Territory Account Executive

Reltio; United States; On-site; USD 71,000 - 122,000; Full time

Job summary

Reltio, an SAP company, is seeking a Territory Account Executive to drive expansion revenue within a North America territory and close net-new business typically under $150K ARR, while building toward a broader Account Executive role. You will leverage MEDDPICC, build executive relationships, and collaborate with a regional team to deliver compelling value.

You will manage all sales activity, forecast accurately, and travel as needed (approximately 25%).

Qualifications

• Bachelor's degree or equivalent practical experience.
• 1-3 years of B2B sales experience (tech/SaaS preferred).
• Demonstrated ability to manage a territory with account planning and pipeline prioritization.
• Familiarity with MEDDPICC or similar frameworks (training provided).
• Experience managing full sales cycle from prospecting to close.
• Experience with CRM tools (Salesforce preferred).
• Exposure to SaaS/PaaS or cloud platforms.
• Track record of meeting or exceeding quotas.
• Excellent verbal and written communication skills.
• Strong productivity with Google Apps, Salesforce, Word, PowerPoint, Excel.
• Highly coachable, competitive, and resilient.
• Willingness to travel domestically (~25%).
• Must be based in North America.

Responsibilities

• Meet or exceed an annual quota within North America territory.
• Apply the MEDDPICC sales methodology.
• Build consultative relationships with stakeholders and decision-makers.
• Manage all sales activity including pipeline management and forecasting in Salesforce.
• Collaborate with Regional VP and sales team to develop account strategy.
• Deliver compelling value propositions and product demonstrations.
• Identify expansion opportunities within existing accounts and new prospects.
• Negotiate pricing and contracts to close the sale.
• Other duties as assigned.

Skills

B2B sales

Territory management

Sales cycle

MEDDPICC

CRM (Salesforce)

Cloud/SaaS selling

Travel 25%

North America-based

Quotas

Communication

Team collaboration

Education

Bachelor's degree or equivalent practical experience

Tools

Salesforce

Google Apps

Microsoft Word

PowerPoint

Excel

Job description

At Reltio®, an SAP company, we believe data should fuel success in the enterprise AI era. Our context intelligence solution turns fragmented data into trusted, connected context so AI agents and systems can act with expert-level judgment at the scale of your business. Our open-by-design SaaS solution harmonizes, unifies, and enriches structured and unstructured information, giving organizations 360-degree views of core data in milliseconds to any application, user, or AI agent. Trusted by the world’s largest enterprises across life sciences, financial services, healthcare, and technology, Reltio helps organizations fuel frictionless operations, drive innovation and reduce risk.

At Reltio, our values guide everything we do. With an unyielding commitment to prioritizing our “Customer First”, we strive to ensure their success. We embrace our differences and are “Better Together” as One Reltio. We are always looking to “Simplify and Share” our knowledge when we collaborate to remove obstacles for each other. We hold ourselves accountable for our actions and outcomes and strive for excellence. We “Own It”. Every day, we innovate and evolve, so that today is “Always Better Than Yesterday”. If you share and embody these values, we invite you to join our team at Reltio and contribute to our mission of excellence.

Reltio has earned numerous awards and industry and analyst recognition for our technology, our culture and our people. Reltio was founded on a distributed workforce and offers flexible work arrangements to help our people manage their personal and professional lives. If you’re ready to work on unrivaled technology where your desire to be part of a collaborative team is met with a laser-focused mission to enable digital transformation with connected data, let’s talk!

Job Summary:

The successful Territory Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Territory Account Executives combine a strong foundation in technology and business-to-business sales with a hunger to grow into full-cycle enterprise sellers. Working within an assigned North America territory and as part of a regional sales team, Territory Account Executives drive expansion revenue within existing accounts and close net-new business generally under $150K in ARR, while building the skills and track record needed to advance into a broader Account Executive role.

Job Duties and Responsibilities:

• Meet or exceed an annual quota of estimated $800K-$1M in ARR by driving expansion revenue within an assigned base of existing customers and closing net-new business generally under $150K in ARR within an assigned North America territory.
• Apply the Reltio Sales Methodology, MEDDPICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
• Build consultative relationships with stakeholders, influencers, and decision-makers within existing accounts and new prospects to uncover expansion and net-new opportunities.
• Manage all sales activity within your territory, including opportunity development, account planning, pipeline management, and accurate forecasting in Salesforce.
• Partner with your Regional VP and regional sales team, including senior Account Executives, Sales Engineers, and Customer Success, to develop account strategy and elevate or hand off opportunities that exceed territory scope.
• Participate in the development and delivery of compelling value propositions and product demonstrations.
• Identify expansion opportunities within existing accounts by understanding customer use cases, business drivers, and renewal timelines.
• Use Salesforce to manage clients, prospects, partners, and business processes.
• Negotiate pricing and contractual agreements to close the sale.
• Other duties and responsibilities as assigned.

Skills You Must Have:

• Bachelor's degree or equivalent practical experience.
• 1-3 years of business-to-business sales experience (technology or SaaS sales preferred); prior sales development (SDR/BDR) or account management experience is a plus.
• Demonstrated ability or aptitude for managing a territory, including account planning and pipeline prioritization across existing and net-new accounts.
• Familiarity with sales methodologies such as MEDDPICC or similar frameworks (formal training provided).
• Experience or strong aptitude for managing a full sales cycle, from prospecting through negotiation and close.
• Experience with CRM tools (Salesforce preferred).
• Exposure to or interest in selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), or other cloud-based platforms.
• Track record of meeting or exceeding goals or quotas in prior sales, sales development, or customer-facing roles.
• Excellent verbal and written communication skills.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Highly coachable, competitive, and resilient, with a strong desire to grow into a senior sales role.
• Willingness and ability to travel domestically as needed (estimated to be 25%).
• Must be based in North America.

Skills That Are Nice to Have:

• Cloud Selling Certifications
• Industry experience in HLS, FNS, Life Sciences, or B2B2C
• Experience working in an ABX Framework
• Prior quota-carrying experience in a defined territory, SMB, or commercial segment

At Reltio, we carefully consider a wide range of compensation factors to determine your personal top of market. We rely on market indicators to determine compensation and your specific job family, background, skills, and experience to get it right. These considerations can cause your compensation to vary and will also be dependent on your location.

Overall Market Range

$71,200 - $121,600 USD

Reltio is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Reltio is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Reltio’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.