Account Executive, Retail
for headings, - for lists,
for prose.
We need to parse the posting.
Key sections:
- About The Role: description of role (multiple paragraphs). Should go under About the role heading.
- Responsibilities: The "What You Will Do…" section lists responsibilities. Also earlier "About The Role" includes responsibilities but we can treat that as About the role. The "What You Will Do…" is basically responsibilities. We'll put under Responsibilities heading.
- Requirements/Qualifications/Skills: The "What We Are Looking For…" includes humility, hungry, smart traits. Then "The Experience Underneath It" lists experience requirements. Also "Genuine AI-GTM fluency." etc. Also "Excellent written and verbal communication..." etc. Also "Willingness and ability to travel up to 40%". Also "Get certified to sell..." etc. We need to split into Requirements, Qualifications, Skills as appropriate. The instruction: use headings for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). We need to decide which content goes where. Likely:
- Requirements: maybe the experience requirements (10+ years enterprise selling, fluency in how retailers buy, proven success closing complex deals, etc.)
- Qualifications: maybe the traits (humble, hungry, smart) and certifications? Or could combine.
- Skills: maybe specific skills like MEDDPICC, Salesforce, AI-GTM fluency, communication, executive presence, travel willingness.
But we must not create sections with filler. Must have real specific content.
We also have Benefits: listed under "Benefits Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan Restricted Stock Units Flexible Paid Time Off & Holidays Life Insurance Employee Stock Purchase Plan (ESPP)Mentorship Opportunities Training & Development". That's a list.
Pay: "Compensation $192,000 - $240,000 OTE". That's specific.
Schedule: Not mentioned explicitly; there is travel up to 40% but not schedule. No schedule info. So we should not include Schedule section.
We must not include sections like About Us, Culture, etc. Also remove duplicated lines.
We need to preserve all substantive info. Let's extract.
First, About The Role paragraph(s). The posting includes:
"About The Role Hunt your list: Own a bounded, named list of major retail accounts. Every account is yours to develop; none of it is unlimited territory.Build pipeline through a modern, AI-first outbound motion: deep account research on each retailer's shrink, margin, and operations pressures, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. Convert Your Inbound Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback.Multithread qualified opportunities early across LP, store operations, IT, and the executive suite, and run each one through a mutual close plan. Own Your Customers Be accountable for every retailer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement.Drive all upsell and cross-sell across your installed base: new categories, new use cases, new banners, chain-wide expansion from pilot deployments.Be the commercial escalation point for your retailers, pull in the right internal resources, and own the relationship in person — store visits, headquarters time, executive connects, and the small gestures that keep champions champions. Across All Three Run full-cycle enterprise sales: discovery, business case, pilots and proofs of value, mutual close plans, procurement, and signature.Navigate retail buying processes across loss prevention, asset protection, store operations, IT, merchandising, and executive stakeholders, from the loading dock to the boardroom.Sell a sophisticated technology platform with credibility, including deployments that touch scanners, POS systems, packaging, and embedded software, often alongside hardware partners and SIs.Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts.Apply MEDDPICC to every deal and keep Salesforce current, accurate, and inspectable.Get certified to sell, and stay certified: the playbook, the pitch, pricing, positioning, product, the people, the key questions, and Digimarc's history.Participate fully in the team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, and account planning.Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners. You pull pipeline into the building."
Then later "WHY DIGIMARC, WHY NOW?" etc. That's more about company, maybe not needed for role. But we might include some of that as About the role? The instruction: preserve ALL substantive information; do not invent or summarize away detail. However we should remove boilerplate like About Us, Culture, EEO, etc. The "WHY DIGIMARC, WHY NOW?" is about company but could be considered substantive about role? It's more about why join. Might be considered part of About the role? But we already have About the role section; we could include that content there as it's about the role's context. However the instruction says "include a section ONLY when the posting has real, specific content for it". The "WHY DIGIMARC, WHY NOW?" is specific content about the role's context. So we could incorporate that into About the role.
But we also have "WHAT SUCCESS LOOKS LIKE?" which is more about expectations; could be part of Responsibilities or maybe a separate section like Expectations but not in allowed headings. Could fold into Responsibilities.
We also have "What You Will Do…" which repeats responsibilities.
We need to avoid duplication. We'll combine unique points.
Let's extract unique responsibilities:
From About The Role:
- Own a bounded, named list of major retail accounts.
- Build pipeline through modern AI-first outbound motion: deep account research on each retailer's shrink, margin, operations pressures; multi-threaded prospecting; personalized outreach.
