Strategic Sales Executive

San Francisco, California /
Operations – Sales /
Full-time (Remote)
/ Hybrid
Who We Are

Mercatus helps leading grocers get Back in Charge of their eCommerce experience, empowering them to deliver exceptional retailer-branded, end-to-end online shopping, from store to door. Our expansive network of more than 50 integration partners allows grocers to work with their partners of choice, on their terms. Together, we enable clients to create authentic digital shopping experiences with solutions to drive shopper engagement, grow share of wallet and achieve profitability, while quickly adapting to changes in customer behavior. The Mercatus Digital Commerce platform is used by leading North American retailers, including Weis Markets, Save Mart brands, Brookshire’s Grocery Company, Kowalski’s Markets, WinCo Foods, Smart & Final, Stater Bros. Markets and others.

The Opportunity

As we continue our rapid growth, we are looking to add to our Business Development team. We are hiring a Strategic Account Business Development Executive to create new retailer partnerships across Canada and the U.S. In this role, you will have responsibilities including, but not limited to, identifying key potential retailers, creating relationships within the potential retailer organization, explaining key benefits to Mercatus, and formalizing partnerships. Note: candidates must reside in the United States.

What You'll Do

    • Identify, contact, and establish relationships with key retailers and their decision-makers
    • Run your end-to-end sales process with proactive engagement, preliminary discovery, and complex pipeline management skills
    • Establish a deep understanding of Mercatus' business operations, products, internal processes, strategy, and competitive differentiators
    • Engage with strategic decision-makers, including C-suite, VPs, and business owners, while using data to tell a compelling story
    • Work with cross-functional teams to accomplish goals on tight deadlines
    • Work with the Marketing team to collect and share account information, develop account plans, align on brand and value positioning, and execute on account based selling strategy and tactics
    • Work with the Client Experience team to facilitate a seamless partnership transition from the sales process to onboarding
    • Work with the Product team to share insights and knowledge collected from the field as well as share new features with prospects
    • Establish content, processes, and reporting to help accelerate team goals
    • Engage, educate, collaborate, and problem-solve with external partners at all levels of the organization

What You Bring

    • 5 - 7 years of previous sales experience with at least 3+ years selling to the existing client base or related experience
    • 3+ years of managing a pipeline of $15M for a multi-tenant enterprise-grade SaaS solution
    • Proven track record of uncovering opportunities within customer accounts and managing complex enterprise sales cycles to close
    • You have worked in an outside sales environment, leading an end-to-end sales cycle
    • Consistent and verifiable quota achievement across previous positions is required
    • Ability to create actionable account plans and highly skilled at expanding relationships across multiple departments and roles within the customer base
    • Excellent communication skills with the ability to listen and adapt to different audiences
    • You own client-facing conversations and complex negotiations
    • You have knowledge of Salesforce
    • Comfort with ambiguity and a rapidly evolving business landscape
    • Solid stakeholder management skills, both for internal and external stakeholders
    • Quick communication response times
    • Creative problem-solver
    • Ability to travel on occasion
The Team
We’re not just helping grocery retailers grow, we’re helping more than 100 team members grow personally and professionally. The best thing about working at Mercatus is the people. We solve challenging problems every day. We’re scaling a company where people can build their work around their life, and not the other way around.
Flexibility and full autonomy mean you’re in the driver’s seat to create a schedule that works for you and your passions. We’re looking for people who will make our culture even better, people who have a desire to collaborate and bring their unique creativity to the table. If that sounds like you, we’d love to hear from you.

Mercatus is an Equal Opportunity Employer and is committed to the principles of equal employment opportunity and non-discrimination. Please consider applying even if you don't meet all of the qualifications listed above but are excited to contribute to our dynamic team. We wish to thank all applicants for their interest and effort in applying for this position; however, only candidates selected for interviews will be contacted.
No unsolicited agency referrals, please.