Account Executive

About the role

Come build what's next with Topsort!

What Is This Role Like?

We're looking for an Account Executive in Somerville, MA. to drive Topsort's growth by helping retailers, marketplaces, and delivery platforms unlock new monetization opportunities through our technology.

You'll own complex sales cycles from prospecting to close, combining commercial strategy, technical understanding, and AI-powered tools to build strong customer relationships, navigate stakeholders, and turn opportunities into revenue.

What You'll Own

• Account Strategy & Pipeline: Identify and prioritize high-potential retailers, marketplaces, and delivery platforms, leveraging AI-assisted research, outbound strategies, industry events, and creative networking to develop qualified opportunities.
• Enterprise Deal Execution: Own the full sales cycle, from discovery and business case development to technical alignment, proposals, negotiations, and closing, creating clear action plans to keep deals moving.
• Strategic Relationships: Build trusted relationships with senior decision-makers, map key stakeholders, and navigate complex organizations to align Topsort's solutions with customer priorities.
• Product & Industry Expertise: Develop a deep understanding of retail media, auction technology, marketplace monetization, and Topsort's product portfolio to translate technical capabilities into clear business value.
• Cross-Functional Collaboration: Partner with Sales Engineering, Product, Finance, Legal, and leadership to address customer needs, align technical feasibility, and accelerate deal progression.
• AI-Enabled Sales Execution: Leverage AI, CRM systems, and data to streamline research, account planning, follow-ups, and deal analysis while maintaining reliable forecasts and identifying commercial risks early.

What Success Looks Like

• Revenue & Deal Progression: Qualified opportunities consistently advance through clear milestones and actionable close plans, translating into revenue growth and achievement of commercial targets.
• Account & Stakeholder Strategy: Target accounts are thoroughly mapped, with engaged champions, identified decision-makers, and a clear understanding of potential blockers.
• Pipeline & Forecast Reliability: Your pipeline reflects genuine commercial opportunities, with evidence-based forecasts, clear next steps, and early identification of risks.
• Customer Value: Customers understand Topsort's differentiation, recognize the business case, and can connect our technology to their monetization goals.
• Cross-Functional Alignment: Internal stakeholders understand where their expertise is needed and can effectively support deal progression.

What You'll Bring

• Don't check every box?
• We'd still love to hear from you.
• We value curiosity, strong judgment, and people who take ownership of results:

• Relevant Experience: 3+ years of experience in sales or customer-facing roles, with a proven track record of owning deals and delivering results.
• Sales Execution: Experience developing pipeline, managing complex sales cycles, negotiating, and engaging multiple stakeholders.
• Strategic Judgment: Strong commercial thinking, structured problem-solving, and the ability to identify opportunities, navigate objections, and make informed decisions.
• Technical Curiosity: Ability to quickly understand technical products and communicate their value to both business and technical audiences.
• AI & Data Fluency: Comfortable leveraging AI, CRM systems, and data to improve sales execution while applying sound commercial judgment.
• Communication & Collaboration: Strong communication skills and the ability to work effectively with cross-functional teams and senior stakeholders.
• Ownership & Adaptability: An entrepreneurial mindset, curiosity, and the ability to operate independently in a fast-paced, evolving environment.
• Education & Mobility: Bachelor's or Master's degree, preferably in a quantitative or technical field, and willingness to travel regionally and internationally.

Nice To Have

• Experience in B2B SaaS, AdTech, Retail Media platforms.
• Familiarity with retail, marketplaces, retail media, or digital monetization.
• Experience in startups, scale-ups, or high-growth environments.
• Proficiency in additional languages beyond English.

Who Thrives Here

We set a high bar because the work we do matter. You'll thrive here if you:

• Ownership & Quality: You take responsibility for what you build, write production-ready code, and leave systems better than you found them.
• Judgment & Decision-Making: You make thoughtful decisions, communicate trade-offs openly, and balance speed with quality and long-term impact.
• Collaboration & Communication: You share knowledge, communicate openly, and work effectively across teams to solve complex challenges.
• Curiosity & Attention to Detail: You care about the details, continuously improve your skills, and explore new technologies with a critical mindset.

Do you sound like the right fit? Let's dive right in!