Senior Account Executive - B2B -
At a glance
Senior Account Executive role at VTEX. Warsaw.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build Poland’s territory plan, create pipeline through outbound work and partners, and pursue enterprise retail opportunities
- Lead complex commerce deals from discovery and solution alignment through negotiation, closing, and account handoff
- Run discovery with prospects, then present the platform’s capabilities to CIOs, CDOs, and e-commerce leaders
- Keep CRM stages current and give leadership reliable forecasts and sales reporting
- Use prospect and market feedback to shape internal product and service improvements
What you bring
- At least five years closing enterprise B2B software or SaaS deals, focused on winning new logos rather than renewals
- A record with deals above the stated ACV threshold and sales cycles lasting at least six months with several stakeholders
- Background in enterprise B2C or B2B digital commerce technology, with experience involving systems integrators or consultancies
- Native or fluent Polish plus professional English
Who this fits
You’ll suit a hunting-focused enterprise seller who can create their own pipeline and engage senior retail, brand, and manufacturing decision-makers. The role is a B2B contract, requires regular travel within Poland, and includes monthly trips to company offices such as Barcelona, Bucharest, and São Paulo. An existing regional network among retail decision-makers is a meaningful advantage.
From the employer
About the Role
The VTEX Account Executive will focus on selling our digital commerce services, spanning the entire sales lifecycle from opportunity qualification, sales pursuits, closing strategy, and execution to account management. You will own new logo acquisition for enterprise retailers, brands and B2B manufacturers in Poland.
This is a hunting role: you will build the territory plan, generate your own pipeline alongside marketing and our systems integrator partners, and close complex, multi-stakeholder replatforming deals by engaging CIOs, CDOs and Heads of E-commerce.
- This position is offered as a B2B contract.
- This role requires regular travel within Poland, as well as monthly travel to our offices in locations such as Barcelona, Bucharest, São Paulo, and other company offices, as needed.
Key responsibilities
Sales Strategy and Execution:
- Partner with internal stakeholders to develop and execute the territory plan for Poland, co-owning strategy, pipeline growth, and execution in line with the defined market tiering.
- Develop and implement a strategic plan to achieve and exceed sales targets within assigned territories or industries.
- Identify and pursue new business opportunities through prospecting, networking, and lead generation.
Client Acquisition:
- Generate pipeline directly: outbound, industry networks, events and jointly with our SI and agency partners.
- Conduct discovery calls and meetings to understand potential clients' Digital Sales challenges and objectives.
- Present and demonstrate the platform's features, capabilities, and value propositions effectively to key decision-makers.
Pipeline Management:
- Run full-cycle enterprise deals: discovery, business case, solution alignment with pre-sales, commercial negotiation, and close.
- Maintain an organized and up-to-date sales pipeline, tracking leads through the sales cycle using CRM tools.
- Provide accurate sales forecasts and reporting to leadership.
Negotiation and Closing:
- Prepare proposals, negotiate contracts, and close deals in alignment with company policies and revenue goals.
- Build trust and rapport with prospective clients to secure long-term partnerships.
Market and Industry Insights:
- Stay informed about industry trends, competitive landscape, and client needs to tailor solutions accordingly.
- Share feedback from prospects to internal teams to contribute to product and service improvements.
Role Requirements
- 5+ years closing enterprise B2B software or SaaS, with a track record of new logo acquisition (not renewals or account management).
- Experience with deal sizes of €100k+ ACV and sales cycles of 6+ months involving multiple stakeholders.
- B2C or B2B digital commerce enterprise technology background strongly preferred.
- Demonstrated success selling through or with systems integrators / consultancies.
- Native or fluent Polish and professional English.
- An existing network among retail decision-makers in the region is a significant advantage.
About VTEX
VTEX (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). Founded 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. At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.Not this one either?
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