Senior Account Executive, Enterprise Retailers

About Faire

Faire is an online wholesale marketplace built on the belief that the future is local — independent retailers around the globe are doing more revenue than Walmart and Amazon combined, but individually, they are small compared to these massive entities. At Faire, we're using the power of tech, data, and machine learning to connect this thriving community of entrepreneurs across the globe. Picture your favorite boutique in town — we help them discover the best products from around the world to sell in their stores. With the right tools and insights, we believe that we can level the playing field so that small businesses everywhere can compete with these big box and e-commerce giants.

By supporting the growth of independent businesses, Faire is driving positive economic impact in local communities, globally. We’re looking for smart, resourceful and passionate people to join us as we power the shop local movement. If you believe in community, come join ours.

About this role

This is an exciting opportunity to be an early member of Faire’s enterprise retailer sales team. You’ll be one of the first account executives working on our critical upmarket retailer sales motion - testing out strategies and tactics, getting innovative to better serve a new customer segment, and helping set the tone for our team culture as we grow. 

In this role, you will be responsible for acquiring large and complex retailers (typically 10+ locations) that have not previously utilized Faire for their buying needs. In order to acquire these customers, you will invest upfront in deeply understanding their business to qualify them and prepare them for outreach, introduce them to Faire’s offerings and value propositions, and help overcome objections and product limitations in order to convert them into Faire customers. These retailers often require custom solutions and innovative problem solving in order to make a partnership work. You’ll be responsible for overcoming operational complexities and legacy competition in order to convert these retailers. 

Because this customer segment is new to Faire, you’ll also play a major role in identifying product limitations and potential solutions, and synthesizing customer feedback in order to help Faire craft a broader product roadmap to better support larger, more complex retail operations.

This role is for you if you love driving complex partnerships, facing and overcoming new customer challenges, developing new strategies and processes, and helping drive the product roadmap in order to better support your customers. 

What you’ll do 

• Own the end-to-end sales process for enterprise retailers (typically 10+ locations and $25M annual revenue), including prospecting, outreach, pitch, onboarding, and order creation. 
• Convert enterprise retailers through email, phone calls, video meetings, and (when high-ROI) in-person meetings in a way that builds trust, credibility, and partnership.
• Identify retailer needs and challenges, matching them to relevant Faire value props and offerings and ensure they see value in utilizing Faire to grow and streamline their business.
• Partner with prospective retailers to create custom merchandising recommendations to help identify which brands and products they should begin buying through Faire. 
• Synthesize, measure, and communicate customer feedback to internal Faire stakeholders to provide actionable feedback to help overcome blockers and prioritize meaningful product development.
• Help prioritize new retailer segments and opportunities, test tools, trial tactics, and define processes to help create scalable sales strategies.
• Collaborate cross-functionally on various initiatives to further the success of our upmarket retailers (support, product, design, marketing, etc.).
• Be relentlessly resourceful, scrappy, and act with urgency to ensure Faire’s success.
• Foster a psychologically safe, motivating, inclusive and energizing team culture.

Qualifications

• Experience: You have 6-8+ years of experience in sales or business development in a fast paced environment, ideally with experience selling into retail decisionmakers such as purchasers/buyers, merchandisers, category managers, or store managers. 
• Consultative seller: You’re a collaborative and consultative partner to your customers. You’re not just looking to close a deal, you’re looking to build lasting partnerships that are mutually beneficial to all parties. 
• Customer obsessed: You always do what’s right for the customer, are our customers’ strongest advocate, and can aggregate customer feedback to influence cross-functional stakeholders/decisions.
• Agile a