Account Executive

📋 Description

• • Didero is at the forefront of revolutionizing global trade by building the autonomous supply chain, with a specific focus on agentic supplier management. In an era defined by unprecedented complexity and criticality in global trade, Didero provides a vital solution to teams overwhelmed by challenges ranging from geopolitical instability to intricate tariff structures. Our cutting-edge AI agents automate time-intensive workflows, bringing advanced technology to one of the world's most essential domains.
• • We are seeking a highly motivated and entrepreneurial Account Executive to play a pivotal role in Didero's growth trajectory, driving us from our Series A funding stage through Series C and beyond. This is a hands-on, proactive role that demands radical ownership and a true entrepreneurial spirit, moving far beyond a passive, inbound-focused approach.
• • As an Account Executive, you will be instrumental in creating and nurturing sales pipeline, expertly navigating complex, multi-stakeholder sales cycles, and successfully closing six-figure Annual Recurring Revenue (ARR) deals. Your primary targets will be operators within the manufacturing and distribution sectors, including roles such as COO, VP of Supply Chain, and Procurement leaders.
• • You will operate in close partnership with our founding team, as well as our product and engineering departments, providing invaluable market feedback and contributing to the strategic direction of our offerings.
• • Your core responsibilities will encompass the entire sales cycle, from initial prospecting and in-depth discovery to articulating a compelling value proposition, managing pilot programs, navigating legal and information security reviews, closing deals, and identifying opportunities for account expansion.
• • A significant portion of your role will involve proactive pipeline generation through targeted outbound efforts within named accounts, with an expectation that 40-60% of your sourced business will originate from your own initiatives.
• • You will excel at selling based on tangible value, meticulously quantifying benefits such as labor cost savings, avoided expedite fees, reduced inventory and stockout risks, and positive impacts on working capital, thereby constructing robust ROI analyses that are CFO-ready.
• • Success in this role requires adeptness at multi-threading engagements across various departments, including Procurement, Operations, IT, and Finance, fostering collaborative relationships and establishing mutual close plans to effectively manage and control the evaluation process.
• • Maintaining a highly organized and efficient sales process is crucial, characterized by meticulous CRM hygiene and accurate forecasting.
• • You will actively collaborate with our Product and Engineering teams, providing critical feedback derived from customer interactions to inform product development and contributing to the creation of essential sales enablement materials, including case studies and effective talk tracks.
• • Beyond initial deal closure, you will focus on expanding existing accounts by successfully landing initial use cases and subsequently broadening our footprint to adjacent workflows as the product's capabilities evolve and its surface area increases.
• • We are looking for individuals who embody a hunter mentality with exceptional grit, possessing a proven track record of building pipeline from scratch and closing multi-stakeholder SaaS deals exceeding six figures in value, particularly within fast-growing startup environments.
• • Exceptional communication skills are paramount; you must be a clear, direct communicator with strong executive presence, capable of engaging effectively with COOs on the plant floor and confidently asking for the business.
• • The ability to translate complex, often messy, operational processes into clear, compelling before-and-after narratives, backed by an ROI that resonates with financial executives, is essential.
• • Resourcefulness is key; we expect you to be proactive in creating necessary sales materials when off-the-shelf solutions are not yet available, demonstrating an entrepreneurial drive in a less structured, rapidly evolving sales organization.
• • A high degree of discipline is required, ensuring meticulous attention to detail in tracking next steps, deadlines, ownership, and mutual plans.
• • While fostering a team-first mentality, you must also be highly accountable for your individual number and demonstrate a relentless drive to achieve success.
• • This role is ideal for someone with 3-7 years of experience as an Account Executive, consistently carrying a quota and closing complex, multi-stakeholder deals within fast-growing Series A to D startups, with a preference for experience selling into traditionally low-tech industries or functions.
• • A demonstrated ability to self-source a significant portion of your pipeline and manage intricate evaluation processes involving security, legal, IT, and finance departments is critical.
• • Proven success in value-based selling and business case development, with comfort in discussing financial outcomes with senior executives, is a must.
• • A strong process orientation and a commitment to maintaining clean CRM data are essential for success.
• • A willingness to travel regularly to meet with clients and prospects is required.