Senior Enterprise Account Manager - California

Our Vision is to be the world's leading verifier of authenticity through Science and Data Science.

Be part of a New Zealand success story. Oritain was founded and is still headquartered in Dunedin. We’re now global, with additional hubs in Auckland, London, Washington, DC, Sydney, and Zug.

Our unique solution provides data insights and scientific traceability that help some of the biggest brands in the world understand more about where their products originate from. It helps build trust and integrity within their supply chains while reducing the impact on the environment and society by tackling issues such as deforestation and modern slavery in supply chains. We are an innovative data company with big global ambition, and we need people who share our passion for being commercially successful and creating a powerful positive impact.

Due to sustained growth within the business, we're looking to add a Senior Enterprise Account Manager to the US sales team. This is a remote role based anywhere in California. Reporting to the Regional VP, you will manage, retain, and renew a portfolio of designated geographical market segments or named target accounts. This is a fantastic opportunity to flex your Account Management skills to sell a truly unique and purposeful solution that is making a difference.

What you'll be doing:

• Understanding your customers' current landscape and challenges, mapping your accounts and developing meaningful business relationships with these customers to ensure the timely renewal of each contract.
• Ensuring the retention of these accounts through the exceptional management of the renewal process. 
• Identifying new opportunities to upsell/cross-sell Oritain’s products & services into your account portfolio.
• Engaging with senior stakeholders to understand their personas, roles, business problems, and challenges and present our value proposition to win and close new opportunities within your accounts - typically the Chief Sustainability Officer, Supply Chain, ESG, Compliance and marketing.
• Attend conferences, join associations as required, and network with peers and connections to generate valuable business connections.
• Maintaining meticulous records and sales forecasting in our CRM and updating all relevant sales opportunities to Oritain management, as well as keeping accurate data and forecasting in our CRM
• Meeting your targets and Key Performance Indicators (KPIs) for activity levels, prospecting, and pipeline development to achieve/exceed your sales quotas.

About you

• You're a sales and account management professional with a successful track record of impeccable relationship management and ability to identify opportunities to grow revenues in your porfolio.

• Collaboration is key. You understand the importance of working as a team and know when and who to engage throughout the sales process.
• You're a natural networker and relationship builder with a proven track record of engaging with key stakeholders across all levels of an organisation.
• Able to manage and navigate complex sales processes across large, matrixed businesses.
• You're a closer; your track record of success throughout your sales career is a testament to that.
• You have a high EQ - you're self-aware, motivated, empathetic, and driven.
• This role is customer-facing, so you will be required to travel to our customers, and potentially internationally, for events/company meetings. (approximately 40%)

• At least 7+ years of Enterprise sales/account management experience selling to multiple stakeholders across large Enterprise accounts - ideally Fashion Retailers/Manufacturers

• It would be highly advantageous to have some understanding of supply chain processes, ESG/Sustainability initiatives, and challenges OR have experience in selling Supply Chain solutions into large accounts.
• Experienced in selling complex Enterprise Saas/PaaS/DaaS solutions to large, matrixed organisations
• A track record of meeting/exceeding sales quotas and growing, up/cross selling into accounts
• Data-driven - able to understand and articulate how analysis and information can support client decision-making.
• Excellent communication skills and a good understanding of MS Office solutions and SalesForce CRM.
• This role is remote but the ideal candidate should be based in the state of California.

The total compensation for this role will range from $240,000 to $300,000 OTE - based on the level of experience.

• 35 days holiday (inclusive of bank holiday)

• 401K

• Healthcare

• Life insurance & AD&D

Diversity:  Oritain is committed to its mission to build a world-class business that will evolve for decades to come and help create tangible change in the world. As global citizens, we are committed to continuing to grow a diverse, equitable and inclusive workplace, and our ‘one team’ approach is a trusted commitment that runs through everything we do. Please note: Studies have shown that under-represented groups are less likely to apply for jobs unless they meet every single qualification. As part of our dedication to diversity, we at Oritain encourage applicants who are excited about the role and company to apply anyway, even if their past experience doesn’t always align perfectly with every qualification in the job description.

Published: 26 April 2024