Note: The job is a remote job and is open to candidates in USA. Encompass Technologies is revolutionizing the beverage industry with innovative solutions. They are seeking an experienced Orbit Account Executive to drive sales for their sales execution solution, managing the full sales cycle and collaborating with various teams to ensure customer satisfaction.
Responsibilities
- Prospect, develop, and close net-new Orbit opportunities with beverage alcohol producers and suppliers
- Build and manage a healthy pipeline through outbound prospecting, marketing-generated leads, industry events, referrals, and other demand generation channels
- Track leads, customer notes, deal progress, next steps, and opportunity details in the appropriate Encompass sales systems
- Conduct effective discovery to understand customer needs related to distributor execution, field sales activity, market visibility, trade spend accountability, retailer commitments, inventory visibility, and sales performance
- Accurately and effectively demonstrate Orbit capabilities, including CRM, field sales execution, account and program management, activity reporting, route planning, and market data visibility
- Translate Orbit functionality into clear customer outcomes, including stronger distributor partnerships, better market visibility, improved sales execution, and more informed decision-making
- Own the sales process from initial engagement through demo, proposal, negotiation, contract close, and handoff to post-sale teams
- Provide timely and constructive feedback to Product Managers based on customer conversations, prospect objections, competitive insights, and recurring needs identified during the sales cycle
- Partner with Marketing to support Orbit campaigns, email outreach, webinars, trade show materials, sales sheets, blog content, customer communications, and event follow-up
- Collaborate with Customer Success and Implementation to ensure expectations, requirements, commitments, and customer context are accurately documented before transition
- Track and report on target accounts, sales activities, qualified opportunities, pipeline progression, close rates, bookings, and other Orbit sales metrics
- Represent Encompass and Orbit at select trade shows, customer events, webinars, UGM sessions, and customer demos as needed
Skills
- 2+ years of experience in B2B sales, SaaS sales, beverage sales, or technology sales
- Direct experience in one or more of the following areas: Proven experience selling beverage software from Ekos, Crafted, Lilypad, VIP Karma/SRS; Proven experience as a sales representative in the beverage industry with territory responsibility; Proven experience selling non-beverage SaaS solutions in a high-velocity, high volume, modest ticket-price B2B environment
- Demonstrated experience managing a full sales cycle from prospecting through close
- Experience selling net-new business required
- Proven sales execution and annual bookings plan attainment
- Carrying an annual bookings plan of $300K ARR+
- Proven ability to prospect, develop pipeline, manage opportunities, and close net-new business
- Ability to learn and communicate product capabilities with accuracy and confidence
- Strong discovery skills with the ability to connect customer pain points to business value
- Excellent written and verbal communication skills
- Strong presentation and demo skills with the ability to engage both business and technical stakeholders
- Customer-first mindset and commitment to setting clear, realistic expectations
- Strong organization and follow-through with disciplined pipeline and activity management
- Comfortable selling a new or emerging product in a fast-moving environment
- Collaborative team player who works effectively with Marketing, Product, Customer Success, and Implementation
- Positive, resilient, and tenacious approach to prospecting and sales execution
- Beverage alcohol or beverage technology experience strongly preferred
- Bachelor's degree preferred, or equivalent combination of education and experience
Benefits
- Commission
- Benefits
Company Overview