Account Executive (New Logo)

Account Executive, New Logo
Retail & eCommerce/Industrial Manufacturing & Distribution
Position Summary
As an Account Executive focused exclusively on new logo acquisition within the retail and eCommerce vertical, your primary responsibility is to drive revenue growth by identifying, prospecting, and closing net-new business. You will bring deep vertical fluency and structured sales discipline to engage senior stakeholders at prospective clients, diagnose their product data and commerce infrastructure challenges, and articulate how Pivotree's services across PIM/MDM, eCommerce platforms, OMS, and Strategic Data Services deliver measurable business value.
This is a hunter role. No existing customer base is assigned. Success is defined by pipeline creation, new logo acquisition, and disciplined outbound execution within a defined account territory.
Roles & Responsibilities
• Own and actively prospect a defined territory of 80–120 named greenfield accounts within the
retail and eCommerce vertical
• Execute structured outbound cadences using an outbound sequencing tool and Salesforce,
maintaining consistent sequencing across Tier 1 target accounts
• Convert inbound and outbound leads into qualified opportunities; manage the full sales cycle from discovery through contract execution
• Conduct deep discovery to uncover business objectives, technology gaps, and buying process —
mapping stakeholders across IT, eCommerce, merchandising, and operations
• Articulate Pivotree's differentiated value across PIM/MDM (Akeneo, Syndigo, Stibo), eCommerce platforms (VTEX, Shopify, Kibo), OMS (Fluent Commerce, Kibo Commerce), and managed services
• Attend 3–5 vertical trade shows and partner ecosystem events annually; pre-event prep, onsite
meeting execution, and post-event follow-up within defined SLAs are core to this role
• Collaborate with solutions, delivery, and marketing teams to build account-specific value
narratives and proposals
• Maintain accurate pipeline, forecast, and activity data in Salesforce; provide regular updates to
sales leadership
• Work within defined lead routing and account assignment protocols; partner constructively with
existing account reps on shared vertical territory
• Achieve and overachieve assigned quota with a consistent bias toward pipeline coverage of 3–4x
target
Key Skills & Competencies
• 5+ years of high-performance B2B sales with a proven track record of new logo acquisition in
complex, multi-stakeholder environments
• 3+ years selling into retail, eCommerce, or direct-to-consumer organizations at the enterprise or mid-enterprise level
• Consultative and value-based selling approach; ability to build business cases, navigate
economic buyers, and align Pivotree's capabilities to measurable business outcomes
• Demonstrated domain fluency in eCommerce platforms, product content management
(PIM/MDM), or order management — able to engage a VP of eCommerce or IT Director without
relying on a technical resource to translate
• Familiarity with platforms including Akeneo, Syndigo, Stibo, VTEX, Shopify, Kibo, or Fluent
Commerce is a strong differentiator
• Data-driven selling: proven use of sales methodologies and analytics to build predictable pipeline
and forecast accurately
• High activity discipline: comfortable with structured outbound sequencing, consistent prospecting
cadences, and accountability to leading metrics — not just lagged revenue
• Entrepreneurial, self-directed, and energized by building — this is not a relationship maintenance
role
• Strong written, verbal, and presentation skills; able to adapt to audiences from systems architects
to C-suite
• Proficiency with Salesforce, Gong, HubSpot, Google Suite, and outbound sequencing tools;
Amplemarket experience a strong plus; AI fluency is a must-have — we use Claude and Gemini
across the team
• Willingness and ability to travel for vertical events, partner events, and client meetings
• Bachelor's Degree a plus; not required
Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.

Work arrangement
Yes