Account Executive

Suppli is going after a generational opportunity: becoming the AI-native AR and credit operating layer for the physical economy. Every manufacturer, distributor, wholesaler, and dealer that moves physical goods on trade credit. That's a multi-trillion-dollar working capital system still being run on 30-year-old ERPs, homegrown spreadsheets, and small, overlooked credit teams. No company has established itself as the category leader yet. That window is open right now and it will not stay open forever.

The product side of that equation is already working at a level most Series A/B companies never see:

~$100k ACV
~90-day average sales cycle - fast for a system-adjacent platform
~35% close rate from Stage 2 to closed-won
Net Dollar Retention well north of 120%, with a meaningful number of customers more than doubling ACV between month 12 and 24
$7B+ in open AR flowing through the platform, producing a compounding data advantage that deepens with every account
Proven outcomes: 15% avg DSO reduction, 16% avg past-due AR reduction, 90-day time to value

The macro tailwinds are landing at the same time. In a recent CFO survey, 79% already have AI in production or piloting, 57% are under moderate-to-strong board pressure to move on AI, 92% are willing to shift labor budget to AI tools, and AR automation is the 3rd-highest AI investment priority in finance. We don't need to convince CFOs AI matters. We need to get in front of more of them, faster.

Our sales team has been incredibly lean to-date but our traction (and recent investments in a proprietary AI GTM system, partnerships and marketing) requires us to add elite, full-cycle closers to triple down and take advantage of this momentum.

Why this role exists
Suppli is going after a generational opportunity: becoming the AI-native AR and credit operating layer for the physical economy. Every manufacturer, distributor, wholesaler, and dealer that moves physical goods on trade credit. That's a multi-trillion-dollar working capital system still being run on 30-year-old ERPs, homegrown spreadsheets, and small, overlooked credit teams. No company has established itself as the category leader yet. That window is open right now and it will not stay open forever.

The product side of that equation is already working at a level most Series A/B companies never see:

~$100k ACV
~90-day average sales cycle - fast for a system-adjacent platform
~35% close rate from Stage 2 to closed-won
Net Dollar Retention well north of 120%, with a meaningful number of customers more than doubling ACV between month 12 and 24
$7B+ in open AR flowing through the platform, producing a compounding data advantage that deepens with every account
Proven outcomes: 15% avg DSO reduction, 16% avg past-due AR reduction, 90-day time to value

The macro tailwinds are landing at the same time. In a recent CFO survey, 79% already have AI in production or piloting, 57% are under moderate-to-strong board pressure to move on AI, 92% are willing to shift labor budget to AI tools, and AR automation is the 3rd-highest AI investment priority in finance. We don't need to convince CFOs AI matters. We need to get in front of more of them, faster.

Our sales team has been incredibly lean to-date but our traction (and recent investments in a proprietary AI GTM system, partnerships and marketing) requires us to add elite, full-cycle closers to triple down and take advantage of this momentum.

What You’ll Do
Source and Cultivate Opportunities:

Proactively identify and pursue new strategic business opportunities.
Conduct strategic outbound prospecting through phone calls, emails, in-person field events, and online outreach to generate leads.

Sales Cycle Management:

Manage the complete sales cycle, from initial contact to close, with a focus on meeting or exceeding quarterly sales quotas.
Conduct online demos, create compelling proposals, and showcase Suppli’s value proposition.
Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements.

Territory Planning and Forecasting:

Develop and implement a strategic territory plan to maximize opportunities within the assigned territory.
Maintain accurate pipeline management and contribute to forecasting efforts to ensure goal alignment.

Customer Engagement and Consultation:

Act as a trusted advisor to customers, understanding their needs and recommending Suppli’s solutions.
Collaborate closely with channel partners to enhance customer relationships and drive successful launches.
Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers.

What You Bring
Minimum of 4-9 years of sales experience, with a track record of success in a full cycle quota-carrying capacity.
Bonus if you’ve sold to finance / accounting leaders.
Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing accounts against incumbents.
Effective communication skills, including the ability to build rapport (especially with personas who are not technology native), nurture relationships, and deliver compelling presentations.
Ability to thrive in a dynamic, competitive, and fast-paced startup environment.
Tenacity, drive to learn, and a self-motivated attitude - you run through walls and been described as high motor throughout your career.
Experience with Hubspot, LinkedIn, ZoomInfo & Nooks is a plus.
Knowledge and execution of MEDDICC is preferred.
Ability to work collaboratively with internal teams.
Willingness to travel monthly for customer meetings, presentations, and events.

How we work
Suppli's culture is intense, empathetic, high stakes, and genuinely fun. We move with velocity because the opportunity to build a multi-billion dollar company is up for grabs. But velocity without direction is just chaos, so every fast decision is anchored to impact. We're direct and rigorous in how we evaluate the business and give feedback, and we do it with real care for the people on the other side of the conversation. We hire people who treat their work as a craft, ship things that make the company incrementally better every day, and hold themselves to outcomes, not just effort.

We work 5 days per week in-person at our Austin HQ (E 6th and Comal) and firmly believe this gives us a competitive advantage in terms of speed and collaboration. The opportunity in front of us is truly generational so we’re looking for teammates who are in a place where they can prioritize work the next few years in exchange for building a massive company (and the financial gains that come with doing so) and accelerating their career development. If you’re looking for a comfortable 9-5, order taking role, we won’t be a fit.

Compensation
Top-of-market salary and equity package
Uncapped commission (with accelerators)
Full medical, dental & vision insurance coverage
Monthly wellness stipend
Flexible PTO and parental leave

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