Senior Account Executive

SPS Commerce is recruiting a Senior Account Executive ! In this quota-carrying and fast-paced role, the Senior Account Executive will continuously seek net new business derived primarily from outbound prospecting, territory management, and periodically going onsite; the position will pull in resources from the account team and work to transition business to our implementation team. Once a new customer is onboard, this account will remain as part of the territory for possible upsell. Customers are constantly expanding and changing, so their needs change as well. In this role, the Strategic Account Executive will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition.

Why SPS?

Learn about us here:

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS, we empower retailers, suppliers, distributors, grocers, and logistics partners to work better together with our people, our process, and our tech products. We have the world’s largest retail network, and we don’t just lead the industry, we are the industry.

What is the day-to-day like?

In this quota-carrying and fast-paced Senior Account Executive role, you will continuously seek new business within an assigned territory through outbound prospecting. You'll be responsible for generating a strong pipeline for small, medium, and large opportunities, most of which typically close in a 30- to 90-day sales cycle. Your efforts will primarily be remote, including outreach and delivering sale presentations via Zoom, but you will also travel to customer sites on occasion. Additionally, you will pull in resources from the account team and work to transition business to our implementation team.

• Manage and grow a defined sales territory by driving a prescriptive sales process (e.g., identify, develop, and close new business opportunities).
• Prospect for new clients using multiple engagement strategies (e.g., email campaigns, networking, cold calling, social media, etc.).
• Collaborate with the account team to learn and leverage existing SPS relationships; nurture current customers to network, upsell, cross-sell, and grow existing business.
• Maintain a rolling 90-day pipeline to meet or exceed Annualized Recurring Revenue (ARR) quota.
• Serve as a strong team player to help cultivate a cohesive, customer-focused, high-performance group that aligns with SPS values.
• Work to maintain customer satisfaction; respond to customers promptly; ensure the customer has proper alignment with Customer Success.
• Document key findings, progress, insights, and pipeline velocity in Salesforce.com.

What experience is required?

• A bachelor's degree OR 3 years of experience, PLUS 8 years of relevant sales experience including 5 years in a quota-carrying sales role, ideally as a hunter.
• Full sales cycle experience required. A background in SaaS, IT, supply chain, retail supply, or similar is a strong advantage.
• Proven sales aptitude, including a bias for action, grit, resilience, engagement, and curiosity.
• Outstanding communication skills (verbal, non-verbal, written, listening) demonstrated through clear, concise, and confident exchanges and engaging verbal and written interactions.
• Demonstrative behaviours around integrity, relationship building, and leadership expectations.
• Competence with Microsoft Office Suite (Work, Excel, PowerPoint, Outlook) or similar, and CRM software, preferably Salesforce.
• Ability to travel as needed, typically once or twice per quarter.