Key Account Executive (Accounts $50 million - $1 billion) - Eastern US

New Logo Acquisition

Prospect and acquire net-new key clients across priority verticals and strategic accounts.

Build and manage a robust pipeline through disciplined outbound activity and self-generated opportunities.

Drive the full sales cycle from initial outreach through close in complex mid-market & enterprise environments.

Pipeline Creation & Prospecting Discipline

Maintain a consistent cadence of outbound prospecting including calls, emails, outreach, and targeted account engagement.

Own weekly pipeline generation targets and activity metrics.

Conduct discovery conversations that uncover business problems tied to commerce growth and operational efficiency.

Value Based Selling

Position Rithum’s platform as the central infrastructure enabling brands and retailers to scale marketplace and digital commerce operations.

Adeptly adopt the Rithum Way of Selling model.

Engage executive stakeholders and decision makers with clear value articulation.

Lead complex sales motions involving cross-functional stakeholders and long sales cycles.

Strategic Account Targeting

Identify and pursue high-value mid-market & enterprise prospects aligned to Rithum’s ideal client profile.

Build account strategies that leverage marketplace expansion, channel orchestration, and data intelligence capabilities.

Deal Execution

Manage opportunities through a disciplined sales methodology and deal inspection cadence.

Collaborate with internal stakeholders including sales engineering, product, services, and leadership to advance opportunities.

Maintain accurate pipeline visibility and forecast integrity.

Qualifications

• 5+ years of B2B SaaS or technology field sales experience in a closing role, focused on new logo acquisition with national key accounts ($50M–$1B+ revenue).
• Proven success managing 6+ month sales cycles, including procurement, legal, and compliance processes.
• Documented history of closing $50K+ ACV deals, including multi-year contracts; closing $75k+ ACV deals preferred.
• Consistent recent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment.
• Strong hunter mindset, with resilience and persistence in competitive environments and accountability for pipeline creation.
• Mastery of structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) with evidence of pipeline progression and forecast accuracy.
• Experience engaging C-suite and senior executive stakeholders to build consensus and close complex new-logo deals.
• Strong deal strategy and negotiation skills, including pricing, ROI justification, and defending business cases with executives.
• Ability to manage 10+ concurrent opportunities while balancing prospecting, deal progression, and strategic follow-up.
• Exceptional executive communication and presence, including clear, persuasive verbal and written communication.
• Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) for pipeline, activity, and conversion tracking.
• Experience selling complex platforms or solution offerings in multi-stakeholder environments.