Senior Account Executive

About this role

Growing the apparel category is a key focus for Faire as a business. In this role, you will be responsible for supporting that endeavor by bringing on the best and most relevant brands in the apparel category onto our platform. Faire's quality, depth and breadth of Brands is its strongest value to retailers. As a Senior Account Executive, you will directly contribute to the company's and apparel's success by growing this supply and ensuring that we are ready to meet the needs of the growing apparel retailer segment.

The Apparel Team at Faire is a cross-functional team across sales, success, ops and product functions focused on making Faire the #1 destination for apparel retailers to purchase apparel products. We are looking for a self-starter who is passionate about the apparel space, ramps quickly, manages a high-volume pipeline of leads, and helps drive the overall strategy of the category. This role is for you if you love connecting with customers, communicate candidly, are a pro at prioritizing, and love the hustle and scrappiness of start-up life.

What you’ll do 

Identify the right opportunities for growth

• Manage a book of business with the goal of acquiring new Apparel brands, including identifying who to target and how to engage them across multiple channels
• Set your own sub-targets that ladder into your overall goal and hold yourself accountable to achieving them
• Independently leverage business and customer data to identify prospects that are a good fit for Faire based on category insights, seasonality, and patterns of previous success from existing customers
• Support your customers by helping them understand what Faire offers and guiding them through best practices to receive orders

Independently lead a best-in-class sales cycle from activation to early success

• Lead every customer interaction with a personalized set of questions to understand each customer's unique business, and shape Faire's value proposition to meet their specific problems
• Partner directly with customers' sales and marketing teams to incorporate Faire's platform into their workflows and collateral — educating them on how best to drive success on Faire
• Develop personalized onboarding plans based on customer needs that balance near- and long-term success for Faire and the customer
• Independently decide when to move forward or pass on a prospect if the partnership is unlikely to succeed

Be an expert in the apparel category on Faire

• Act as the key category manager for your vertical — identifying insights, trends, and product blockers to use in planning and thought leadership
• Be solution-oriented on common objections or roadblocks to category growth. Size the opportunity, the resources needed, and act on it with product & leadership teams
• Understand how competitors and industry players operate and Faire's key differentiators
• Research trends and noteworthy events across the industry, your vertical, and your key accounts
• Use apparel or retail industry knowledge — where you have it — to navigate customer conversations on independents, price point, working alongside sales reps, and trade shows
• Collaborate with and mentor a dedicated SDR on prioritization and messaging strategy for key accounts

Represent the Faire brand across the wholesale industry

• Drive Faire's value props, messaging and strategy across nurture emails, call outreach, and in-person tradeshows, events, and customer visits
• Research and identify new business opportunities to drive incremental revenue for the Faire platform
• Develop content for and host webinars to engage leads in your vertical and share onboarding best practices
• Collaborate with marketing to develop top-of-funnel messaging for websites, paid advertising, and nurture emails

Qualifications

• 4+ years of sales experience, with a track record of consistently hitting or exceeding quota
• Wholesale, apparel, or retail industry experience is a plus — not required
• Resilience: a track record of pushing through rejection and setbacks without losing momentum or taking it personally
• Self-awareness and reflection: proactively seeks out feedback before it's offered, and can point to specific things changed as a result
• Strong bias to action: moves fast on ambiguous, unstructured problems and builds the process to solve them rather than waiting to be told
• Genuine eagerness to support customers — not just close them
• Expertise managing a sales pipeline and the ability to effectively manage multiple relationships at a time
• High level of adaptability and hunger for a fast-paced environment with constant change
• Experience in and comfort with technology and learning new SaaS tools (i.e., Salesforce, SalesLoft, Mode, Sales Navigator, ZoomInfo, custom internal tools) is a plus
• Motivated by, and invested heavily in, the success of your team

What would stand out

• Strong understanding of the apparel landscape, particularly in the wholesale industry
• A network in the apparel world with brands that could be a good fit for the platform
• Mastery of Salesforce
• Data-minded, data-driven, analytical
• Process-oriented and operationally-minded
• Additional work background or experiences that demonstrate a colorful and unique perspective
• Calm, cool and collected; articulate and concise in your communication

On-Target Earnings (OTE) Range

San Francisco: the pay range for this role is $132,000 to $181,500 per year.

This role will also be eligible for equity and benefits. Actual On-Target Earnings (OTE) will be determined based on permissible factors such as transferable skills, work experience, market demands, and primary work location. The OTE range provided is subject to change and may be modified in the future.