Account Executive

As an Account Executive at ORO Labs, you are a true hunter – someone who can open the door and close. You will own the full sales cycle for a defined territory of North American prospects and existing accounts, from self-sourced outbound prospecting through discovery, solution positioning, negotiation, and contract close. You will also expand and protect a book of existing customers, driving upsell and renewal while relentlessly building new pipeline. This is a quota-carrying, revenue-owning role for someone who thrives on winning new logos and growing accounts, not just managing them.

Key Responsibilities

New Business Hunting: Proactively source and build your own pipeline through outbound prospecting, targeted account planning, and creative channels – you are not waiting on hand-offs.

Full-Cycle Sales Ownership: Run the entire sales motion end-to-end – prospecting, discovery, demo/solution positioning, negotiation, and contract close – for both net-new logos and expansion within existing accounts

Account Growth & Retention: Manage a book of existing customers, identifying upsell, cross-sell, and expansion opportunities while ensuring high renewal rates and customer satisfaction

Territory & Account Planning: Develop and execute a strategic territory plan, prioritizing target accounts based on fit, whitespace, and revenue potential.

Consultative Selling: Build deep relationships with procurement, supply chain, and finance stakeholders, understanding their challenges and positioning ORO's platform as the solution.

Pipeline & Forecast Management: Maintain accurate, up-to-date opportunity and account records in Salesforce, and deliver reliable forecasts to sales leadership.

Cross-Functional Collaboration: Partner closely with SDRs, Solutions Engineering, Customer Success, and Marketing to build pipeline, run winning deal cycles, and drive successful onboarding.

Market & Competitive Insight: Stay current on procurement and supply chain SaaS trends and the competitive landscape to sharpen positioning and win strategy.

Quota Attainment: Consistently meet or exceed monthly and quarterly new business and expansion revenue targets.

Qualifications

- Bachelor's degree in Business, Marketing, Communications, or a related field.

- 5+ years of full-cycle sales experience in a quota-carrying Account Executive or similar closing role, within enterprise AI (agentic) SaaS.

- Demonstrated track record as a hunter – consistently self-sourcing pipeline and closing net-new business, not solely relying on inbound or marketing-generated leads.

- Proven ability to manage and grow existing accounts alongside new business development.

- Strong consultative selling, negotiation, and closing skills with experience navigating multi-stakeholder, enterprise deal cycles.

- Excellent communication, presentation, and relationship-building skills.

- Proficiency with CRM systems (e.g., Salesforce) and sales engagement platforms.

- Highly self-motivated, competitive, and comfortable operating independently in a fast-paced, dynamic environment.

- History of consistently meeting or exceeding quota.

Preferred Qualifications

- Familiarity with procurement and supply chain management solutions.

- Experience selling into procurement, supply chain, or finance buyer personas.

- Experience using sales tools like Salesloft, ZoomInfo, and LinkedIn Sales Navigator or other prospecting software.

- MEDDIC, Command of the Message, or similar sales methodology training.

About ORO Labs

ORO Labs is an agentic procurement orchestration company on a mission to humanize the procurement experience. Founded in 2020 by former SAP Ariba product leaders, ORO delivers effortless user experiences so businesses can shorten cycle times, decrease risk through end-to-end process visibility, and remain agile in response to change with a no-code platform purpose-built for procurement. SAP recently named Oro Labs as their Strategic Orchestration partner