- Convert inbound: partner with SDR on every inbound lead; joint qualification and fast disposition; after first meeting, lead entered as opportunity or DQ'd with explicit written feedback.
- Multithread qualified opportunities early across LP, store ops, IT, executive suite; run each through mutual close plan.
- Own customers: accountable for every retailer; coordinate with Renewals team for timely renewals; take to close when needs cost justification, business case, executive engagement.
- Drive upsell and cross-sell across installed base: new categories, use cases, banners, chain-wide expansion from pilots.
- Be commercial escalation point; pull in internal resources; own relationship in person (store visits, HQ time, exec connects, small gestures).
- Across All Three: run full-cycle enterprise sales: discovery, business case, pilots/POV, mutual close plans, procurement, signature.
- Navigate retail buying processes across LP, asset protection, store ops, IT, merchandising, exec stakeholders.
- Sell sophisticated tech platform credibility: deployments touching scanners, POS, packaging, embedded software, often with hardware partners and SIs.
- Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts.
- Apply MEDDPICC to every deal; keep Salesforce current, accurate, inspectable.
- Get certified to sell, stay certified: playbook, pitch, pricing, positioning, product, people, key questions, Digimarc history.
- Participate fully in team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, account planning.
- Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners; pull pipeline into building.
From WHAT SUCCESS LOOKS LIKE?:
- Pipeline you built yourself; coverage ahead of number weekly driven by own outbound motion into named retail accounts.
- Pipeline generation weekly team discipline.
- Inbound that converts: every lead worked with SDR, qualified honestly, real ones multithreaded and moved through process without leaking.
- Patch grows itself: every renewal landed on time coordinated with Renewals team; you step in decisively when needs cost justification, business case, or rescue; pilots converted to chain-wide rollouts; upsell and cross-sell landed; LP executives know your face because you visit them.
- Retention and expansion in your patch are your numbers.
- Rigor in every deal: MEDDPICC on every opportunity, no exceptions; value selling on every deal: outcomes and solutions, not technology; every deal review starts same way — named executive, problem they want solved, timeline, business impact in dollars triangulated across enterprise.
- Multithreading required on all deals; close dates monitored on every opportunity; Salesforce tells truth.
- Forecast your VP can commit on: you call your number weekly inside 13-week operating cadence — new business and renewals — and you are right.
- Signal brought back: field-tested point of view on retail messaging, positioning, and where product market fit strongest, delivered to sales leadership with evidence.
These are largely overlapping with responsibilities; we can incorporate as bullet points under Responsibilities.
Now Requirements/Qualifications/Skills.
From "What We Are Looking For…":
- We hire against Lencioni's ideal team player: Humble, hungry, smart.
- Humble: share credit with SDRs, renewal reps, SEs, partners, leadership instinctively; bring deals into review wanting them made better, not just admired; disagree openly in room and align completely outside it.
- Hungry: bias to action; no account unworked, no lead unqualified, no customer unvisited; measured by bookings and retention and you like it that way.
- Smart: people smart; read LP exec, store ops leader, IT architect, CFO, know what each needs to hear.
Then "The Experience Underneath It":
- 10+ years of enterprise selling experience, including meaningful time selling material business outcomes to Fortune 500 companies, with significant experience selling into retail.
- Fluency in how retailers buy: stakeholders, budget cycles, pilot-to-production path, operational realities of deploying technology across stores at scale.
- Proven success closing complex, six- and seven-figure enterprise deals with senior retail stakeholders.
- Demonstrated ability to build pipeline from greenfield: opened accounts with no installed base and made the number.
- Track record of owning and growing installed-base revenue: renewals, upsell, cross-sell, pilot-to-rollout expansion, with customer relationships to prove it.
- Deep command of MEDDPICC or an equivalent qualification framework.
- Fluency in Salesforce-driven forecast and pipeline management, and comfort inside a weekly forecast cadence with real accountability.
- Ecosystem fluency: understand players inside retailer's organization and around it — scanner and firmware providers, POS and hardware vendors, software platforms, SI partners — and how deals actually move through them.
- Genuine AI-GTM fluency: comfortable operating in an AI-first revenue stack: role-play and certification tools like Hyperbound, conversation intelligence like Gong, forecasting platforms like Aviso, and agents running research and follow-up. AI-first in own workflow, using it to understand each retailer's business drivers faster and deeper than competition.
- Willingness to earn it: get certified to sell before you sell. Playbook, pitch, pricing, positioning, product, personnel, key questions, and company history — you commit them, and you welcome being tested on them.
- Excellent written and verbal communication, including executive-level materials and business cases.
