Job Application for Key Account Executive (Accounts $50 million

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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.

Overview

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.

Qualifications

Minimum 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 $100K+ ACV deals, including multi-year contracts.
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 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.
Proven ability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering to close new business.

Preferred Qualifications

Bachelor’s degree in Business, Marketing, Communications, or related field.
Experience selling into commerce, retail technology, marketplaces, or digital ecosystem platforms.
Experience selling into multi-division or decentralized buying environments.
Familiarity with partner- or channel-influenced sales motions.
Experience positioning data-driven or AI-powered solutions.

Travel Required

Up to 50%

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

What it’s like to work at Rithum

When you join Rithum, you can expect to work with smart risk-takers, courageous collaborators, and curious minds.

As part of the Rithum team, you are valued, supported, and included. Guided by a transparent culture and accessible, approachable leadership, we offer career opportunities aligned to your ambitions and talents. To ensure work and life balance works for you, we also offer an array of resources to support you and your families, including comprehensive benefits and wellness plans.

At Rithum you will:

Partner with the leading brands and retailers.
Connect with passionate professionals who will help support your goals.
Participate in an inclusive, welcoming work atmosphere.
Achieve work-life balance through remote-first working conditions, generous time off, and wellness days.
Receive industry-competitive compensation and total rewards benefits.

We believe in transparency and fairness in our compensation practices.

For this position, the expected OTE range is: $200,000-$275,000 per year.

This range represents a base salary plus sales incentive for the role across all U.S. locations and is determined based on market data, internal equity, and experience.

Final compensation may vary depending on geographic location, skills, and relevant experience. In addition to base salary and sales incentive, we offer a comprehensive benefits package.

Benefits

Medical, dental and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1
A 6% 401(k) match
Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service PTO increases to 22 days, and at 5 years it increases to 25 days
12 weeks primary caregiver leave & 4 weeks secondary caregiver leave
Accident, critical illness, and hospital indemnity insurance
Pet insurance
Legal assistance and identity theft insurance plans
Life insurance 2x salary
Access to the Calm app and the Employee Assistance Program
$65/month Remote work stipend for internet
Culture and team-building activities
Tuition assistance
Career development opportunities
Charitable contribution match up to $250 per year

Rithum is an equal opportunity employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other protected characteristic. All employment is decided on the basis of qualifications, merit, and business need.

We're committed to providing reasonable accommodations in accordance with the law for qualified applicants. If you require assistance during the interview process due to a medical condition or need support accessing our website or completing the application process, please reach out to us by completing the Accommodations Request Form. Your comfort and accessibility are important to us, and we're here to ensure a seamless experience as you explore opportunities with our team.

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Have you spent 5 or more years in a B2B SaaS or technology field sales closing role — with that experience being current or within the last 3 years — where you were personally responsible and measured on winning net-new business, not account management, renewal, or expansion?

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Have you closed deals with an ACV of $100,000 or more, including multi-year contracts, within the last 3 years?

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In the last year, have you personally managed and closed sales cycles of 6 months or longer that included procurement, legal, and compliance stakeholders — not just the business buyer?

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Have you hit 100% or more of quota for at least 4 consecutive quarters in a role where your pipeline creation, activity, and forecast accuracy were tracked and visible to your manager?

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In your most recent closing role, were the majority of your target accounts national enterprises with $50M or more in annual revenue, and were you the primary AE of record, not a co-seller or overlay?

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Are you able and willing to travel up to 50% of the time, including overnight travel, beginning within the first 15 days of this role?

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List your quota and attainment for the last 4–6 quarters. Dollar amounts and percentages. Brief context only if a quarter was significantly off.

What is your typical ACV range, and what is the largest deal you have personally closed? One sentence each.

Roughly what percentage of your pipeline in the last year came from your own outbound prospecting versus inbound leads or SDR support?

If you have experience selling into commerce, retail technology, marketplaces, or digital platforms, briefly describe the context.

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

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