Account Executive, New York (Software Startup)

About the role

This is a closing role. You’ll be expected to run sharp discovery, quantify value, navigate stakeholders, handle objections, and negotiate commercially, while partnering closely with SDRs/BDRs, Growth, Marketing, and Product to improve conversion and expand what we can sell.

Responsibilities

• Own the full sales cycle
• Take qualified opportunities from discovery through to close
• Build strong commercial relationships with scaling US food and consumer goods brands
• Manage the deal cycle through proposal, negotiation, and close
• Forecast accurately and maintain clean, reliable pipeline in the CRM
• Handle objections confidently (pricing, switching risk, incumbent suppliers, internal bandwidth)
• Negotiate commercial terms and drive urgency through clear next steps
• Partner with internal teams to remove blockers and increase win rates
• Expand and improve the motion
• Share market feedback to sharpen positioning, outreach, and product priorities
• Identify patterns in lost deals and propose improvements to process, messaging, or packaging
• Represent Opply at industry events - building relationships, credibility, and deal flow
• Keep the CRM clean, accurate, and actionable (your pipeline is your reputation)
• Share insights from the market with Growth, Marketing, and Product to sharpen targeting and messaging
• Represent Opply professionally at industry events and in the broader market

Requirements

• 2- 5 years in sales or business development (B2B strongly preferred)
• 1 year minimum in a closing role (B2B strongly preferred)
• Track record of hitting or exceeding targets (consistent performance, not one-off wins)
• Interest or experience in food/consumer goods is a plus, but hunger and aptitude matter more
• Experience in selling software / technology to SMB markets

Qualifications

• You'll thrive here if you are:
• A closer: You’re at your best when you’re running live deals and driving to signature
• Consultative and structured: You ask smart questions, listen properly, and build strong cases for change
• Commercially sharp: You can speak credibly about value, outcomes, and trade-offs
• Resilient and consistent: You don’t rely on “big wins”you build repeatable performance
• High ownership: You take initiative, solve problems, and keep momentum even with ambiguity
• Analytical - you can draw insights and report to wider business with ease.

Skills

• Modern discovery: Combine qualitative insight with quantitative value logic to uncover real urgency
• Commercial fluency: Speak credibly about cashflow, operational efficiency, and growth readiness
• Market expertise: Deep understanding of the scaling F&B world (supply chain challenges, margin pressure, and what operators actually care about)
• Unshakeable confidence: Built through repetition, feedback, and high standards

Benefits

• Competitive base salary ($70,000–$80,000) + uncapped OTE (Year 1 OTE $40,000)
• 33 days holiday inc Public holidays
• Flexible hybrid working (balance autonomy with collaboration)
• Regular team socials and global offsites to connect, collaborate, and celebrate
• Health Insurance
• Pension scheme

Pay

$70,000 - $80,000 base + uncapped OTE (Year 1 OTE $30,000)

Schedule

3-5 days per week + travel to events within territory