Territory Account Executive

Job Summary

The successful Territory Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Territory Account Executives combine a strong foundation in technology and business-to-business sales with a hunger to grow into full-cycle enterprise sellers. Working within an assigned North America territory and as part of a regional sales team, Territory Account Executives drive expansion revenue within existing accounts and close net-new business generally under $150K in ARR, while building the skills and track record needed to advance into a broader Account Executive role.

Job Duties and Responsibilities

• Meet or exceed an annual quota of estimated $800K-$1M in ARR by driving expansion revenue within an assigned base of existing customers and closing net-new business generally under $150K in ARR within an assigned North America territory.
• Apply the Reltio Sales Methodology, MEDDPICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
• Build consultative relationships with stakeholders, influencers, and decision-makers within existing accounts and new prospects to uncover expansion and net-new opportunities.
• Manage all sales activity within your territory, including opportunity development, account planning, pipeline management, and accurate forecasting in Salesforce.
• Partner with your Regional VP and regional sales team, including senior Account Executives, Sales Engineers, and Customer Success, to develop account strategy and escalate or hand off opportunities that exceed territory scope.
• Participate in the development and delivery of compelling value propositions and product demonstrations.
• Identify expansion opportunities within existing accounts by understanding customer use cases, business drivers, and renewal timelines.
• Use Salesforce to manage clients, prospects, partners, and business processes.
• Negotiate pricing and contractual agreements to close the sale.
• Other duties and responsibilities as assigned.

Skills You Must Have

• Bachelor's degree or equivalent practical experience.
• 1-3 years of business-to-business sales experience (technology or SaaS sales preferred); prior sales development (SDR/BDR) or account management experience is a plus.
• Demonstrated ability or aptitude for managing a territory, including account planning and pipeline prioritization across existing and net-new accounts.
• Familiarity with sales methodologies such as MEDDPICC or similar frameworks (formal training provided).
• Experience or strong aptitude for managing a full sales cycle, from prospecting through negotiation and close.
• Experience with CRM tools (Salesforce preferred).
• Exposure to or interest in selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), or other cloud-based platforms.
• Track record of meeting or exceeding goals or quotas in prior sales, sales development, or customer-facing roles.
• Excellent verbal and written communication skills.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Highly coachable, competitive, and resilient, with a strong desire to grow into a senior sales role.
• Willingness and ability to travel domestically as needed (estimated to be 25%).
• Must be based in North America.

Skills That Are Nice to Have

• Cloud Selling Certifications
• Industry experience in HLS, FNS, Life Sciences, or B2B2C
• Experience working in an ABX Framework
• Prior quota-carrying experience in a defined territory, SMB, or commercial segment

Additional information

At Reltio, we carefully consider a wide range of compensation factors to determine your personal top of market. We rely on market indicators to determine compensation and your specific job family, background, skills, and experience to get it right. These considerations can cause your compensation to vary and will also be dependent on your location.