- Executive presence: credibility, composure, and command with senior retail buyers.
- Willingness and ability to travel up to 4
for prose. We need to parse the posting. Key sections: - About The Role: description of role (multiple paragraphs). Should go under About the role heading. - Responsibilities: The "What You Will Do…" section lists responsibilities. Also earlier "About The Role" includes responsibilities but we can treat that as About the role. The "What You Will Do…" is basically responsibilities. We'll put under Responsibilities heading. - Requirements/Qualifications/Skills: The "What We Are Looking For…" includes humility, hungry, smart traits. Then "The Experience Underneath It" lists experience requirements. Also "Genuine AI-GTM fluency." etc. Also "Excellent written and verbal communication..." etc. Also "Willingness and ability to travel up to 40%". Also "Get certified to sell..." etc. We need to split into Requirements, Qualifications, Skills as appropriate. The instruction: use headings for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). We need to decide which content goes where. Likely: - Requirements: maybe the experience requirements (10+ years enterprise selling, fluency in how retailers buy, proven success closing complex deals, etc.) - Qualifications: maybe the traits (humble, hungry, smart) and certifications? Or could combine. - Skills: maybe specific skills like MEDDPICC, Salesforce, AI-GTM fluency, communication, executive presence, travel willingness. But we must not create sections with filler. Must have real specific content. We also have Benefits: listed under "Benefits Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan Restricted Stock Units Flexible Paid Time Off & Holidays Life Insurance Employee Stock Purchase Plan (ESPP)Mentorship Opportunities Training & Development". That's a list. Pay: "Compensation $192,000 - $240,000 OTE". That's specific. Schedule: Not mentioned explicitly; there is travel up to 40% but not schedule. No schedule info. So we should not include Schedule section. We must not include sections like About Us, Culture, etc. Also remove duplicated lines. We need to preserve all substantive info. Let's extract. First, About The Role paragraph(s). The posting includes: "About The Role Hunt your list: Own a bounded, named list of major retail accounts. Every account is yours to develop; none of it is unlimited territory.Build pipeline through a modern, AI-first outbound motion: deep account research on each retailer's shrink, margin, and operations pressures, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. Convert Your Inbound Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback.Multithread qualified opportunities early across LP, store operations, IT, and the executive suite, and run each one through a mutual close plan. Own Your Customers Be accountable for every retailer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement.Drive all upsell and cross-sell across your installed base: new categories, new use cases, new banners, chain-wide expansion from pilot deployments.Be the commercial escalation point for your retailers, pull in the right internal resources, and own the relationship in person — store visits, headquarters time, executive connects, and the small gestures that keep champions champions. Across All Three Run full-cycle enterprise sales: discovery, business case, pilots and proofs of value, mutual close plans, procurement, and signature.Navigate retail buying processes across loss prevention, asset protection, store operations, IT, merchandising, and executive stakeholders, from the loading dock to the boardroom.Sell a sophisticated technology platform with credibility, including deployments that touch scanners, POS systems, packaging, and embedded software, often alongside hardware partners and SIs.Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts.Apply MEDDPICC to every deal and keep Salesforce current, accurate, and inspectable.Get certified to sell, and stay certified: the playbook, the pitch, pricing, positioning, product, the people, the key questions, and Digimarc's history.Participate fully in the team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, and account planning.Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners. You pull pipeline into the building." Then later "WHY DIGIMARC, WHY NOW?" etc. That's more about company, maybe not needed for role. But we might include some of that as About the role? The instruction: preserve ALL substantive information; do not invent or summarize away detail. However we should remove boilerplate like About Us, Culture, EEO, etc. The "WHY DIGIMARC, WHY NOW?" is about company but could be considered substantive about role? It's more about why join. Might be considered part of About the role? But we already have About the role section; we could include that content there as it's about the role's context. However the instruction says "include a section ONLY when the posting has real, specific content for it". The "WHY DIGIMARC, WHY NOW?" is specific content about the role's context. So we could incorporate that into About the role. But we also have "WHAT SUCCESS LOOKS LIKE?" which is more about expectations; could be part of Responsibilities or maybe a separate section like Expectations but not in allowed headings. Could fold into Responsibilities. We also have "What You Will Do…" which repeats responsibilities. We need to avoid duplication. We'll combine unique points. Let's extract unique responsibilities: From About The Role: - Own a bounded, named list of major retail accounts. - Build pipeline through modern AI-first outbound motion: deep account research on each retailer's shrink, margin, operations pressures; multi-threaded