Account Executive

Mid-Market Account Executive, Scrunch Department: Sales
Location: Salem
Employment Type: FullTime
About Scrunch Scrunch (a Sitecore company) is helping businesses navigate one of the most significant shifts in digital marketing since the birth of search.
As consumers increasingly rely on AI-powered discovery platforms to find information, brands are facing a new challenge: understanding how they appear, perform, and influence outcomes inside AI-generated experiences. Scrunch provides organizations with the visibility, insights, and intelligence required to succeed in an AI-first discovery landscape. We are building a category-defining company and helping marketing leaders, digital teams, agencies, and executives understand how AI is reshaping customer engagement, brand visibility, and growth.
About the Role As an Account Executive at Scrunch, you will own the entire mid-market customer acquisition process from prospecting through close. This is a true full-cycle sales role. You will identify opportunities, create pipeline, run consultative discovery, develop business cases, manage evaluation processes, and close new business. You will sell directly to Marketing, Digital, SEO, Content, Demand Generation, Ecommerce, and Executive leadership teams that are navigating the impact of AI on customer discovery and brand visibility. This role is ideal for a highly motivated new-business seller who enjoys building pipeline, shaping customer strategy, and helping define a rapidly emerging market category. You will work closely with Marketing, SDRs, Product, Customer Success, and Leadership while helping shape Scrunch's commercial go-to-market motion.
What You'll Do Own the Full Sales Cycle
Prospect, qualify, progress, and close new business opportunities

Manage opportunities from initial outreach through contract execution

Consistently exceed pipeline and revenue targets

Execute disciplined forecasting and opportunity management

Build Pipeline
Generate pipeline through outbound prospecting, referrals, partnerships, and customer introductions

Partner closely with SDRs to maximize territory coverage and conversion

Develop and execute territory and account plans

Create executive-level engagement strategies for target accounts

Lead Consultative Discovery:
Understand business priorities, growth objectives, and customer engagement challenges

Engage marketing, digital, content, SEO, ecommerce, and executive stakeholders

Translate technical AI visibility insights into business outcomes

Build compelling business cases tied to measurable customer impact

Manage Complex Buying Cycles
Navigate multiple stakeholders and decision makers

Develop champions and executive sponsors

Drive evaluation and procurement processes

Lead negotiations and successfully close opportunities

Contribute to Growth
Deliver market feedback to Product and Leadership

Help refine messaging, positioning, and competitive differentiation

Share best practices that improve sales performance across the team

Act as a market expert on AI-first discovery and digital visibility

What You'll Bring Required
Proven success in net-new business acquisition

Demonstrated track record of meeting and exceeding quota

Experience managing full sales cycles from prospecting through close

Strong consultative selling skills

Excellent presentation and communication abilities

Ability to engage decision makers up to the executive level

Strong business acumen and problem-solving skills

High levels of accountability, grit, and ownership

Preferred
4-8+ years of SaaS sales experience

Experience selling MarTech, AdTech, SEO, Analytics, Digital Experience, Content, or AI solutions

Experience selling to marketing organizations

Understanding of SEO, content marketing, digital marketing, or customer experience technologies

MEDDIC or similar qualification methodology experience

Startup or high-growth company experience

Agency ecosystem familiarity

Work Location This role is based near our Salem, NH office and requires regular in-office attendance. Candidates must be within a commutable distance of the Salem office and able to work onsite 3 days per week
Sitecore is proud to be an equal opportunity workplace. We are committed to equal employment opportunity without unlawful regard to race, colour, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, veteran status or any other local legally protected characteristic.

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