Key Account Executive (Accounts $50 million - $1 billion) - Western US
Rithum, San Diego, CA, United States
Overview
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 that enables growth, optimizes operations across channels, scales product offerings, and enhances margins.
Key Account Executive – Core Sales (Brands) As a highly strategic Hunter on our Core Sales team for Brands products, you will acquire new clients and expand Rithum’s presence across global commerce ecosystems. This role is designed for a disciplined, high‑energy sales professional who thrives on prospecting, pipeline creation, and winning new logos.
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
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.
Must be located in Pacific or Mountain U.S. time zones.
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 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. We are guided by a transparent culture and accessible, approachable leadership, offering career opportunities aligned to your ambitions and talents. We provide resources to support you and your families, including comprehensive benefits and wellness plans.
At Rithum You Will
Partner with 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.
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Key Account Executive – Core Sales (Brands) As a highly strategic Hunter on our Core Sales team for Brands products, you will acquire new clients and expand Rithum’s presence across global commerce ecosystems. This role is designed for a disciplined, high‑energy sales professional who thrives on prospecting, pipeline creation, and winning new logos.
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
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.
Must be located in Pacific or Mountain U.S. time zones.
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 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. We are guided by a transparent culture and accessible, approachable leadership, offering career opportunities aligned to your ambitions and talents. We provide resources to support you and your families, including comprehensive benefits and wellness plans.
At Rithum You Will
Partner with 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.
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