Enterprise Account Executive

Job description

From maker to market, Encompass is revolutionizing how technology supports the modern beverage industry–from winemaking with our vintrace solution to beverage production and distribution with our Encompass solutions, we are unlocking new levels of growth and efficiency for our customers across the entire three-tier beverage supply chain. Join our team of technology & beverage professionals as we drive innovation and modernization in one of the world’s oldest, and most passionate industries. ## Your Impact at Encompass Encompass is seeking an experienced, driven Enterprise Account Executive to lead net-new business development across our target market. This is a true hunter role: you will be responsible for identifying, developing, and closing new logo opportunities across a blend of mid-market and enterprise beverage producers, distributors, and retailers. You will own the full sales cycle — from prospecting and account activation, through discovery, value articulation, demo, proposal, negotiation, and contract close — before transitioning closed business to our post-sale teams. This role requires comfort navigating longer, multi-stakeholder enterprise sales cycles alongside faster-moving mid-market deals, and the judgment to prioritize pipeline accordingly. This role will collaborate closely with Marketing on campaigns and demand generation, with Product on customer and market feedback, and with Customer Success and Implementation to ensure a smooth handoff after close. You will accurately represent Encompass' capabilities, clearly set customer expectations, and document relevant requirements before transition to the teams responsible for adoption, launch execution, and enablement. Travel is expected for select industry trade shows, conferences, customer meetings, onsite demos, and Encompass events. ### What You'll Do: - **Net-New Sales**: Prospect, develop, and close net-new opportunities with mid-market and enterprise beverage producers, distributors, and retailers. - **Pipeline Generation**: Build and manage a healthy pipeline through outbound prospecting, marketing-generated leads, industry events, referrals, and other demand generation channels. - **Enterprise Sales Cycle Management**: Navigate longer, more complex enterprise sales cycles involving multiple stakeholders (e.g., Owner/Operators, IT, Finance, Operations), while running efficient, high-velocity mid-market deals in parallel. - **Discovery**: Conduct effective discovery to understand customer needs related to accounting, production, inventory and warehouse management, sales execution, distribution, and route planning. - **Product Demonstration**: Accurately and effectively demonstrate Encompass' platform capabilities to both business and technical stakeholders. - **Value-Based Selling**: Translate platform functionality into clear customer outcomes, including operational efficiency, cost savings, and improved decision-making. - **Sales Cycle Ownership**: Own the sales process from initial engagement through demo, proposal, negotiation, contract close, and handoff to post-sale teams. - **Product Feedback**: Provide timely and constructive feedback to Product Managers based on customer conversations, prospect objections, competitive insights, and recurring needs identified during the sales cycle. - **Marketing Collaboration**: Partner with Marketing to support campaigns, email outreach, webinars, trade show materials, sales sheets, and event follow-up. - **Handoff to Post-Sale Teams**: Collaborate with Customer Success and Implementation to ensure expectations, requirements, commitments, and customer context are accurately documented before transition. - **Metrics and Reporting**: Track and report on target accounts, sales activities, qualified opportunities, pipeline progression, close rates, bookings, and other new-business sales metrics using HubSpot, Gong, and internal AI agents. - **Industry Representation**: Represent Encompass at select trade shows, customer events, webinars, UGM sessions, and customer demos as needed. ### What you'll bring to Encompass Preferred Qualifications and experience required for success in this role include: - Proven track record of sales execution and annual bookings plan attainment across a mid-market/enterprise blended book - Experience carrying and consistently attaining a quota reflecting blended mid-market and enterprise ACVs - Demonstrated success selling into multi-stakeholder buying committees, including Owner/Operators, IT, Finance, and Operations leaders - Proven ability to prospect, build pipeline, manage a complex sales process, 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 in a fast-moving, evolving market - Collaborative team player who works effectively with Marketing, Product, Customer Success, and Implementation - Positive, resilient, and tenacious approach to prospecting and sales execution - Familiarity with CRM and sales enablement tools (Salesforce or HubSpot, Gong or similar) preferred #### **Education and Experience** - 10+ years of B2B SaaS sales experience, with a strong track record selling to enterprise and/or mid-market accounts - Demonstrated experience managing a full, complex sales cycle from prospecting through close - Experience selling net-new business required — this is a hunter role - Experience navigating multi-stakeholder, multi-department enterprise buying processes - Supply chain, ERP, LogTech/Fleet, or vertical SaaS experience a plus - Beverage alcohol or beverage technology experience a plus but not required - Bachelor's degree preferred, or equivalent combination of education and experience ### Additional Details **Compensation:** This role will receive a competitive salary + commission + benefits. The total compensation for US-based employees located in the below markets may expect offers in the ranges for this role. *US annual base compensation: $80,000 to $120,000 annually + Sales Commission Plan. This range encompasses varying levels of talent.* A variety of factors are considered when determining someone’s compensation, including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above based on these considerations. **Location:** We are a hybrid organization and are open to remote work. Our corporate office is located in Fort Collins, CO. **Travel:**This position will require overnight travel to customer sites and to corporate offices. Additional travel could include attendance of conferences and trade shows. #### **Our Values** Our values shape the way we work together and serve our customers. They provide insight into our goals of disrupting the industry, figuring out better solutions, and doing so as part of a fast-paced, cohesive, fun-loving, and supportive team. - **Do the Right Thing** - **Win Together** - **Iterate & Learn** - **Own It** - **Be You** #### **BeYou@Encompass** *At Encompass, we aim for all of our employees to feel engaged, valued, and free to be who they are at work. We celebrate multiple approaches and points of view. We are committed to growing and empowering a diverse and inclusive community and believe that a team that works together with diverse lived experiences will strengthen our organization.* *We are proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.*