{"id":3764978,"url":"https://alion.io/job/vtex-lead-account-executive-b2b","title":"Lead Account Executive – B2B","company":{"id":61064,"name":"VTEX","domain":"vtex.com","url":"https://alion.io/company/vtex","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":84,"open_postings":33,"ghost_share":0.182,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":64,"computed_at":"2026-11-12T10:38:37Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["New York, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"HubSpot","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-11-04T18:09:58Z","employer_posted_date":"2026-11-04","last_verified_at":"2026-11-13T01:05:16Z","board_verified":true,"closed_at":null,"days_open":8,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":7},"description":"About the Role\nWe're looking for an experienced, highly motivated, and strategic Account Executive to accelerate VTEX's growth in the US and Canada B2B commerce market.\nIn this role, you will be responsible for managing and closing qualified enterprise sales opportunities with manufacturers, distributors, wholesalers, and other organizations looking to modernize their B2B commerce operations.\nWorking closely with our Business Development team, you will take ownership of opportunities once they have been identified and qualified, leading the sales process from initial discovery and solution positioning through commercial negotiations and contract signature.\nYou will engage with business and technology decision-makers to understand their commercial challenges, identify opportunities for digital transformation, and position VTEX as a strategic partner for their B2B commerce initiatives.\nThe ideal candidate combines strong enterprise SaaS sales experience with a deep understanding of B2B business models, complex purchasing processes, and the digital commerce landscape. You are comfortable navigating large organizations, engaging executive stakeholders, and leading sophisticated sales processes involving multiple decision-makers.\nYou operate with a high degree of autonomy, bring a consultative and value-based approach to selling, and have a proven track record of consistently meeting or exceeding ambitious revenue targets.\nBeyond closing deals, you will play a key role in expanding VTEX's presence in the US and Canada B2B commerce market by developing strategic customer relationships, maximizing opportunity conversion, and contributing insights that help strengthen our go-to-market strategy.\nWhat You Will Do\nEnterprise Sales Execution and Opportunity Management\nOwn the enterprise sales cycle from qualification to closing: Take responsibility for qualified opportunities handed over by the Business Development team, managing the process from discovery and solution evaluation to proposal development, negotiation, and contract signature.\nDrive new business revenue: Convert qualified opportunities into new enterprise customers, consistently achieving or exceeding individual sales quotas and revenue targets.\nLead strategic opportunity planning: Develop tailored sales strategies for each opportunity, identifying key stakeholders, understanding decision-making processes, mapping buying committees, and defining clear actions to move deals forward.\nConduct consultative discovery: Deeply understand prospects' business models, commercial objectives, technology environments, and operational challenges, uncovering their needs and aligning them with VTEX's solutions.\nManage complex enterprise sales cycles: Navigate sophisticated buying processes involving multiple stakeholders, technical evaluations, procurement requirements, competitive dynamics, and extended decision-making timelines.\nMaximize opportunity conversion: Proactively manage sales stages, anticipate objections, remove barriers, and create momentum throughout the buying journey.\nB2B Commerce Expertise and Solution Positioning\nUnderstand complex B2B business challenges: Engage manufacturers, distributors, wholesalers, and enterprise organizations to identify challenges related to digital sales channels, customer-specific pricing, complex catalogs, purchasing workflows, ERP integrations, and legacy commerce platforms.\nPosition VTEX's B2B commerce platform: Clearly articulate how VTEX can support commerce modernization, improve digital purchasing experiences, enable customer self-service, streamline ordering processes, and drive business growth.\nLead value-based sales conversations: Translate complex technology capabilities into tangible business outcomes, demonstrating the commercial and operational value of VTEX's solutions.\nDevelop compelling business cases: Work with internal teams to build proposals that demonstrate expected business impact, potential ROI, and alignment with each customer's strategic priorities.\nNavigate competitive evaluations: Differentiate VTEX from alternative commerce platforms and technology solutions, effectively addressing business, technical, and financial objections.\nExecutive Relationship Management and Strategic Influence\nEstablish and maintain trusted relationships with senior decision-makers and influencers across Digital Commerce, Sales, IT, Operations, Finance, and Digital Transformation.\nEngage VP and C-level stakeholders to understand strategic priorities, influence decision-making, and build alignment around proposed solutions.\nBuild credibility as a trusted advisor, helping prospects evaluate technology investments and make informed decisions about their B2B commerce transformation.\nDevelop strong relationships across multiple stakeholders within each opportunity to facilitate consensus and advance complex purchasing decisions.\nDemonstrate executive presence and strong commercial judgment when navigating sensitive discussions, objections, and negotiations.\nCommercial Strategy, Negotiation, and Closing\nOwn commercial proposals, pricing discussions, contract negotiations, and closing strategies, ensuring alignment with VTEX's business objectives.