Director/AVP of Sales - Retail & CPG Consulting

About Xebia

Xebia is a global, AI-first digital transformation and technology consulting company helping enterprises accelerate innovation through Artificial Intelligence, Data & Cloud, Intelligent Automation, Digital Products & Platforms, Software Engineering, and Managed Services. Xebia operates across multiple countries with a global delivery model and a strong reputation for engineering excellence and customer-centric innovation.

In 2026, Xebia proudly celebrates 25 Years of Impact, marking a milestone of innovation, growth, and helping organizations navigate technology transformation through software engineering, cloud, AI, data, and digital innovation.

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Title :- Director/AVP of Sales - Retail & CPG Consulting

Location :-Remote

Job Description :-

Role Overview We are seeking a high-performing Retail & CPG Consulting Sales Leader to drive growth across the Western United States. This role will be responsible for both hunting new logos and expanding existing strategic accounts, positioning Xebia's AI, Data, Cloud, Digital Engineering, Product Development, Automation, and Modernization services to leading Retail, eCommerce, and Consumer Goods enterprises.

The ideal candidate possesses deep Retail/CPG industry relationships, a proven track record of consulting services sales, and the ability to develop C-level client partnerships that result in large-scale transformation programs.

Key Responsibilities

New Business Development (Hunter)

• Generate and close new logo opportunities within Retail, Omnichannel, Grocery, Specialty Retail, Apparel, Consumer Goods, and eCommerce sectors.

• Build executive-level relationships with CIOs, CTOs, CDOs, Digital Officers, Product Leaders, and Business Executives.

• Develop territory and account plans aligned to revenue objectives.

• Own the complete sales cycle from prospecting through contract execution

. Account Growth (Farmer)

• Expand existing client relationships through cross-sell and upsell opportunities.

• Position Xebia's AI, Data, Cloud, Product Engineering, Platform Modernization, and Managed Services capabilities.

• Collaborate with delivery leaders to maximize customer value and account penetration.

• Build multi-year strategic roadmaps with enterprise customers.

Consulting-Led Sales

• Lead discovery workshops and executive discussions around:

o AI & Generative AI Transformation

o Cloud Modernization

o Data Platforms & Analytics

o Digital Commerce

o Product Engineering

o Customer Experience Transformation

o Enterprise Application Modernization

• Create compelling business cases tied to measurable outcomes and ROI.

Leadership & Collaboration

• Partner with Alliances, Marketing, Delivery, and Practice Leadership teams.

• Drive pipeline forecasting, opportunity management, and executive reporting.

• Represent Xebia at industry conferences, retail forums, and executive networking events. Required Qualifications

• 12+ years of successful IT Services / Consulting sales experience.

• 5+ years selling into Retail, Consumer Goods, or eCommerce organizations.

• Proven record of acquiring and growing multimillion-dollar accounts.

• Strong network across West Coast Retail and CPG decision-makers.

• Experience selling Digital Transformation, Cloud, Data, AI, Product Engineering, or Consulting Services.

• Expertise in complex enterprise deal cycles and executive stakeholder management.

• Bachelor's degree required; MBA preferred.

Preferred Experience

• Experience working with Retailers, Marketplaces, Grocery Chains, Fashion/Apparel Brands, Consumer Goods Companies, or Direct-to-Consumer organizations.

• Familiarity with AWS, Microsoft, Google Cloud, Databricks, Salesforce, Adobe, Commerce Platforms, and modern digital ecosystems.

• Knowledge of retail domains including Merchandising, Supply Chain, Inventory, Pricing, Loyalty, Store Operations, and Digital Commerce.

Success Metrics

• New Logo Revenue Growth

• Annual Sales Quota Achievement

• Strategic Account Expansion

• Pipeline Creation & Conversion

• Gross Margin Achievement

• Executive Relationship Development

• Customer Satisfaction & Retention

Why Join Xebia?

• Join a globally recognized AI-First Digital Transformation Leader helping enterprises shape tomorrow with AI today. [linkedin.com], [pages.xebia.com]

• Be part of Xebia's 25-Year Legacy of Innovation and Impact. [linkedin.com], [youtube.com]

• Access world-class expertise across AI, Data, Cloud, Software Engineering, and Digital Transformation. [youtube.com], [xebia.com]

• Work alongside high-caliber consultants and global technology partners.

• Uncapped opportunity to influence growth within one of the industry's fastest-growing consulting organizations.

Xebia - Shaping Tomorrow with AI Today.

Benefits We Are Proud to Provide!

• Medical, Dental and Vision Insurance (Subsidized)

• Health Savings Account

• Flexible Spending Accounts (Healthcare and Dependent Care)

• Short-Term and Long-Term Disability

• Life and AD&D Insurance • Employee Assistance Program

• Matched 401(k) Retirement Savings Plan

• Paid Time Off

While the talent scarcity within IT is at an all-time high and still growing, Xebia sticks to the mission of “aiming for thought leadership”, thus working with the best professionals in the market.

At Xebia, you will get the chance to work with passionate professionals within their field of expertise. We offer more than just a job, we offer a career. We are looking forward to working with you!

Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Xebia is committed to providing equal opportunity and reasonable accommodations to employees with disabilities. Xebia complies with the Americans with Disabilities Act and all other applicable federal, state, and local laws regarding disability discrimination and accommodation. Interested Candidates may reach out to View email address on apply.j-vers.com for any assistance needed.

Please feel free to share your preferred pronouns with us during the application process.

All people hired will be required to verify identity and eligibility to work in North America, and to complete any required employment eligibility forms.