Job Details

Title: Sr Account Executive, Retail

FLSA Status: Exempt

Reports To: Chief Customer Officer

Location: Remote

About NLX

NLX is a startup building a conversational AI technology platform that we believe will be part of a suite of technologies that will change the way the world does business and represents the crest of another wave of innovation akin to the advent of HTML, Web 2.0, the social web, and mobile computing. We are a remote-first team headquartered in NYC with team members across North America and Europe. We value excellence, authenticity, transparency, attention to detail, and collaboration.

We are building a team where people are comfortable iterating, asking for help, and showing what they tried when things don't go as planned. At NLX, we embrace the unfamiliar, innovate relentlessly, and avoid getting stuck in the details. Our culture rewards cooperation over competition, and we foster transparency and community.

We are seeking a Senior Account Executive (AE) to lead the sales process from discovery to close within the retail sector. As a trusted advisor and strategic consultant, the AE will be responsible for converting qualified leads into long-term retail customers. You will work closely with our Business Development Representatives (BDRs) and Marketing team to own the sales cycle, delivering tailored, high-impact solutions that address the unique challenges of the retail industry and drive substantial value for our clients.

Company Values

• Elevate the Customer. We are customer-centric in the way we conduct our business and the way we build our product. Our goal is to elevate the customer experience of our customers as well as theirs. We should be obsessed with what the customer needs so that we can quickly build for them.
• Choose simplicity. Things tend to get over-complicated. Take the time to step back and see the simpler solution.
• Be Brave. If a decision needs to be made, make it. Ask questions, make mistakes, try something different. If you are curious about something, take the time to dig into it. If you have something you want to say, say it.
• Keep it Open. Transparency is key and open communication is a great way to be transparent.
• Build an Inclusive Space. We can do more when we do it together. Make each other feel welcome. Make yourself approachable. We expect diverse experiences and value individual input. We give each other the space to be included.

Key Responsibilities:

This is more than a sales role; it's a strategic position to lead our charge into the retail sector. As our Senior Account Executive (AE) for Retail, you are the authority, the strategist, and the trusted consultant for the world's leading retail and e-commerce brands. You bring a deep understanding of the industry's unique pressures-from managing peak season demand and streamlining post-purchase support to enhancing loyalty programs. Your mission is to leverage your expertise and our powerful platform to solve high-stakes challenges for enterprise retailers, quarterbacking complex deals from initial conversation to landmark partnership.

• Spearhead the Retail Vertical: Develop and execute a strategic go-to-market plan to establish NLX as the premier conversational AI partner for medium and large enterprise retailers.
• Engage Retail Leadership: Leverage your network and expertise to build relationships with VPs and Directors across Customer Experience (CX), E-commerce, Contact Center Operations, and Digital Transformation within target accounts.
• Architect Enterprise Solutions: Conduct sophisticated discovery to diagnose critical business pains and architect compelling, ROI-driven solutions that involve conversational AI. Examples could be order status (WISMO), return authorizations (RMA), inventory checks, and personalized shopping assistance.
• Deliver Executive-Level Demos: Present bespoke demonstrations that resonate with a retail executive audience, clearly articulating the business value and impact on KPIs like customer satisfaction (CSAT), cost-per-contact, revenue-per-contact, and others..
• Command the Deal Cycle: Masterfully navigate complex procurement processes, lead multi-threaded negotiations with senior stakeholders, and build consensus to close large, multi-year contracts.
• Develop Strategic Account Plans: Create and maintain detailed plans for your target accounts, mapping organizational structures, identifying key influencers, and defining your path to revenue.
• Crush Your Number: Consistently exceed your sales quota by building a robust, high-value pipeline and managing it with precision and accurate forecasting in our CRM.

Required Qualifications:

You are a seasoned enterprise seller who is fluent in the language of retail. You have a reputation for being a trusted advisor and a history of crushing your numbers by solving real-world business problems.

Core Skill Set:

• Retail Industry Fluency: You deeply understand the operational and financial drivers of retail businesses and can confidently discuss industry trends and challenges with executives.
• Executive Presence: You are polished, articulate, and credible, capable of commanding a boardroom and building rapport with senior leadership.
• Value-Based Selling Master: You excel at quantifying business value, building powerful ROI models, and linking technology solutions to tangible financial outcomes.
• Mastery of Complex Sales: You are an expert in methodologies like MEDDICC/MEDDPICC and have a proven system for navigating enterprise sales cycles.
• Hunter Mentality: You possess a proactive, self-starter mindset and are skilled at creating opportunities, not just managing inbound interest.

Required Background & Experience:

• 5-7+ years of quota-carrying experience selling complex B2B software (SaaS, PaaS) solutions.
• A non-negotiable, proven track record of selling directly to and closing deals with Mid-Market and Enterprise retail organizations. You have the logos and success stories to prove it.
• Demonstrable experience selling to leadership within Customer Experience (CX), Contact Center, or E-commerce departments.
• You come to the table with a strong, existing network of contacts within the retail industry.
• Bachelor's degree or equivalent, compelling work experience.

Additional Skills:

• SaaS/Growth Company Experience: Recent experience in the last 3 years in SaaS or growth companies, selling to prospects unfamiliar with your brand and successfully creating demand in new markets.
• A Passion for Technology: Particularly AI, with the ability to quickly learn and adapt to new tech solutions. You're comfortable in the world of AI and eager to use technology to drive improvements and innovate. You are not afraid, and you are eager to get your hands on NLX's technology to gain a deep understanding of the value to our customers.

Base salary for this role is $130,000-$150,000 with OTE potential at $260,000-300,000. OTE is based on achieving 100% of quota; commissions are uncapped for over-performance.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.