Job description

Description: SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that s transforming the global retail supply chain! Position Summary: Strategic Account Executive, New Customer Sales (Small & Emerging Market) About the Role Do you thrive on opening doors that no one else has opened? As a Strategic Account Executive on our Small and Emerging Market team, you’ll focus exclusively on winning new customers among suppliers with $0 to $50M in annual revenue. This is a pure new business role. You will not carry an existing customer base. You’ll build your own book of business from the ground up in a defined territory. You’ll generate most of your own pipeline through outbound prospecting, including cold calling, email campaigns, and networking. You’ll also engage qualified leads from teams across SPS, including Channel, Logistics, Analytics, Marketing, Community, and Lead Generation. You’ll work alongside Associate Account Executives to move opportunities forward while keeping primary ownership of your pipeline. Using strong business acumen and executive presence, you’ll uncover complex customer needs and prescribe SPS solutions that deliver measurable value to new customers. This is a 100% direct, quota-carrying role for a consultative hunter who wants to build something of their own and keep getting better at the craft. What You’ll Do •Own a defined territory and drive a value-based sales process from first outreach through close •Prospect proactively through cold calling, email, social selling, networking, and other creative approaches that reach your buyers •Build and maintain a rolling 90-day pipeline to meet or exceed your ARR quota •Engage and convert qualified new customer leads from internal teams and partners •Partner with Associate Account Executives and other internal teams to advance opportunities •Use AI tools and modern sales technology to research accounts, personalize outreach, and work more efficiently, and share what works with your teammates •Seek out feedback and coaching, and apply it to sharpen your skills •Document activity, insights, and pipeline progress accurately in Salesforce What You Bring •Bachelor’s degree and 5+ years of relevant experience, including 3+ years of quota-carrying sales experience, or some post-secondary education and 9+ years of relevant experience •A track record of generating your own pipeline through outbound prospecting and cold outreach, with a comfort level that comes from doing it consistently •Demonstrated success managing the full sales cycle: prospecting, discovery, objection handling, ROI-based selling, forecasting, and closing, across both short and long cycles •Resilience and persistence, with the drive to keep going after a “no” •Curiosity about AI and a willingness to experiment with new tools and workflows to sell smarter •A collaborative mindset and a record of working well with cross-functional partners such as sales leadership, product, and support •Openness to coaching and a growth mindset •Clear, confident communication, written and verbal, and the ability to explain business and technical topics to audiences with varied expertise •Integrity, strong relationship-building skills, and alignment with SPS values Location This role follows a hybrid work model, with regular in-office presence (2 days a week) required at our Minneapolis, Minnesota office. What We Offer The total annualized on-target earnings (OTE) for this role is $155,000, made up of base salary and commission. Actual compensation reflects experience, performance, and skills. SPS also offers a comprehensive benefits package that supports health, well-being, and financial security. Benefits are country-specific and aligned with local laws and market practices. Commitment to our Employees: At SPS we power connections that drive the world of commerce forward, and our success depends on making strong decisions, fostering innovation, delivering unparalleled customer solutions, and driving outstanding business performance. We achieve this by creating an environment where every employee feels a true sense of belonging. We embrace diversity, equity, and inclusion, ensuring everyone feels accepted, valued, and empowered to make a meaningful impact. We are committed to affirmative action and equal opportunity in all aspects of employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Requirements

Must-haves

Strategic Account Executive, New Customer Sales (Small & Emerging Market)
This is a 100% direct, quota-carrying role for a consultative hunter who wants to build something of their own and keep getting better at the craft.
What You’ll Do
Own a defined territory and drive a value-based sales process from first outreach through close
Prospect proactively through cold calling, email, social selling, networking, and other creative approaches that reach your buyers
Build and maintain a rolling 90-day pipeline to meet or exceed your ARR quota
Engage and convert qualified new customer leads from internal teams and partners
Partner with Associate Account Executives and other internal teams to advance opportunities
Use AI tools and modern sales technology to research accounts, personalize outreach, and work more efficiently, and share what works with your teammates
Seek out feedback and coaching, and apply it to sharpen your skills
Document activity, insights, and pipeline progress accurately in Salesforce
Bachelor’s degree and 5+ years of relevant experience, including 3+ years of quota-carrying sales experience, or some post-secondary education and 9+ years of relevant experience
A track record of generating your own pipeline through outbound prospecting and cold outreach, with a comfort level that comes from doing it consistently
Demonstrated success managing the full sales cycle: prospecting, discovery, objection handling, ROI-based selling, forecasting, and closing, across both short and long cycles
Resilience and persistence, with the drive to keep going after a “no”
Curiosity about AI and a willingness to experiment with new tools and workflows to sell smarter
A collaborative mindset and a record of working well with cross-functional partners such as sales leadership, product, and support
Openness to coaching and a growth mindset
Clear, confident communication, written and verbal, and the ability to explain business and technical topics to audiences with varied expertise
Integrity, strong relationship-building skills, and alignment with SPS values
This role follows a hybrid work model, with regular in-office presence (2 days a week) required at our Minneapolis, Minnesota office.

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

Platform: workday
Effort: long