within assigned accounts.
- Build trusted, multi-threaded relationships with senior executives and key stakeholders.
- Understand client priorities and position Rithum’s capabilities against business outcomes.
- Lead consultative, value-based conversations and develop compelling business cases.
- Navigate complex buying groups and build consensus across decision-makers.
- Lead complex sales opportunities from discovery through negotiation and close.
- Develop deal strategies that address client priorities, competitive dynamics, commercial considerations, and barriers to close.
- Lead negotiations across pricing, terms, procurement, legal, security, and other stakeholders.
- Apply the Rithum Way of Selling to opportunity strategy, qualification, progression, and close.
- Maintain a disciplined pipeline and deliver accurate, timely forecasts.
- Maintain high-quality CRM data and use insights to prioritize accounts and opportunities.
- Leverage AI and sales technologies to strengthen research, account planning, client engagement, and productivity.
- Lead cross-functional deal teams, bringing together the expertise needed to advance opportunities and deliver client value.
- Partner across Client Success, Solutions Engineering, Professional Services, Product, Partnerships, Legal, Finance, and other teams as needed.
- Share client, market, and competitive insights with Product and business leadership.
- 8+ years of B2B software, SaaS, or technology sales experience
- 5+ years in a closing role selling to strategic or enterprise accounts, or 2+ years selling Rithum solutions to enterprise clients, with quota attainment
- Proven success in a full cycle quota carrying role; from strategic territory planning, prospecting, developing & closing complex 6 figure transactions (minimum 100k deal size)
- Consistent recent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment
- Demonstrated success developing and growing strategic accounts through new opportunities, expansion, cross-sell, upsell, or new use cases
- Experience leading complex sales cycles involving senior executives, multiple stakeholders, and commercial negotiations
- Mastery of structured, value-based sales methodologies (e.g., MEDDICC, Challenger, SPIN, Miller Heiman, Value Selling, Solution Selling) with evidence of pipeline progression and forecast accuracy, translating solutions into measurable business outcomes and leading cross-functional deal teams
- Demonstrated ability to build pipeline through self-generated outbound prospecting, with measurable activity standards (e.g., 40-60+ daily touchpoints)
- Demonstrated ability to develop account plans, identify whitespace, build pipeline, and maintain accurate forecasts
- Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for pipeline, activity, and conversion tracking
- Demonstrated ability to leverage AI, data, and modern sales technologies to improve sales effectiveness
- Ability to operate independently and travel as required
- 10+ years of B2B SaaS, software, or technology sales experience
- Experience selling enterprise commerce, e-commerce, marketplace, retail technology, or related solutions
- Experience selling to large brands, retailers, manufacturers, or enterprises with complex buying environments
- Experience selling integrated solutions across multiple products, capabilities, or services
- Familiarity with partner- or channel-influenced sales motions
- Experience positioning data-driven or AI-powered solutions
- Bachelor’s degree in Business, Marketing, Communications, or a related field preferred
Up to 25%
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
When you join Rithum, you can expect to work with smart risk-takers, courageous collaborators, and curious minds. As part of the Rithum team, you are valued, supported, and included. Guided by a transparent culture and accessible, approachable leadership, we offer career opportunities aligned to your ambitions and talents. To ensure work and life balance works for you, we also offer an array of resources to support you and your families, including comprehensive benefits and wellness plans.
At Rithum you will: Partner with the leading brands and retailers. Connect with passionate professionals who will help support your goals. Participate in an inclusive, welcoming work atmosphere. Achieve work-life balance through remote-first working conditions, generous time off, and wellness days. Receive industry-competitive compensation and total rewards benefits. We believe in transparency and fairness in our compensation practices. For this position, the expected OTE range is: $304,250 - $397,750 per year.
This range represents a base salary plus sales incentive for the role across all U.S. locations and is determined based on market data, internal equity, and experience. Final compensation may vary depending on geographic location, skills, and relevant experience. In addition to base salary and sales incentive, we offer a comprehensive benefits package.
- Medical, dental and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1
- A 6% 401(k) match
- Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service PTO increases to 22 days, and at 5 years it increases to 25 days
- 12 weeks primary caregiver leave & 4 weeks secondary caregiver leave
- Accident, critical illness, and hospital indemnity insurance
- Pet insurance
- Legal assistance and identity theft insurance plans
- Life insurance 2x salary
- Access to the Calm app and the Employee Assistance Program
- $65/month Remote work stipend for internet
- Culture and team-building activities
- Tuition assistance
- Career development opportunities
- Charitable contribution match up to $250 per year
Rithum is an equal opportunity employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other protected characteristic. All employment is decided on the basis of qualifications, merit, and business need.
We're committed to providing reasonable accommodations in accordance with the law for qualified applicants. If you require assistance during the interview process due to a medical condition or need support accessing our website or completing the application process, please reach out to us by completing the Accommodations Request Form. Your comfort and accessibility are important to us, and we're here to ensure a seamless experience as you explore opportunities with our team.
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