Strategic Account Executive

SPS Commerce Canada, Ltd.; Minneapolis (MN); Hybrid; USD 120,000 - 190,000; Full time

Benefits offered by this job

Comprehensive benefits package

Job summary

SPS Commerce is seeking a Strategic Account Executive for the Small & Emerging Market to build a new book of business from the ground up. You’ll drive a value-based sales process in a defined territory, leveraging outbound prospecting and collaboration with internal teams to close new customers.

You will manage the full sales cycle with resilience, using AI tools and modern sales tech, while maintaining meticulous activity in Salesforce.

Qualifications

• Proven ability to generate own pipeline via outbound prospecting.
• Experience managing full sales cycle from discovery to close.
• Excellent written and verbal communication with executives.

Responsibilities

• Own a defined territory and drive a value-based sales process.
• Prospect via cold calling, email, social selling, networking.
• Build and maintain a rolling 90-day pipeline to meet ARR quota.
• Engage and convert qualified new customer leads from internal teams.
• Partner with Associate Account Executives to advance opportunities.
• Use AI tools and sales tech to research accounts and personalize outreach.
• Document activity and pipeline progress in Salesforce.

Skills

Outbound prospecting

Cold outreach

Pipeline management

Cross-functional collaboration

Executive communication

AI-assisted selling

Education

Bachelor’s degree

Post-secondary education + 9+ years experience

Tools

Salesforce

Job description

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

Position Summary: Strategic Account Executive, New Customer Sales (Small & Emerging Market)

About the Role

Do you thrive on opening doors that no one else has opened? As a Strategic Account Executive on our Small and Emerging Market team, you’ll focus exclusively on winning new customers among suppliers with $0 to $50M in annual revenue. This is a pure new business role. You will not carry an existing customer base. You’ll build your own book of business from the ground up in a defined territory. You’ll generate most of your own pipeline through outbound prospecting, including cold calling, email campaigns, and networking. You’ll also engage qualified leads from teams across SPS, including Channel, Logistics, Analytics, Marketing, Community, and Lead Generation. You’ll work alongside Associate Account Executives to move opportunities forward while keeping primary ownership of your pipeline. Using strong business acumen and executive presence, you’ll uncover complex customer needs and prescribe SPS solutions that deliver measurable value to new customers. This is a 100% direct, quota-carrying role for a consultative hunter who wants to build something of their own and keep getting better at the craft.

What You’ll Do

• Own a defined territory and drive a value‑based sales process from first outreach through close
• Prospect proactively through cold calling, email, social selling, networking, and other creative approaches that reach your buyers
• Build and maintain a rolling 90‑day pipeline to meet or exceed your ARR quota
• Engage and convert qualified new customer leads from internal teams and partners
• Partner with Associate Account Executives and other internal teams to advance opportunities
• Use AI tools and modern sales technology to research accounts, personalize outreach, and work more efficiently, and share what works with your teammates
• Seek out feedback and coaching, and apply it to sharpen your skills
• Document activity, insights, and pipeline progress accurately in Salesforce

What You Bring

• Bachelor’s degree and 5+ years of relevant experience, including 3+ years of quota‑carrying sales experience, or some post‑secondary education and 9+ years of relevant experience
• A track record of generating your own pipeline through outbound prospecting and cold outreach, with a comfort level that comes from doing it consistently
• Demonstrated success managing the full sales cycle: prospecting, discovery, objection handling, ROI‑based selling, forecasting, and closing, across both short and long cycles
• Resilience and persistence, with the drive to keep going after a “no”
• Curiosity about AI and a willingness to experiment with new tools and workflows to sell smarter
• A collaborative mindset and a record of working well with cross‑functional partners such as sales leadership, product, and support
• Openness to coaching and a growth mindset
• Clear, confident communication, written and verbal, and the ability to explain business and technical topics to audiences with varied expertise
• Integrity, strong relationship‑building skills, and alignment with SPS values

Location

This role follows a hybrid work model, with regular in‑office presence (2 days a week) required at our Minneapolis, Minnesota office.

What We Offer

The total annualized on‑target earnings (OTE) for this role is $155,000, made up of base salary and commission. Actual compensation reflects experience, performance, and skills. SPS also offers a comprehensive benefits package that supports health, well‑being, and financial security. Benefits are country‑specific and aligned with local laws and market practices.

Commitment to our Employees

We embrace diversity, equity, and inclusion, ensuring everyone feels accepted, valued, and empowered to make a meaningful impact. We are committed to affirmative action and equal opportunity in all aspects of employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Welcome to SPS Commerce — where innovation meets impact.

As the world’s largest retail network, we empower over 46,000 customers across diverse industries with cutting‑edge cloud technology and expert support, helping them streamline supply chain operations and focus on what they do best. At SPS, we believe every employee plays a vital role in our mission. Whether you're in Business Support, Customer Success, Sales or Technology your work drives real impact. We’re committed to creating a workplace where you’re empowered to do your best work, champion new ideas, and grow your career. When you succeed, we all succeed. We’re all about innovation, collaboration, and growth — and we’re just getting started.

Why SPS Commerce?

Impactful Work: Be part of a tech‑driven, market‑focused company that simplifies complex processes and helps products reach customers faster.

Belonging Culture: We thrive on curiosity, collaboration, and celebrating wins together. Your voice matters here.

Growth Opportunities: Enjoy diverse career paths, training, and visibility across roles — all within a company that values your contributions.

Make Your Career Here: We invest in our people and provide the resources you need to succeed. At SPS, careers aren’t just grown — they’re made.