Account Executive
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Job Description
Account Executive selling Blue Ridge’s AI-native supply chain intelligence platform to distributors and suppliers. Building complex enterprise SaaS deals, executive business cases, and partner-sourced pipeline.
Responsibilities:
- Build and win complex supply chain sales across mid-market and enterprise accounts
- Own new-business growth in a defined territory
- Work pipeline from Marketing, partners, SDRs, Solutions Consultants, Strategic Success, and self-sourced channels
- Build and execute account plans targeting distributors and suppliers
- Maintain pipeline hygiene and forecast accurately quarter over quarter
- Lead multi-stakeholder sales cycles from discovery and qualification through business case, negotiation, and signature
- Build ROI and business cases grounded in working capital, service levels, and forecast accuracy
- Deliver tailored, value-driven demonstrations alongside Solutions Consultants
- Build and manage joint pipeline with channel and ecosystem partners through sell-with and sell-through motions
- Develop relationships across distribution markets and represent Blue Ridge at industry events, trade shows, and customer gatherings
- Stay current on distribution industry trends
- Advise customers on distributor challenges and connect solutions to measurable outcomes
- Maintain deep command of the Blue Ridge platform, Blu, and its value proposition
Requirements:
- 5+ years of enterprise SaaS sales experience with a track record of meeting or exceeding quota in new-business acquisition
- Experience selling enterprise SaaS into supply chain, including supply chain planning, demand and inventory optimization, order management, procurement, supplier data management, or adjacent supply chain solutions
- Proven ability to run complex, multi-stakeholder sales cycles and build executive-level relationships, including COO, CFO, and VP of Supply Chain
- Ability to build and advance pipeline across Marketing, partner, and self-sourced channels
- Ability to co-sell with partners
- Strong forecasting and pipeline discipline
- Consultative selling skills
- Familiarity with distribution or supply chain operations such as forecasting, inventory, and replenishment
- Distribution industry experience is a plus
- Excellent written, verbal, presentation, and negotiation skills
- Proficiency with Salesforce, AI specific tools, and modern sales engagement tools
- Willingness to travel for customer meetings, industry events, and conferences
- Bachelor's degree or equivalent professional experience
Benefits:
- Competitive base salary plus generous commission with accelerators
- Company-paid Medical, Dental, and Vision coverage for the employee
- 401(k) with company match
- Flexible PTO
- Remote-first culture
- A collaborative and team-oriented environment with no egos
- High-trust team environment
- Customer-first culture
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