Distributor Relationship Account Executive

📋 Description

• • Cents Systems Inc. is at the forefront of revolutionizing the laundry industry, a massive $40+ billion market, by providing an all-in-one business management platform for laundromats, dry cleaners, and garment care businesses. We are a rapidly growing, profitable vertical SaaS company backed by prominent investors such as Bessemer, Camber Creek, and Tiger Global, positioning us at an exciting stage of expansion. Our mission is to transform garment care businesses by modernizing operations through our comprehensive "business-in-a-box" solution, enabling operators to start, manage, and grow their ventures with unprecedented ease and insight. We are a New York-based technology company driven by a passion for empowering Small and Medium Businesses (SMBs) and a deep sense of responsibility to elevate an entire industry. To achieve this ambitious vision, we are seeking exceptional talent to join our dynamic team, and this is where you come in.
• • As a Distributor Relationship Account Executive at Cents Systems Inc., you will play a pivotal role in owning and significantly growing a portfolio of our key distributor partners. This is a unique opportunity that transcends traditional SMB Account Executive roles and passive channel management positions. You will be directly accountable for driving revenue growth from our distributors, fostering deep engagement and trust, and ensuring a seamless experience that empowers them to increase their sales of Cents and Laundroworks products. This role sits at the critical intersection of Sales, Hardware Operations, Product Development, and Customer Success, requiring you to act as a single-threaded owner for your assigned distributor accounts.
• • Your responsibilities will be multifaceted, demanding a proactive and strategic approach to channel management. You will serve as the primary point of contact for a defined set of distributors, cultivating robust, long-term relationships with their owners, sales representatives, and installation teams. A significant aspect of this role involves spending dedicated time in the field with distributor teams to gain an intimate understanding of their sales processes, installation methodologies, and operational challenges. You will act as the central "quarterback," orchestrating and addressing all distributor needs across sales, hardware, and support functions, ensuring timely and effective resolutions.
• • A core objective of this position is to drive substantial revenue growth through the distributor channel. This includes increasing sales of hardware, card systems, payment solutions, and software offerings. You will actively support distributors during crucial industry events, including regional and national trade shows, open houses, and other partner gatherings. A thorough understanding of our pricing models, discount structures, and partner programs is essential, and you will be responsible for ensuring distributors are well-versed in these areas. Furthermore, you will provide critical support in deal strategy, quoting processes, and the closing of complex deals, acting as a trusted advisor to our partners.
• • Accurate forecasting of the distributor pipeline and bookings is paramount to our strategic planning and operational efficiency. You will be responsible for maintaining and refining these forecasts, providing valuable insights to leadership.
• • Enabling the success of our distributors is key to our mutual growth. This involves delivering comprehensive training to distributor sales teams on Cents and Laundroworks products, utilizing both remote and in-person methodologies. You will lead the rollout of new products, programs, and incentive structures to the channel, ensuring smooth adoption and maximum impact. A critical part of your role will be identifying friction points within the distributor experience and collaborating cross-functionally with internal teams to implement solutions and remove obstacles. Your efforts will be instrumental in helping distributors scale their operations from ad hoc selling to a more repeatable and predictable sales motion.
• • You will serve as the vital "Voice of the Distributor" within Cents Systems Inc. This means actively gathering and channeling distributor feedback to our Product, Operations, and Leadership teams. You will be adept at surfacing systemic issues early, preventing them from escalating into major problems. While advocating for the needs and growth of our distributors, you will also diligently protect Cents' established standards and economic interests.
• • Operating with an "owner's mindset" is fundamental to this role. You will meticulously track performance against clearly defined Key Performance Indicators (KPIs), including bookings, attach rates, activation rates, and overall growth metrics. Maintaining clean and accurate CRM data and developing comprehensive distributor account plans are essential responsibilities. Proactively identifying and managing risks, potential churn, and underperforming partners will be crucial for sustained success and partner retention.
• • This role offers a unique opportunity to shape the future of our channel partnerships and contribute significantly to the growth of Cents Systems Inc. in a rapidly evolving industry. Your ability to build strong relationships, drive strategic initiatives, and operate with autonomy will be key to your success.