prospecting; personalized outreach. - Convert inbound: partner with SDR on every inbound lead; joint qualification and fast disposition; after first meeting, lead entered as opportunity or DQ'd with explicit written feedback. - Multithread qualified opportunities early across LP, store ops, IT, executive suite; run each through mutual close plan. - Own customers: accountable for every retailer; coordinate with Renewals team for timely renewals; take to close when needs cost justification, business case, executive engagement. - Drive upsell and cross-sell across installed base: new categories, use cases, banners, chain-wide expansion from pilots. - Be commercial escalation point; pull in internal resources; own relationship in person (store visits, HQ time, exec connects, small gestures). - Across All Three: run full-cycle enterprise sales: discovery, business case, pilots/POV, mutual close plans, procurement, signature. - Navigate retail buying processes across LP, asset protection, store ops, IT, merchandising, exec stakeholders. - Sell sophisticated tech platform credibility: deployments touching scanners, POS, packaging, embedded software, often with hardware partners and SIs. - Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts. - Apply MEDDPICC to every deal; keep Salesforce current, accurate, inspectable. - Get certified to sell, stay certified: playbook, pitch, pricing, positioning, product, people, key questions, Digimarc history. - Participate fully in team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, account planning. - Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners; pull pipeline into building. From WHAT SUCCESS LOOKS LIKE?: - Pipeline you built yourself; coverage ahead of number weekly driven by own outbound motion into named retail accounts. - Pipeline generation weekly team discipline. - Inbound that converts: every lead worked with SDR, qualified honestly, real ones multithreaded and moved through process without leaking. - Patch grows itself: every renewal landed on time coordinated with Renewals team; you step in decisively when needs cost justification, business case, or rescue; pilots converted to chain-wide rollouts; upsell and cross-sell landed; LP executives know your face because you visit them. - Retention and expansion in your patch are your numbers. - Rigor in every deal: MEDDPICC on every opportunity, no exceptions; value selling on every deal: outcomes and solutions, not technology; every deal review starts same way — named executive, problem they want solved, timeline, business impact in dollars triangulated across enterprise. - Multithreading required on all deals; close dates monitored on every opportunity; Salesforce tells truth. - Forecast your VP can commit on: you call your number weekly inside 13-week operating cadence — new business and renewals — and you are right. - Signal brought back: field-tested point of view on retail messaging, positioning, and where product market fit strongest, delivered to sales leadership with evidence. These are largely overlapping with responsibilities; we can incorporate as bullet points under Responsibilities. Now Requirements/Qualifications/Skills. From "What We Are Looking For…": - We hire against Lencioni's ideal team player: Humble, hungry, smart. - Humble: share credit with SDRs, renewal reps, SEs, partners, leadership instinctively; bring deals into review wanting them made better, not just admired; disagree openly in room and align completely outside it. - Hungry: bias to action; no account unworked, no lead unqualified, no customer unvisited; measured by bookings and retention and you like it that way. - Smart: people smart; read LP exec, store ops leader, IT architect, CFO, know what each needs to hear. Then "The Experience Underneath It": - 10+ years of enterprise selling experience, including meaningful time selling material business outcomes to Fortune 500 companies, with significant experience selling into retail. - Fluency in how retailers buy: stakeholders, budget cycles, pilot-to-production path, operational realities of deploying technology across stores at scale. - Proven success closing complex, six- and seven-figure enterprise deals with senior retail stakeholders. - Demonstrated ability to build pipeline from greenfield: opened accounts with no installed base and made the number. - Track record of owning and growing installed-base revenue: renewals, upsell, cross-sell, pilot-to-rollout expansion, with customer relationships to prove it. - Deep command of MEDDPICC or an equivalent qualification framework. - Fluency in Salesforce-driven forecast and pipeline management, and comfort inside a weekly forecast cadence with real accountability. - Ecosystem fluency: understand players inside retailer's organization and around it — scanner and firmware providers, POS and hardware vendors, software platforms, SI partners — and how deals actually move through them. - Genuine AI-GTM fluency: comfortable operating in an AI-first revenue stack: role-play and certification tools like Hyperbound, conversation intelligence like Gong, forecasting platforms like Aviso, and agents running research and follow-up. AI-first in own workflow, using it to understand each retailer's business drivers faster and deeper than competition. - Willingness to earn it: get certified to sell before you sell. Playbook, pitch, pricing, positioning, product, personnel, key questions, and company history — you commit them, and you welcome being tested on them. - Excellent written and verbal communication, including executive-level materials and business cases. - Executive presence: credibility, composure, and command with senior retail buyers. - Willingness and ability to travel up to 4