[Hiring] Account Executive @Cleo (US)

Role Description

Compliance Edition helps vendors and suppliers meet the EDI requirements set by their customers and trading partners with back-end integration into key applications that allows them to automate these critical processes. As an Account Executive on this team, you will own the primary sales motions to these customers, including:

• Account research
• Discovery and qualification calls
• Solution selection and presentation
• Proposals to closed deals

You will interact professionally and as a solution advisor with all key stakeholders involved in the sales process, including:

• C-Suite Executives
• Partners & Consultants
• Operational and IT personas

Essential Duties & Responsibilities

• Research: Research prospect targets and understand their business, partner relationships, who owns the decision and a position on the value we can provide to them.
• Discover: Run discovery with key stakeholders in management, operations, IT, finance, and procurement; understand their requirements, deadlines, and volumes; and position Cleo Compliance Edition as the right EDI solution with automation for them to start and grow with.
• Close: Own the full sales cycle from first touch through close — qualifying opportunities, delivering demos with Solution Consultants, building proposals, handling objections, and negotiating terms.
• Hand off: Hand off new customers smoothly to services and customer success teams so vendors are live and compliant before their deadlines.
• Collaborate: Partner with Marketing, Customer Success, Cleo Channel, and Cleo’s existing customers on mandate-driven vendor lists, campaigns, and referral opportunities.
• Advise: Educate prospects and customers on EDI basics, trading partner requirements, value delivery, and the value of Cleo’s ecosystem to build trust early and position yourself as a helpful advisor, not just a seller.
• Forecast: Maintain accurate opportunity, account, and activity data in the CRM, and deliver reliable pipeline and revenue forecasts.
• Share insights: Capture what you hear from vendors — objections, competitors, common compliance pain points — and share it with Product and Marketing to sharpen messaging.
• Deliver: Consistently meet or exceed activity, pipeline, and quota targets.

AI Fluency Competencies

• Prospect research and planning.
• Signal-driven prioritization.
• Prompting and iteration.
• Tailored outbound communication.
• Conversation intelligence.
• Forecasting and CRM hygiene.
• Sound judgment and verification.
• Responsible use.
• Continuous learning.

Qualifications

• Have received a Bachelor’s degree.
• 2–3 years of experience in a quota-carrying B2B sales role (AE, SDR/BDR with closing responsibility, or inside sales), preferably in SaaS or technology.
• Hands-on WebEDI experience — a working understanding of how vendors and suppliers connect with trading partners through web-based EDI, and familiarity with common transaction types (e.g., purchase orders, advance ship notices, invoices).
• Proven track record of account and campaign management, managing the details of a nurture campaign with targeted messaging to elicit positive responses.
• Ability to communicate clearly and with confidence in person, over the phone, in writing and online, and to build credibility and rapport quickly with operational and business stakeholders.
• Comfortable using AI and automated marketing tools to research, plan, and communicate, with sound judgment about when and how to use them.
• Ability to travel 30%.

Requirements

• Experience with CRM and sales engagement platforms.
• Background in retail, manufacturing, logistics, or distribution supply chains.
• Familiarity with retailer or customer compliance programs, chargebacks, or supplier scorecards.
• Strong qualification, objection handling, and negotiation instincts for short, transactional sales cycles.
• Collaborate and operate well in a fast-paced, team-oriented environment.
• Ability to manage a large account portfolio, account details and follow-up campaigns.
• Adhere to a strong work ethic and sense of commitment.
• Enjoy learning about supply chain, B2B integration, and the IT industry.
• Appetite to quickly grow and excel in your sales career.

Benefits

• Compensation Range: $70,000 - $75,000 + Commission Potential.
• Great Healthcare + Dental + Vision.
• Flexible PTO.
• Culture of support, encouraging Life-Work balance.
• 401k match.
• FSA and HSA options.
• Employee Assistance Program.
• Paid Parental Leave.
• Remote work environment.
• Accelerated title and salary growth potential.
• A fun and energetic work environment that makes you excited to go to work every day.