Senior Enterprise Account Executive - Grocery & CPG
**Industry:** SaaS / Loyalty \& Rewards / Grocery / Consumer Packaged Goods (CPG)
**THE COMPANY**
IOU is an innovative loyalty and rewards platform designed to transform how consumers engage with the brands they purchase every day.
Our platform enables consumers to earn and redeem IOU, participate in promotions, receive personalized rewards, and engage directly with brands beyond the initial purchase. For brands, IOU provides a powerful way to increase consumer engagement, drive repeat purchases, gain valuable customer insights, and build stronger long\-term relationships with their customers.
We are particularly focused on companies operating within the grocery, consumer packaged goods (CPG), food and beverage, and two\-step distribution channels, where manufacturers and brands often have limited direct visibility into the consumers ultimately purchasing their products.
**THE OPPORTUNITY**
We are looking for an experienced enterprise SaaS sales professional with deep grocery and CPG industry experience, established industry relationships, and a proven track record of personally sourcing and closing business.
This is not a traditional SaaS sales role where you will spend your first several months learning the industry and building a network.
We are specifically looking for someone who already understands the grocery and CPG ecosystem, has established professional relationships within the industry, and can begin generating qualified opportunities shortly after joining IOU.
The ideal candidate has successfully sold SaaS, technology, marketing technology, loyalty, data, retail technology, or similar solutions to companies operating within the grocery and CPG environment.
You should understand how manufacturers, brands, brokers, distributors, wholesalers, and retailers interact and be comfortable selling to senior executives and key decision\-makers.
Most importantly, we are looking for someone with a demonstrated history of turning relationships and prospecting activity into qualified opportunities and closed recurring revenue.
**WHAT YOU'LL DO**
* Leverage your existing grocery and CPG industry relationships to develop qualified sales opportunities for IOU.
* Identify and pursue manufacturers, brands, distributors, wholesalers, brokers, and other organizations operating within the grocery and CPG ecosystem.
* Own the complete enterprise sales cycle from prospecting and first contact through discovery, product demonstration, proposal, negotiation, closing, and transition to onboarding.
* Build and maintain a strong pipeline of qualified net\-new business through existing relationships, referrals, outbound prospecting, conferences, trade shows, and other business development activities.
* Conduct discovery meetings to understand each prospect's distribution model, consumer engagement strategy, loyalty initiatives, marketing objectives, and business challenges.
* Clearly communicate the IOU value proposition and demonstrate how our platform can help brands increase consumer engagement, strengthen loyalty, encourage repeat purchases, and establish a more direct relationship with consumers.
* Build compelling business cases and proposals, navigate multiple stakeholders, address objections, negotiate commercial terms, and consistently move qualified opportunities toward a close.
* Maintain accurate CRM records, sales activity, forecasts, next steps, expected close dates, and revenue projections.
* Consistently meet or exceed quarterly and annual revenue goals while collaborating with Customer Success, Operations, Product, and company leadership to support successful onboarding and long\-term customer relationships.
**WHAT WE'RE LOOKING FOR**
**Grocery \& CPG Industry Experience**
* 5\+ years of successful B2B sales experience, with significant experience selling SaaS, technology, marketing technology, loyalty, data, retail technology, or comparable solutions.
* Direct experience selling into grocery, CPG, food and beverage, or related two\-step distribution industries.
* Strong understanding of the relationships between manufacturers, brands, distributors, wholesalers, brokers, retailers, and consumers.
* An established professional network within the grocery and/or CPG industry that can be leveraged to begin developing qualified conversations and opportunities early in your tenure.
* Existing professional relationships with executives and decision\-makers at relevant brands, manufacturers, distributors, retailers, or other grocery/CPG organizations.
**Proven Sales Performance**
* A documented history of meeting or exceeding sales quotas and revenue targets.
* Proven ability to personally source and close significant net\-new business.
* Ability to provide specific examples of quota attainment, revenue generated, deal sizes, sales cycles, and accounts closed.
* Experience managing the entire sales cycle rather than simply generating leads and handing opportunities to another salesperson.
**Enterprise Sales Capability**
* Strong discovery, presentation, negotiation, and closing skills.
* Ability to sell strategically to senior executives and clearly communicate business value and ROI.
* Experience navigating complex B2B organizations involving multiple stakeholders and decision\-makers.
* Strong consultative selling skills with the ability to uncover business challenges rather than simply demonstrate product features.
* Ability to create urgency and advance opportunities while maintaining credibility and strong prospect relationships.
* Strong pipeline management, account planning, forecasting, and CRM discipline.
* Comfortable selling both virtually and in person.
**Additional Qualifications**
* Entrepreneurial mindset and experience working in a startup, early\-stage, or rapidly growing organization.
* Self\-directed, highly accountable, and comfortable operating in an environment where processes may still be evolving.
* Strong written and verbal communication skills.
* Proficient with CRM and modern sales tools such as Salesforce or equivalent platforms, LinkedIn, Microsoft Office, Zoom, and sales prospecting technologies.
* Experience selling loyalty, rewards, consumer engagement, CRM, marketing technology, retail technology, promotions, customer data, or analytics solutions is highly desirable.
* Experience using a recognized enterprise sales methodology such as MEDDIC or MEDDPICC is a plus.
**COMPENSATION \& EARNINGS POTENTIAL**
We believe exceptional sales performance should be exceptionally rewarded.
* $100,000 base salary
* Target total compensation (OTE): $200,000
* Uncapped commission with accelerators for exceeding quota
* President's Club and additional recognition for exceptional performance
* Potential equity participation for exceptional candidates
At target performance, total annual cash compensation is approximately $200,000\+, with significant additional earnings potential for overachievement.
Commission is primarily based on first\-year contracted recurring revenue from qualifying new customers personally closed, subject to the company's Sales Compensation Plan.
Our philosophy is simple: create substantial recurring revenue for IOU, and you should have the opportunity to earn substantial compensation.
**BENEFITS**
* Medical
* Dental
* Vision
* 401(k) with employer match
* Paid Time Off
Some travel is required for customer meetings, conferences, trade shows, and other industry events.
**APPLICATION QUESTIONS**
**1\. Grocery \& CPG Experience**
How many years have you sold SaaS, technology, or related solutions specifically within the grocery, CPG, food and beverage, or two\-step distribution industry? Please briefly describe the types of companies you sold to.
**2\. Industry Relationships**
Describe your professional network within the grocery and CPG industry. What types of manufacturers, brands, distributors, wholesalers, brokers, retailers, and decision\-makers do you currently have established professional relationships with?
**3\. Proven Sales Results**
What were your annual quota and actual sales results during each of your last two sales roles? Please include approximate revenue closed, percentage of quota achieved, and average deal size.
**4\. Personally Sourced Business**
Approximately what percentage of the business you closed in your most recent sales role came from opportunities you personally sourced versus inbound leads or company\-provided opportunities?
**5\. Closing Experience**
Provide an example of a significant account you personally sourced and closed. Please include how you developed the opportunity, approximate contract value, length of the sales cycle, and your role in closing the business.
**6\. Immediate Pipeline Development**
If you joined IOU today, how would you generate your first 10 qualified grocery/CPG opportunities?
**HOW TO APPLY**
Please submit your resume and responses to the application questions above.
IOU is an equal opportunity employer.
Pay: $100,000\.00 \- $200,000\.00 per year
Work Location: Remote