The Enterprise Account Executive – Protein Solutions is a senior, individual-contributor role responsible for owning and expanding a portfolio of complex, enterprise-level accounts. This role is designed for experienced SaaS sales professionals who excel in consultative, value-based selling and thrive in environments requiring strategic thinking, operational understanding, and executive-level engagement.

The role focuses on driving net-new annual recurring revenue (ARR), expanding existing enterprise relationships, and positioning solutions as mission-critical platforms within customer operations. Success requires navigating multi-year sales cycles, engaging cross-functional buying committees, and aligning solutions to core operational and financial outcomes.

Key Responsibilities
 

Enterprise Revenue Ownership

• Own a defined enterprise territory or account segment with full responsibility for ARR growth, pipeline development, and forecast accuracy.
• Drive net-new logo acquisition and expansion revenue within existing enterprise accounts.
• Consistently achieve or exceed quarterly and annual ARR targets.

Strategic Account Management

• Develop and execute multi-year account strategies aligned to customer business priorities and operational objectives.
• Build executive-level relationships across operations, supply chain, finance, IT, and C-suite stakeholders.
• Lead executive business reviews, value realization discussions, and long-term growth planning.

Consultative, Value-Based Selling

• Conduct deep discovery to understand customer workflows, operational challenges, and financial drivers.
• Translate customer needs into differentiated solution positioning and ROI-driven value propositions.
• Present complex solutions clearly and persuasively to technical and non-technical audiences.

Complex Deal Leadership

• Manage complex, multi-stakeholder enterprise sales cycles from discovery through contract execution.
• Partner cross-functionally with pre-sales, product, legal, finance, and services teams to structure and close deals.
• Lead negotiations, pricing strategy, and deal governance in alignment with enterprise sales standards.

Market & Pipeline Development

• Build and maintain a high-quality enterprise pipeline through strategic prospecting, referrals, and industry engagement.
• Identify whitespace and expansion opportunities across customer portfolios.
• Monitor market trends and competitive dynamics to inform sales strategy and positioning.

Operational Excellence

• Maintain accurate forecasting and pipeline hygiene within CRM systems.
• Adhere to enterprise sales methodologies and reporting cadences.
• Travel to customer sites and industry events as required, in compliance with all safety and company policies.
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Required Experience & Qualifications

• Bachelor’s degree or equivalent professional experience.
• 7+ years of enterprise SaaS sales experience with a focus on complex, consultative sales cycles.
• Demonstrated success selling enterprise software, platforms, or subscription-based solutions.
• Proven experience selling into operations-driven environments (e.g., manufacturing, supply chain, food, agriculture, logistics, or processing).
• Strong track record of selling to VP- and C-level executives across multiple business functions.
• Experience managing long sales cycles with large contract values and multiple decision-makers.
• Proficiency with CRM tools and enterprise forecasting disciplines.
• Ability to travel up to 50%.
• Valid driver’s license and acceptable driving record.

Preferred Experience

• Experience selling into protein processing, food manufacturing, or agricultural operations.
• Familiarity with supply chain planning, demand forecasting, procurement, or production optimization solutions.
• Background working with early-stage or growth business units within larger organizations.

Core Competencies (Enterprise SaaS)

• Executive Presence: Confident engaging senior leaders and articulating strategic business value.
• Strategic Thinking: Ability to align solutions with long-term customer and organizational goals.
• Business Acumen: Strong understanding of operational, financial, and ROI-driven decision-making.
• Complex Problem Solving: Skilled at navigating ambiguity and designing tailored solutions.
• Ownership Mentality: Self-directed, accountable, and results-oriented.
• Collaboration: Effective cross-functional partner across sales, product, and services teams.
• Integrity & Professionalism: Operates with trust, transparency, and ethical standards.
   

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