Account Executive, Retail

ABOUT THE ROLE: Hunt your list:

WHAT SUCCESS LOOKS LIKE? Pipeline you built yourself. Coverage ahead of your number every week, driven by your own outbound motion into your named retail accounts. Pipeline generation is a weekly team discipline, not a quarter-end scramble. Inbound that converts. Every lead in your patch worked with your SDR, qualified honestly, and the real ones multithreaded and moved through the process without leaking. A patch that grows itself. Every renewal in your patch landed on time, coordinated with the Renewals team, with you stepping in decisively when one needs cost justification, a business case, or rescue; pilots converted to chain-wide rollouts; upsell and cross-sell landed; LP executives who know your face because you visit them. Retention and expansion in your patch are your numbers, not someone else's. Rigor in every deal. MEDDPICC on every opportunity, no exceptions. Value selling on every deal: outcomes and solutions, not technology. Every deal review starts the same way — the named executive, the problem they want solved, the timeline, and the business impact in dollars, triangulated across the enterprise. Multithreading required on all deals, close dates monitored on every opportunity, and Salesforce that tells the truth at all times. A forecast your VP can commit on. You call your number weekly inside our 13-week operating cadence — new business and renewals — and you are right. Signal brought back. A field-tested point of view on retail messaging, positioning, and where product market fit is strongest, delivered to sales leadership with evidence. WHAT YOU WILL DO…Hunt your list: Own a bounded, named list of major retail accounts. Every account is yours to develop; none of it is unlimited territory. Build pipeline through a modern, AI-first outbound motion: deep account research on each retailer's shrink, margin, and operations pressures, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. Convert your inbound: Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback. Multithread qualified opportunities early across LP, store operations, IT, and the executive suite, and run each one through a mutual close plan. Own your customers: Be accountable for every retailer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement. Drive all upsell and cross-sell across your installed base: new categories, new use cases, new banners, chain-wide expansion from pilot deployments. Be the commercial escalation point for your retailers, pull in the right internal resources, and own the relationship in person — store visits, headquarters time, executive connects, and the small gestures that keep champions champions. Across all three: Run full-cycle enterprise sales: discovery, business case, pilots and proofs of value, mutual close plans, procurement, and signature. Navigate retail buying processes across loss prevention, asset protection, store operations, IT, merchandising, and executive stakeholders, from the loading dock to the boardroom. Sell a sophisticated technology platform with credibility, including deployments that touch scanners, POS systems, packaging, and embedded software, often alongside hardware partners and SIs. Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts. Apply MEDDPICC to every deal and keep Salesforce current, accurate, and inspectable. Get certified to sell, and stay certified: the playbook, the pitch, pricing, positioning, product, the people, the key questions, and Digimarc's history. Participate fully in the team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, and account planning. Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners. You pull pipeline into the building. WHAT WE ARE LOOKING FOR…We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like: Humble. You share credit with SDRs, renewal reps, SEs, partners, and leadership instinctively. You bring your deals into review wanting them made better, not just admired. You disagree openly in the room and align completely outside it. Hungry. Bias to action. No account unworked, no lead unqualified, no customer unvisited. You are measured by bookings and retention and you like it that way. Smart. People smart. You read the LP executive, the store ops leader, the IT architect, and the CFO, and you know what each needs to hear. And the experience underneath it:10+ years of enterprise selling experience, including meaningful time selling material business outcomes to Fortune 500 companies, with significant experience selling into retail. Fluency in how retailers buy: the stakeholders, the budget cycles, the pilot-to-production path, and the operational realities of deploying technology across stores at scale. Proven success closing complex, six- and seven-figure enterprise deals with senior retail stakeholders. Demonstrated ability to build pipeline from greenfield: you have opened accounts with no installed base and made the number. A track record of owning and growing installed-base revenue: renewals, upsell, cross-sell, and pilot-to-rollout expansion, with the customer relationships to prove it. Deep command of MEDDPICC or an equivalent qualification framework. Fluency in Salesforce-driven forecast and pipeline management, and comfort inside a weekly forecast cadence with real accountability. Ecosystem fluency: you understand the players inside a retailer's organization and around it — scanner and firmware providers, POS and hardware vendors, software platforms, and SI partners — and how deals actually move through them. Genuine AI-GTM fluency. You are comfortable operating in an AI-first revenue stack: role-play and certification tools like Hyperbound, conversation intelligence like Gong, forecasting platforms like Aviso, and agents running your research and follow-up. AI-first in your own workflow, using it to understand each retailer's business drivers faster and deeper than the competition. Willingness to earn it: you get certified to sell before you sell. Playbook, pitch, pricing, positioning, product, personnel, key questions, and company history — you commit them, and you welcome being tested on them. Excellent written and verbal communication, including executive-level materials and business cases. Executive presence: credibility, composure, and command with senior retail buyers. Willingness and ability to travel up to 40%, including regular in-person time with your customers.

Compensation: $240,000 - $350,000 OTEThis compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.

Our Culture: We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges. We align to the following Digimarc core values:

• Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
• Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
• Courageous – Innovate with integrity
• We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.