\nLead negotiations involving complex commercial structures, procurement processes, legal considerations, and multiple decision-makers.\nBalance competitive positioning, customer requirements, profitability, and long-term business value when developing commercial agreements.\nCoordinate internal stakeholders and resources to ensure timely execution of commercial and contractual processes.\nDrive opportunities to successful closure while ensuring a high-quality transition to implementation and post-sales teams.\nCross-Functional Collaboration\nWork closely with the Business Development team to ensure effective handoffs, clear qualification criteria, and alignment on account context, customer needs, and next steps.\nProvide structured feedback to Business Development and Marketing teams on opportunity quality, conversion performance, common objections, and market insights to continuously improve pipeline effectiveness.\nPartner with Solution Engineers, Commerce Engineers, Solution Architects, and other technical teams to develop tailored solution strategies, manage product demonstrations, and address customer requirements.\nCollaborate with Systems Integrators and technology partners when relevant to strengthen solution proposals, support customer evaluations, and accelerate sales cycles.\nCoordinate with Legal, Finance, and other internal stakeholders throughout the commercial negotiation and contracting process.\nEnsure a smooth handoff to Customer Success and implementation teams after contract signature, providing the relevant business and technical context.\nRevenue Ownership and Sales Performance\nTake full accountability for individual revenue targets, quota attainment, opportunity conversion, and sales performance.\nMaintain accurate and up-to-date pipeline information, including deal stages, opportunity values, closing dates, and next steps.\nProvide reliable sales forecasts based on opportunity progression, stakeholder engagement, commercial risks, and closing probability.\nProactively identify risks, resolve obstacles, and implement strategies to accelerate deal progression and improve win rates.\nUse sales data and performance insights to optimize sales execution, opportunity prioritization, and conversion effectiveness.\nShare market intelligence, competitive insights, and customer feedback to support the continuous improvement of VTEX's B2B go-to-market strategy.\nLeverage AI-powered tools, CRM systems, and sales technologies to improve customer research, opportunity analysis, sales preparation, and overall productivity.\nWho You Are\nYou bring 7+ years of experience in enterprise technology sales, with a strong track record in B2B SaaS, digital commerce, or comparable enterprise software solutions.\nYou have demonstrated success managing and closing complex enterprise sales opportunities involving multiple stakeholders, extended sales cycles, and sophisticated commercial negotiations.\nYou have a proven track record of consistently meeting or exceeding ambitious sales quotas and driving significant new business revenue.\nYou have experience selling into manufacturing, distribution, wholesale, or other B2B-oriented industries, with an understanding of their business models and commercial challenges.\nYou understand the B2B commerce landscape, including digital purchasing experiences, customer-specific pricing, account hierarchies, complex catalogs, ordering workflows, ERP integrations, and enterprise digital transformation initiatives.\nYou have experience selling Digital Commerce SaaS, ERP, OMS, Marketplace, or similar enterprise technology solutions. Direct experience with B2B commerce platforms is a strong plus.\nYou are highly skilled in consultative and value-based selling, with the ability to understand complex business challenges, articulate compelling value propositions, and influence strategic technology investments.\nYou have experience navigating enterprise buying committees and building relationships with senior stakeholders across business and technology functions.\nYou possess strong executive presence and have experience engaging, influencing, and negotiating with VP and C-level stakeholders.\nYou have excellent commercial judgment and negotiation skills, with the ability to structure and close complex enterprise agreements.\nYou are highly autonomous, organized, and results-driven, with the ability to manage multiple sophisticated sales opportunities simultaneously.\nYou demonstrate strong business acumen and strategic thinking, with the ability to understand customer economics, industry trends, competitive environments, and operational challenges.\nYou are disciplined in CRM management, opportunity tracking, and revenue forecasting, using data to support sound commercial decisions.\nYou thrive in fast-paced, high-growth environments and demonstrate resilience, ownership, adaptability, and a strong commitment to results.\nExperience with Salesforce, HubSpot, and other enterprise sales technologies is preferred.\nYou have an AI-driven mindset and actively explore new tools and technologies to enhance your effectiveness and productivity.\nYou are based in the United States (NYC or Fort Lauderdale area) and willing to attend the office on a 4 days a week basis.\nYou are open to travel for customer meetings, industry events, partner engagements, and other business needs.\nBenefits\n Open Paid Time Off policy\n Medical Insurance\n Commuter Benefits\n Extended maternity and paternity leave \n Disability & Life insurance\n Safe Harbor 401(k)\n Free Shipping on All VTEX Stores\n VTEX Language\n Reading incentive\nAbout VTEX\nVTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).\nFounded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit www.vtex.com.\nAt VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. 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