SALES | SaaS | Enterprise Account Executive

Enterprise Account Executive

Our client is seeking a driven, results-oriented Enterprise Account Executive to join our high-performing sales team. This role focuses on winning new business by solving operational challenges for leading food and beverage manufacturers. You will collaborate across teams to close large, strategic deals and build multi-year partnerships, ensuring long-term customer success. Reporting to the VP of Sales, you will be supported by Sales Engineers, Business Development Reps, and Marketing to help you identify and win new customers.

You'll thrive here if you're passionate about solving customer problems, building value through consultative selling, and working in a collaborative, fast-paced environment.

SafetyChain is a rapidly scaling B2B SaaS software company with solutions designed to improve safety, quality, and compliance processes in the food and beverage, manufacturing, and related industries. Our products focus on automating and optimizing operations, such as:

• Quality and Safety Management: Helping companies ensure product safety and quality by providing tools to manage compliance with regulatory standards (e.g., FDA, USDA).
• Supplier Management: Assisting with the management of supplier documentation, performance, and risk to ensure adherence to quality and safety standards.
• Compliance Management: Offering tools to ensure companies meet industry regulations and standards, reducing the risk of non-compliance and associated penalties.
• Production and Operational Efficiency: Helping companies optimize production processes by improving visibility, traceability, and real-time monitoring.

The platform is designed to support continuous improvement and real-time data collection (often done manually and on paper prior to our arrival), enabling companies to now make realtime data-driven decisions while ensuring compliance and operational efficiency.

Headquartered in Novato, CA, we have a passionate, diverse team, most of which work remotely across the country. We operate with the fun and flexibility of a start-up combined with the stability of a mature and rapidly growing software company.

Customers include many well-known brands like Albertsons Grocery, Clif Bar, Driscoll's Berries, Schwan's, See's Candies, Chobani, Tyson Foods, Butterball, Cargill and WholeFoods. We believe our culture of "Help and Hustle" makes for a great place to work as we foster a dynamic, positive environment that enables our teams to put their creative energies towards solving our customers' problems and while supporting each other. Our culture is exceptionally collaborative, rewarding, and one of the reasons so many of our employees have been with us for nearly a decade!

What You'll Do:

• Initiate and develop strategic conversations with executives, including C-suite, VP, and program owners, at leading food and beverage companies.
• Build and manage a profitable pipeline through direct prospecting, supported by our Business Development and Marketing teams.
• Own the entire sales processqualifying leads, building business cases, delivering tailored presentations, negotiating contracts, and closing deals.
• Forecast sales opportunities accurately and consistently to meet or exceed your annual quota of $1M+ ARR.
• Develop trusted advisor relationships, aligning SafetyChain's solutions with the customer's key business initiatives.
• Navigate complex, multi-stakeholder sales cycles of 6-12 months by collaborating with internal teams, including Sales Engineers, Product, and Customer Success.
• Effectively communicate ROI and value propositions, helping production plants and facilities maximize their operational efficiency.

Requirements:

• 5+ years of SaaS enterprise sales experience with proven success in meeting or exceeding a $1M+ annual quota.
• Strong consultative sales skills with the ability to build value by uncovering business challenges and crafting tailored solutions.
• Experience selling to multiple stakeholders in complex enterprise accounts, including C-suite executives.
• Exceptional presentation, negotiation, and closing skills.
• Ability to walk production facilities and identify ways for customers to further leverage SafetyChain's software for improved ROI.
• Comfortable using CRM tools and following a structured, process-driven sales approach.

Preferred skills & Experience:

• Experience selling compliance, safety, or quality systems (e.g., OEE, Statistical Process Control, or ISO/SQF programs).
• Prior exposure to food & beverage, manufacturing, or related industries.
• Knowledge of performance and compliance programs such as ISO, FSSC, or SQF.
• Familiarity with strategic sales methodologies (e.g., MEDDIC, Challenger, SPIN).
• Creative problem-solving, adaptability, and strong communication skills.
• Previous experience as a Business Development Representative and/or SMB Sales Representative in B2B Saas environments.

Our Values:

• Quality Above All: Build the best and most effective experiences for our teams and our customers
• Innovate for Impact: Pioneer solutions that enhance manufacturing processes and outcomes, benefiting both our industry partners and the consumers they serve.
• Work Smart: Drive operational excellence that maximizes productivity and delivers superior value to customers.
• Grow Together: Create strong, inclusive partnerships with customers, working as One Team with help and hustle to drive mutual success and innovation.

Things that Make the Job Awesome:

• Our people - you will love them and the culture they've cultivated
• Very competitive compensation plan
• Opportunity for stock options
• Full health benefits
• Self Care PTO Plan
• Flex Schedule (WFM)
• 401k match
• Fast growing tech company with big opportunity
• Rewarding work that is solving an important problem
• Annual investment in your professional development

Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status or any other characteristic protected by law applicable to the state in which you work.