Enterprise Sales Director - Retail

Job description

Role Description: The retail industry is fundamentally changing, and the pace of change is accelerating rapidly. The use of data has moved beyond simply informing and ‘telling yesterday’s news’ to driving actions through agentic AI, predictive analytics and insights. Crisp is on the cutting edge of this transformation, helping its thousands of clients navigate this shift. Do you have what it takes to join us on the journey to transform retail? We are looking for an Enterprise Sales Director to join our fast-growing team. The ideal candidate must have a deep understanding of the Retail and Distribution market, including how and when to apply different types of data to solve challenges like category & space management, supply chain visibility, inventory/OOS optimization, and retail media networks. You should have a proven track record in selling data and analytics solutions to large retailers and distributors, with the ability to build and maintain strong executive-level relationships. To be successful you must be proactive, resourceful, and passionate about helping your clients succeed. The Enterprise Sales Director is an individual contributor role and must be skilled at navigating complex sales cycles that span multiple functional stakeholders, often requiring alignment across five or more decision-makers. These stakeholders may include sales, insights, IT, supply chain, and category management teams. Success in this role depends on the ability to orchestrate multi-threaded engagements, understand each stakeholder's priorities, and align Crisp’s solutions to enterprise-level challenges. From lead generation through closing, Enterprise Sales Directors work directly with prospects to solve complex challenges and create business value across multiple functions. Responsibilities: Execute strategic Account-Based Selling (ABS) motions for Tier 1 accounts, orchestrating multi-threaded engagements across key retail stakeholders including the CIO, Category Management, Merchandising, Replenishment, and Retail Media teams. Effectively manage a named account territory, overseeing all aspects of the sales cycle from outbound lead sourcing to negotiation and contracting to achieve new business sales quotas. Organize and lead discovery and solution capability overviews with CPG or retail companies, positioning our solution to the individuals needs. Appropriately leverage subject matter experts for deep-dive demonstrations and technical meetings. Develop and maintain expert knowledge on the use cases, value, features, benefits, and application of Crisp’s offering. Understand the competitive landscape within the assigned book of business and properly position Crisp’s offering to meet customer requirements. Simultaneously manage multiple sales cycles, navigate enterprise opportunities with 5+ stakeholders across cross-functional teams, tailoring messaging and value propositions for diverse roles including Sales, Insights, Category Management, Supply Chain, and IT. Demonstrate a relentless hunter mentality to drive outbound lead generation within a greenfield territory. Work both independently and collaboratively in a fast-paced, remote environment. Deliver outstanding written and verbal communication throughout the sales process. Share market insights with product and marketing teams to influence roadmap and positioning. Travel as required to support sales delivery and team success. Requirements: 7+ years of quota-carrying Enterprise SaaS sales experience, with a primary focus on the Retail and Distribution industries. Demonstrated ability to manage and close complex sales cycles across multiple stakeholders, including both business and technical functions. Strong understanding of how retailers leverage diverse data sources (e.g., retail portal data, POS inventory, supply chain/EDI, and shopper insights) for decision-making; able to guide prospects on selecting the right data for specific business outcomes. Understanding of CPG functions such as supply chain, category management, sales, revenue growth management, or insights preferred. Knowledge of agentic AI, data science, analytics, BI, integration, or big data markets and experience selling into IT is highly valued. Ability to lead prospects to an understanding of the options or solutions applicable to their situation while demonstrating how features and benefits match their needs. Demonstrated ability to identify, manage, and close strategic opportunities in a competitive sales environment. Experience partnering with customers and legal teams throughout the contract lifecycle, including MSAs, serving as a steward of the contract process. Experience with sales tools such as Salesforce, LinkedIn, Outreach, Slack. BA/BS degree or equivalent. What Makes a Great Fit at Crisp: Collaboration : You believe the best results come from working together. You share ideas, pitch in, and elevate those around you . Grit : You’re curious, self-driven, and unafraid to roll up your sleeves. You get the job done even when the path isn’t clear and adapt quickly when things change. People : You stay close to those we serve. Listening, learning, and building what matters most. Feedback : You see it as fuel. You give it with care, take it with humility, and use it to level up. Ingenuity : You solve problems with creativity and speed. You look for ways to streamline, automate, or improve without being asked. We are committed to transparency, diversity, and meritocracy , fostering an environment where every team member is empowered to make an impact, grow personally, and advance in their career. We invite you to join us — not just to take on a role, but to help shape a company you’re proud to be part of. Compensation & Eligibility Compensation for this role is determined based on a variety of factors, including individual qualifications, professional experience, skill set, and geographic location. Crisp is committed to providing fair and competitive pay. Specific compensation details will be discussed with candidates throughout the hiring process. Applicants must be authorized to work for any employer in the United States Canada United Kingdom. At this time, Crisp is unable to sponsor or assume sponsorship of employment visas. Background Verification In accordance with company policy, Crisp conducts background checks that may include verification of identity, education, and criminal history. Any falsification or misrepresentation in an application will result in disqualification from consideration. As the leading AI vertical retail data company, Crisp leverages AI to facilitate the integration, access and exchange of retail data between CPG brands, retailers, and distributors, providing unprecedented visibility to optimize retail sales and the supply chain infrastructure. Trusted by 7,000+ brands representing more than $2.5T in retail sales across over 250K stores, Crisp transforms a brand’s own retail data into a competitive advantage. Following our recent $72M Series B funding and strategic acquisitions of Atheon Analytics, Cantactix, ClearBox Analytics, Lumidata, Shelf Engine, and others, we're positioned for aggressive global expansion and product innovation in the $15T+ global supply chain market. This is a dynamic, evolving position reporting directly to the SVP & Managing Director, Retailers & Distributors , offering plenty of opportunity for growth as you leverage your strengths. Whether your background is in startups or large enterprises, you understand the meaningful impact possible within a smaller, agile organization — and you’re eager to help define your role and contribute to Crisp’s future.