Note: The job is a remote job and is open to candidates in USA. RPI Print provides cloud-based, technology-enabled print and fulfillment solutions for publishers, brands, and creative platforms. The Account Executive will develop new middle-market business through outbound prospecting, own the full sales cycle from initial outreach through close, and manage pipeline and account segmentation.
Responsibilities
- Research, prioritize and prospect into a large target account list, initially focused on middle-market publishers
- Identify the right contacts and decision-makers and develop thoughtful outbound outreach through LinkedIn, email and phone
- Turn cold and previously identified accounts into active conversations and qualified sales opportunities
- Conduct discovery to understand each prospect’s business, current fulfillment model, needs, timing and potential fit with RPI
- Assess and segment opportunities based on size, complexity and strategic potential, routing SMB and enterprise opportunities to the appropriate sales teams
- Build and manage your own portfolio of opportunities from prospecting through close
- Lead discovery, solution development, pricing, objection handling, negotiation and closing
- Sell RPI’s technology-enabled print and fulfillment capabilities, including API-driven solutions that connect customers directly to our production and fulfillment network
- Build relationships with key stakeholders and clearly communicate RPI’s value in solving complex production and fulfillment needs
- Partner with internal teams as needed to develop solutions and successfully bring new customers onboard
- Build and maintain a disciplined pipeline across your target market
- Keep Salesforce current with accurate stages, contacts, activity, notes and next steps
- Track account coverage, pipeline progression, conversion and closed revenue against defined goals
- Share market intelligence and customer feedback with Sales, Marketing and Product to help refine our targeting, positioning and overall go-to-market strategy
Skills
- Approximately 3–5+ years of B2B sales experience , with demonstrated success prospecting, developing and closing new business
- Full-cycle closing experience and a track record of owning opportunities from initial outreach through signed business
- A true hunter mentality—you're comfortable starting with a company name, researching the organization, finding the right people and creating an opportunity where one didn't previously exist
- Strong outbound prospecting skills across LinkedIn, email and phone
- Strong discovery and qualification skills, including the judgment to assess account potential and identify the appropriate sales path
- Experience selling technology-enabled solutions and the ability to explain technical concepts clearly to business stakeholders
- Experience using Salesforce or another CRM to actively manage pipeline, activity and follow-up
- Strong written and verbal communication skills, organization, curiosity and resourcefulness
- Ability to operate successfully in an evolving sales environment where you'll help shape the motion as well as execute it
- Experience in publishing, publishing technology, e-commerce, creator platforms, print-on-demand, fulfillment or adjacent industries
- Experience selling API-enabled, platform, SaaS or other technology-driven solutions
- Experience selling into middle-market organizations
- Familiarity with the publishing ecosystem and/or how e-commerce businesses manage production, fulfillment and distribution
- Experience using LinkedIn Sales Navigator or similar prospecting tools
Benefits
- Performance-based commission tied to closed revenue
- Path toward larger, more complex accounts and an Enterprise Account Executive opportunity
Company Overview