Senior Strategic Account Executive (Accounts 1 billion+) - Rithum

About Rithum

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 for brands and retailers, enabling them to accelerate growth, optimize operations across channels, scale product offerings, and enhance margins.

Today, more than 40,000 companies trust Rithum to grow their business across hundreds of channels, representing over $50 billion in annual GMV.

Overview

As a Senior Strategic Account Executive, you own the development and growth of a portfolio of assigned strategic accounts within your designated region. You build and execute strategic sales plans, develop trusted relationships with senior executives and key stakeholders, and identify opportunities to expand Rithum's value across complex client organizations. You are accountable for meeting or exceeding financial targets by leading consultative, value-based sales engagements and securing high-value, multi-year software and services agreements.

In this role, you will leverage AI and data-driven insights to strengthen account strategy, identify opportunities, improve sales effectiveness, and deliver impactful client engagements.

Responsibilities

Strategic Account Growth

• Develop and execute account plans aligned to client priorities, commerce strategies, and growth objectives.
• Meet or exceed sales targets by identifying, developing, and closing software and services opportunities.
• Expand Rithum’s footprint across client brands, business units, geographies, channels, marketplaces, and capabilities.
• Build qualified pipeline by identifying whitespace and new opportunities within assigned accounts.

Executive & Value-Based Selling

• Build trusted, multi-threaded relationships with senior executives and key stakeholders.
• Understand client priorities and position Rithum’s capabilities against business outcomes.
• Lead consultative, value-based conversations and develop compelling business cases.
• Navigate complex buying groups and build consensus across decision-makers.

Deal Execution

• Lead complex sales opportunities from discovery through negotiation and close.
• Develop deal strategies addressing client priorities, competitive dynamics, commercial considerations, and barriers to close.
• Lead negotiations across pricing, terms, procurement, legal, security, and other stakeholders.
• Apply the Rithum Way of Selling to opportunity strategy, qualification, progression, and close.

Pipeline, Forecasting & AI

• Maintain a disciplined pipeline and deliver accurate, timely forecasts.
• Maintain high-quality CRM data and use insights to prioritize accounts and opportunities.
• Leverage AI and sales technologies to strengthen research, account planning, client engagement, and productivity.

Cross-Functional Leadership

• Lead cross-functional deal teams to advance opportunities and deliver client value.
• Partner across Client Success, Solutions Engineering, Professional Services, Product, Partnerships, Legal, and Finance.
• Share client, market, and competitive insights with Product and business leadership.

Qualifications

Minimum Qualifications

• 8+ years of B2B software, SaaS, or technology sales experience.
• 5+ years in a closing role selling to strategic or enterprise accounts, or 2+ years selling Rithum solutions to enterprise clients, with proven quota attainment.
• Proven success in a full-cycle quota-carrying role (strategic territory planning, prospecting, developing, and closing complex 6-figure transactions with a minimum $100k deal size).
• Consistent recent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment.
• Demonstrated success developing and growing strategic accounts through expansion, cross-sell, upsell, or new use cases.
• Experience leading complex sales cycles involving senior executives, multiple stakeholders, and commercial negotiations.
• Mastery of structured, value-based sales methodologies (e.g., MEDDICC, Challenger, SPIN, Miller Heiman, Value Selling, Solution Selling).
• Demonstrated ability to build pipeline through self-generated outbound prospecting with measurable activity standards (e.g., 40–60+ daily touchpoints).
• Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo).
• Demonstrated ability to leverage AI, data, and modern sales technologies to improve sales effectiveness.
• Ability to operate independently and travel up to 25%.

Preferred Qualifications

• 10+ years of B2B SaaS, software, or technology sales experience.
• Experience selling enterprise commerce, e-commerce, marketplace, retail technology, or related solutions.
• Experience selling to large brands, retailers, manufacturers, or enterprises with complex buying environments.
• Experience selling integrated solutions across multiple products, capabilities, or services.
• Familiarity with partner- or channel-influenced sales motions.
• Experience positioning data-driven or AI-powered solutions.
• Bachelor’s degree in Business, Marketing, Communications, or a related field.

Compensation & Benefits

• Expected OTE Range: $304,250 - $397,750 per year (base salary plus sales incentive).
• Health Coverage: Medical, dental, and vision benefits with affordable plans and company HSA contributions starting on Day 1.
• Retirement: 6% 401(k) match.
• Paid Time Off: 20 days PTO (increasing with tenure), 9 company holidays, 2 floating holidays, 7 sick days, 2 wellness days, and 1 volunteer day.
• Parental Leave: 12 weeks for primary caregivers and 4 weeks for secondary caregivers.
• Stipends: $65/month remote work stipend for internet.
• Well-being & Development: Access to the Calm app, Employee Assistance Program, tuition assistance, career development opportunities, and charitable donation matching up to $250/year.