Account Executive

Overview

Everyone has their own journey. For Greg and Joanne Starkman, their path was illuminated by their love for family, health and beauty for people and the planet. When the seasoned beauty professionals were learning to navigate busy careers and raising a family with a special-needs daughter, the most memorable advice they received was, “trust your inner sense."
Fueled by passion, personal purpose and a call to service, the visionary couple founded Innersense Organic Beauty in 2005, bringing the highest quality organic ingredients and pure actives to professional hair care.
Innersense Organic Beauty is an award-winning global leader in hair care with a complete range of safe, sustainable, and cruelty-free products that deliver pure performance and salon-quality results. As a B-Corp certified company, Innersense is committed to a path of integrity, transparency, and well-being for people and the planet.
Position

Account Executive
The Account Executive role is designed to strengthen Innersense’s long-term salon partnerships by bridging the gap between new business acquisition and sustained customer retention. This position leads relationship management for a strategic portfolio of salon partners and drives consistent onboarding, engagement, retention, and account expansion through proactive, consultative customer management.
Portfolio & Success Metrics

Each Account Executive is assigned a defined customer portfolio (“region”) of approximately 150 accounts. This customer portfolio remains static for a 12-month cycle to ensure consistency, relationship depth, and measurable year-over-year progress. Portfolio assignments are reviewed annually and may be adjusted based on business needs, capacity, and performance.
The Account Executive owns the customer journey and growth strategy for their assigned portfolio—ensuring strong retention, satisfaction, and expansion—while serving as a key connector between Sales Acquisition, Business Development, Customer Success, and cross-functional partners.
Top 5 Priorities for this Role

Protect and grow a defined portfolio of ~150 salon partners , ensuring retention, satisfaction, and long-term loyalty.
Own onboarding excellence , high-touch nurturing of newly opened accounts through their first 6–12 months to accelerate adoption and reorder cadence.
Drive expansion within assigned accounts

through consultative selling, upsell/cross-sell strategy, and proactive account planning.
Lead Quarterly Business Reviews (QBRs)

and customer health measurement, ensuring strategic alignment, KPI visibility, and actionable growth plans.
Serve as an internal voice of the customer , sharing insights with Sales and cross-functional partners to strengthen customer experience and performance.
What Winning Looks Like

(Success Metrics)
The Account Executive is expected to deliver measurable results across retention, growth, engagement, and customer adoption. Success is defined by:
Retention Rate:

Maintain 95% retention across assigned customer portfolio
Portfolio Growth:

Drive 20% increase in sales volume within assigned portfolio
Reorder Cadence:

Establish and maintain a goal of monthly ordering behavior across customer book
Program Adoption:

Drive full integration into Innersense brand offerings, including:
New Product Launch
Seasonal Campaign Buy-in
Education participation and engagement
Affiliate activity and brand advocacy
Quarterly Business Reviews (QBRs):

Top 50 accounts are non-negotiable — QBRs must be completed each quarter, with documented outcomes, action plans, and next steps
Key Responsibilities

Own a defined portfolio (“region”) of approximately 150 customers as the primary relationship manager.
Segment accounts and prioritize engagement to ensure the right level of support for high-value and high-opportunity customers.
Maintain a structured touch cadence across the portfolio, ensuring customers are consistently nurtured and supported.
Track retention, satisfaction, and growth indicators across the portfolio and create proactive plans to protect and expand revenue.
Maintain a forward-looking pipeline of expansion opportunities within assigned accounts.
Onboarding & New Business Nurturing

Partner with the New Business Development (NBD) team to deliver seamless onboarding and relationship continuity for new accounts.
Provide structured support for new customers throughout the first 6–12 months and beyond.
Ensure adoption of key programs and education pathways that support long-term success.
Proactively identify opportunities to increase ordering velocity and deepen customer commitment.
Strategic Account Development

Lead QBRs and strategic customer conversations with key accounts, focusing on:
KPI performance
Expansion opportunities
Identify risks early and create plans to retain customers and protect revenue.
Provide brand and industry insights that elevate the professionalism and value of the customer relationship.
Cross-Functional Collaboration

Partner with Marketing, Product, Education, and Operations to address customer needs and ensure service excellence.
Share customer feedback and insights to inform campaigns, product positioning, and improvements to the client experience.
Act as a resource for escalated customer needs and ensure resolution pathways are clear and timely.
Model best practices for consultative selling, onboarding discipline, and proactive customer engagement.
Support knowledge-sharing and training for the broader Account Executive team as the function matures.
Serve as a mentorship touchpoint for advanced account strategy and customer partnership excellence.
Other duties as assigned
Minimum Cadence Expectations

To ensure consistent partnership, visibility, and proactive retention, the Account Executive is expected to maintain disciplined customer engagement across the portfolio:
Monthly Coverage Requirement:

The AE must touch a minimum of 90% of assigned accounts each month through structured outreach (email, phone, text, video, or virtual meeting).
Tiered Engagement Approach:

Customer touchpoints should follow a tiered strategy to ensure high-value accounts receive deeper engagement while maintaining strong overall coverage.
Documentation Discipline:

Touchpoints and outcomes must be tracked in CRM/Netsuite to ensure visibility, continuity, and account planning integrity.
Skills and Qualifications

3–5+ years of relationship-based B2B sales or account management experience, ideally within beauty, haircare, or professional products.
Proven success managing a portfolio and driving retention and expansion.
Strong consultative selling skills and comfort leading customer business conversations.
Excellent written and verbal communication skills, with ability to influence and build trust.
Strong organizational skills with attention to detail and ability to manage competing priorities.
Analytical mindset: ability to interpret customer trends and translate data into action.
Passion for helping others succeed; curiosity and growth mindset.
This is a regular, full-time, salaried,

remote

position.
Target Salary Based on Experience
The standard range for this position is $60,000 - $70,000 per year, plus $20,000 bonus.
Compensation offered will be determined by factors such level, job-related knowledge, skills, experience, and competitive bonus achievement. Certain roles may be eligible for variable compensation and benefits.
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Innersense Organic Beauty offers a generous benefits package that includes: Competitive Compensation, Medical, Dental, Vision, Parental Leave, Flexible Spending Accounts, 401k program with match, Paid Time Off (including holidays and Volunteer Days), and Life Insurance for all eligible employees. Applicants must be at least 18 years old to apply.
Innersense Organic Beauty is an equal opportunity employer. We value a culture of inclusion and diversity within our workforce and are committed to maintaining a workplace free from prohibited employment conduct, including discrimination or harassment based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, race, and any other characteristic protected by State and Federal law.
We thank you for your interest in a career opportunity with Innersense Organic Beauty. Due to high volume, only those applicants selected for an interview will be contacted.

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