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

About the role

As a Key Account Executive, you are a highly strategic Hunter on our Core Sales team for our Brands products. responsible for acquiring new clients and expanding Rithum's presence across global commerce ecosystems. This role is designed for a disciplined, high-energy sales professional who thrives on prospecting, creating pipeline, and winning new logos. The successful candidate will build meaningful relationships with Core Sales (mid-market & enterprise) brands and retailers while positioning Rithum as the operational backbone enabling scalable marketplace and commerce growth. At Rithum, we believe growth begins with disciplined inputs. Hunters are expected to generate their own pipeline, execute structured outreach, and maintain a consistent cadence of prospecting activity that fuels predictable revenue outcomes. Successful Hunters at Rithum demonstrate consistent creation of high-quality pipeline, acquisition of strategic new logos, strong engagement with C-suite & executive buyers, ability to run complex, value-based mid-market & enterprise sales cycles, and reliable execution of disciplined prospecting routines. At Rithum, Hunters are not order-takers. They are builders of opportunity. If you thrive on creating pipeline, engaging executive buyers, and winning new logos through disciplined execution, this is the role for you!

Responsibilities

• 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.
• 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.

Requirements

• 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.
• Demonstrated ability to build pipeline through self-generated outbound prospecting, with measurable activity standards (e.g., 40-60+ daily touchpoints, 10+ qualified meetings per month).
• 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.
• Proven ability to sell complex platforms or solution offerings in multi-stakeholder environments.
• 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 1

Additional Information

Rithum™ is the world's most trusted commerce network, accelerating how brands, suppliers, and retailers work together to deliver seamless e-commerce experiences. We provide an unmatched platform for brands and retailers, enabling them to accelerate growth, optimize operations across channels, scale product offerings and enhance margins. Today, more than 40,000 companies trust Rithum to grow their business across hundreds of channels, representing over $50 billion in annual GMV. Using our commerce, marketing, and delivery solutions, our customers create optimized consumer shopping journeys from beginning to end.

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