Account Executive

Summary

Join Focal Systems, a Silicon Valley startup revolutionizing retail with AI solutions, as a results-driven Account Executive. Lead sales efforts with enterprise retailers, focusing on grocery and convenience stores. You will develop and execute strategic sales plans, prospect for new leads, manage sales pipelines, deliver compelling presentations, and collaborate with cross-functional teams. This role requires managing complex sales cycles, negotiating contracts, and providing market feedback. The ideal candidate has a proven track record in B2B technology sales and thrives in a fast-paced environment.

Requirements

• Bachelor's degree or equivalent experience
• 3+ years of experience in B2B enterprise technology sales
• Strong consultative selling skills with a focus on identifying pain points and delivering ROI-driven solutions
• Experience selling to director and VP-level stakeholders in large retail organisations
• Ability to manage complex sales cycles (3–9 months) with multiple stakeholders
• Excellent communication, negotiation, and presentation skills
• Self-starter with the ability to work independently and cross-functionally
• Start-up mindset and work ethic that aligns with our company core values
• Ability to track and manage multiple projects and communicate progress at each stage
• You must have the ability to travel to client sites as required
• You must be able to work on international projects, as needed

Responsibilities

• Develop and execute a strategic sales plan to target key retailers with a primary focus in grocery and convenience
• Prospect and generate new leads through outbound efforts, industry events, and strategic partnerships
• Manage and grow a sales pipeline from discovery through close, often with multiple stakeholders, including Operations, IT and Innovation
• Deliver compelling product demonstrations and presentations tailored to client needs and challenges
• Collaborate with product and customer success teams to ensure alignment on success criteria and path to achieving scale
• Partner with customer success team to demonstrate measurable ROI during POCs
• Negotiate contracts, pricing, and terms with an emphasis on long-term value and relationship-building
• Provide market feedback to product and marketing teams to help refine go-to-market strategies

Preferred Qualifications

A working proficiency in other European languages would be advantageous

Benefits

• Competitive Salary, Commission & Attractive Stock
• Generous Paid Time Off
• Pension
• Sick Leave
• Parental Leave
• Learning and Development Budget