Enterprise Account Executive

The Role

Spoiler Alert is seeking a high-performing sales executive to add new CPG brands to its growing, globally-recognized customer base. Spoiler Alert is the market leader in helping CPG manufacturers digitize their discounting strategies for excess and aging inventory. Candidates should have an entrepreneurial spirit and demonstrative experience in selling solutions-based software - ideally within the CPG and grocery retail industries. Our Sales Executives are the front line for net new customer acquisition, so we're looking for a driven, hungry, and creative individual to take our customer base to the next level.

In this role, you will take full ownership of revenue generation activities from new accounts. This includes account-based and persona-specific prospecting, creating and executing account-based strategies, deploying a team-based sales approach, and negotiating contract terms associated with a volume-based SaaS pricing model.

We have a big mission and large market opportunity, and this individual should be passionate about leveraging technology to reduce waste and increase affordable access to products. The ideal candidate will possess an extreme sense of urgency, high degree of intelligence, and an aptitude at navigating multi-stakeholder deals rooted in quantifiable P&L benefits across cost reduction, margin recovery, revenue growth, operational efficiency, and risk avoidance.

Responsibilities

1. Cultivate meaningful leads and relationships with leaders of global food, beverage and CPG brands within their Supply Chain, Sales Operations, and Finance functions.
2. Take full ownership of pipeline generation within an assigned territory of leading CPG brands.
3. Apply a consultative, strategic sales approach to successfully navigate complex sales cycles, knowing when to bring in appropriate Customer Success and Product team members to support deal advancement.
4. Spearhead deal negotiation with prospects' legal and purchasing team, ensuring the right cross-functional stakeholders have been engaged to champion our partnerships, while optimizing for multi-year contracts and customer referenceability.
5. Bring a passion and thorough understanding of food and CPG industry trends to all leadership, management and sales activities, staying keenly aware of market signals, enterprise pricing strategies, and our competitive landscape.
6. Build on go-to-market, growth, and marketing strategies that increase top-of-funnel lead generation and/or (profitably) shorten the overall sales cycle.
7. Provide ongoing feedback and insights on sales motions, GTM processes and marketing materials to enhance effectiveness and efficiency.
8. Collaborate with the Customer Success team on account transitions and establish clear expectations with prospects on the optimal service model and expected value drivers.
9. Articulate a volume-based SaaS pricing model and work with sales leadership to navigate and iterate on contract elements related to term, fee structure, and volume expectations.
10. Provide ongoing visibility to the state of your pipeline and voice of prospects, including competitive dynamics, new market opportunities, and solution enhancement insights.
11. Develop and achieve quarterly revenue targets and forecasts for new customer acquisition, with routine pipeline reporting for internal audiences and aligned to company-wide OKRs.

Qualifications

1. 5+ years of work experience in software and technology industries.
2. 2+ years of exceeding individual quota for net new customer acquisition within the Enterprise segment specifically (fostering relationships with and selling into C-suite and VP-level at Fortune 2000 companies and independently negotiating 6- and 7-figure multi-year contracts).
3. Ability to develop and execute strategic sales plans to penetrate within enterprise accounts, including identifying key decision-makers, building relationships, and navigating organizational structures.
4. Proficiency in understanding and articulating a quantitative-heavy value proposition, including the ability to interpret and communicate metrics, ROI calculations, and other data to demonstrate value to clients.
5. Strong ability to understand both the technical aspects of a SaaS product and accompanying professional services, as well as the ability to effectively communicate its value proposition and features to technical and non-technical audiences.
6. Exceptional communication skills (written and verbal) with an ability to work as a team player, build trust, and have empathy across all levels of an organization.
7. Strong proficiency with G Suite, familiarity with business productivity applications (Zoom, Slack, HubSpot CRM), and a high level of comfort and willingness to get up to speed with new technology.
8. Willingness to travel domestically for conferences, events, and customer meetings (expected to be 1-2 per quarter).

Preferred Qualifications

1. 2+ years selling in the CPG industry (particularly supply chain, distribution and retail).
2. 2+ years of sales or business development experience with a fast-paced, high-growth B2B software company (SaaS, ecommerce, or trade promotion management).
3. Experience dealing with individuals in Sales Operations, Supply Chain, and/or Finance roles.
4. Familiarity with inventory management, trade promotion, e-commerce, and analytics tools.

About Spoiler Alert

Spoiler Alert is a Boston-based software company helping perishable CPG brands manage excess and slow-moving inventory. Working exclusively at the manufacturing plant or distribution center level, Spoiler Alert offers a best-in-class B2B sales platform that enables food & beverage brands to manage their liquidation processes across a private network of discount retailers and nonprofit channels - with a heavy focus on maximizing value recovery, strengthening customer relationships, and increasing the effectiveness of supply chain managers tasked with handling these typically manual sales processes. Founded by alumni of MIT, Spoiler Alert works with some of the world's largest brands, including Campbell's, Danone, HelloFresh, KeHE Distributors, and Kraft Heinz, along with a growing network of discount channels committed to increasing affordable food access.

While we care deeply about our customers' financial and operational improvements, our team's hearts and minds are motivated by the impact our work has in addressing some of the largest environmental and social opportunities of our generation - at the intersection of food waste, resource deficiency, climate change, affordable nutrition, and hunger. We couldn't be more excited to be combining critical technology breakthroughs - including workflow automation, augmented intelligence, wholesale ecommerce, traceability, and supply chain management - to an industry that is so critical for daily life.

Born out of MIT in 2015, Spoiler Alert is headquartered in Boston's Back Bay neighborhood and is backed by some of the nation's leading food, agriculture, and supply chain investors. For more about Spoiler Alert, visit spoileralert.com or our social channels: Twitter & LinkedIn.

Benefits

Spoiler Alert is committed to providing equal employment opportunities for all applicants and employees. We offer a remote-first work environment, with the flexibility to work remotely or in-person from our Boston headquarters. Employee benefits include the following:

1. Competitive salary and stock option packages.
2. Subsidized health, dental, and vision insurance plans.
3. Flexible spending and dependent care accounts.
4. Climate-focused, pre-tax 401(k) and post-tax Roth 401(k) options.
5. 12-16 weeks of paid parental leave + flex return to work.
6. 15+ company holidays, including an EOY rest week.
7. 20 vacation days and 10 sick days per year.
8. Flex Fridays (no meetings after 2PM).
9. Paid volunteer outings and civic engagement leave.
10. Learning & career development stipends.
11. Home office stipend.
12. $500 FSA employer contribution.
13. Spoiler Alert believes that everyone should be compensated fairly and equitably. We set our salary ranges using compensation data from startups at our stage. The salary range for this position is $110,000-130,000 base and $240,000-260,000 OTE. Pay will be determined based on our assessment of your level and is not determined by location.

We are a diverse team committed to a safe and inclusive work environment, free of discrimination based on race, color, religion, sex, gender identity or expression, sexual orientation, genetics, national origin, ancestry, age, medical condition, mental or physical disability, handicap or veteran status, or marital status.

Please note that applicants should be authorized to work in the United States or Canada. Though we are interested in every qualified candidate, we are unable to offer visa sponsorship at this time.