Lead Account Executive - B2B

About the Role

We're looking for an experienced, highly motivated, and strategic Account Executive to accelerate VTEX's growth in the US and Canada B2B commerce market.

In this role, you will be responsible for managing and closing qualified enterprise sales opportunities with manufacturers, distributors, wholesalers, and other organizations looking to modernize their B2B commerce operations.

Working closely with our Business Development team, you will take ownership of opportunities once they have been identified and qualified, leading the sales process from initial discovery and solution positioning through commercial negotiations and contract signature.

You will engage with business and technology decision-makers to understand their commercial challenges, identify opportunities for digital transformation, and position VTEX as a strategic partner for their B2B commerce initiatives.

The ideal candidate combines strong enterprise SaaS sales experience with a deep understanding of B2B business models, complex purchasing processes, and the digital commerce landscape. You are comfortable navigating large organizations, engaging executive stakeholders, and leading sophisticated sales processes involving multiple decision-makers.

You operate with a high degree of autonomy, bring a consultative and value-based approach to selling, and have a proven track record of consistently meeting or exceeding ambitious revenue targets.

Beyond closing deals, you will play a key role in expanding VTEX's presence in the US and Canada B2B commerce market by developing strategic customer relationships, maximizing opportunity conversion, and contributing insights that help strengthen our go-to-market strategy.

What You Will Do

Enterprise Sales Execution and Opportunity Management

• Own the enterprise sales cycle from qualification to closing: Take responsibility for qualified opportunities handed over by the Business Development team, managing the process from discovery and solution evaluation to proposal development, negotiation, and contract signature.
• Drive new business revenue: Convert qualified opportunities into new enterprise customers, consistently achieving or exceeding individual sales quotas and revenue targets.
• Lead strategic opportunity planning: Develop tailored sales strategies for each opportunity, identifying key stakeholders, understanding decision-making processes, mapping buying committees, and defining clear actions to move deals forward.
• Conduct consultative discovery: Deeply understand prospects' business models, commercial objectives, technology environments, and operational challenges, uncovering their needs and aligning them with VTEX's solutions.
• Manage complex enterprise sales cycles: Navigate sophisticated buying processes involving multiple stakeholders, technical evaluations, procurement requirements, competitive dynamics, and extended decision-making timelines.
• Maximize opportunity conversion: Proactively manage sales stages, anticipate objections, remove barriers, and create momentum throughout the buying journey.

B2B Commerce Expertise and Solution Positioning

• Understand complex B2B business challenges: Engage manufacturers, distributors, wholesalers, and enterprise organizations to identify challenges related to digital sales channels, customer-specific pricing, complex catalogs, purchasing workflows, ERP integrations, and legacy commerce platforms.
• Position VTEX's B2B commerce platform: Clearly articulate how VTEX can support commerce modernization, improve digital purchasing experiences, enable customer self-service, streamline ordering processes, and drive business growth.
• Lead value-based sales conversations: Translate complex technology capabilities into tangible business outcomes, demonstrating the commercial and operational value of VTEX's solutions.
• Develop compelling business cases: Work with internal teams to build proposals that demonstrate expected business impact, potential ROI, and alignment with each customer's strategic priorities.
• Navigate competitive evaluations: Differentiate VTEX from alternative commerce platforms and technology solutions, effectively addressing business, technical, and financial objections.

Executive Relationship Management and Strategic Influence

• Establish and maintain trusted relationships with senior decision-makers and influencers across Digital Commerce, Sales, IT, Operations, Finance, and Digital Transformation.
• Engage VP and C-level stakeholders to understand strategic priorities, influence decision-making, and build alignment around proposed solutions.
• Build credibility as a trusted advisor, helping prospects evaluate technology investments and make informed decisions about their B2B commerce transformation.
• Develop strong relationships across multiple stakeholders within each opportunity to facilitate consensus and advance complex purchasing decisions.
• Demonstrate executive presence and strong commercial judgment when navigating sensitive discussions, objections, and negotiations.

Commercial Strategy, Negotiation, and Closing

• Own commercial proposals, pricing discussions, contract negotiations, and closing strategies, ensuring alignment with VTEX's business objectives.
• Lead negotiations involving complex commercial structures, procurement processes, legal considerations, and multiple decision-makers.
• Balance competitive positioning, customer requirements, profitability, and long-term business value when developing commercial agreements.
• Coordinate internal stakeholders and resources to ensure timely execution of commercial and contractual processes.
• Drive opportunities to successful closure while ensuring a high-quality transition to implementation and post-sales teams.

Cross-Functional Collaboration

• Work closely with the Business Development team to ensure effective handoffs, clear qualification criteria, and alignment on account context, customer needs, and next steps.
• Provide structured feedback to Business Development and Marketing teams on opportunity quality, conversion performance, common objections, and market insights to continuously improve pipeline effectiveness.
• Partner with Solution Engineers, Commerce Engineers, Solution Architects, and other technical teams to develop tailored solution strategies, manage product demonstrations, and address customer requirements.
• Collaborate with Systems Integrators and technology partners when relevant to strengthen solution proposals, support customer evaluations, and accelerate sales cycles.
• Coordinate with Legal, Finance, and other internal stakeholders throughout the commercial negotiation and contracting process.
• Ensure a smooth handoff to Customer Success and implementation teams after contract signature, providing the relevant business and technical context.

Revenue Ownership and Sales Performance

• Take full accountability for individual revenue targets, quota attainment, opportunity conversion, and sales performance.
• Maintain accurate and up-to-date pipeline information, including deal stages, opportunity values, closing dates, and next steps.
• Provide reliable sales forecasts based on opportunity progression, stakeholder engagement, commercial risks, and closing probability.
• Proactively identify risks, resolve obstacles, and implement strategies to accelerate deal progression and improve win rates.
• Use sales data and performance insights to optimize sales execution, opportunity prioritization, and conversion effectiveness.
• Share market intelligence, competitive insights, and customer feedback to support the continuous improvement of VTEX's B2B go-to-market strategy.
• Leverage AI-powered tools, CRM systems, and sales technologies to improve customer research, opportunity analysis, sales preparation, and overall productivity.

Who You Are

• You bring 7+ years of experience in enterprise technology sales, with a strong track record in B2B SaaS, digital commerce, or comparable enterprise software solutions.
• You have demonstrated success managing and closing complex enterprise sales opportunities involving multiple stakeholders, extended sales cycles, and sophisticated commercial negotiations.
• You have a proven track record of consistently meeting or exceeding ambitious sales quotas and driving significant new business revenue.
• You have experience selling into manufacturing, distribution, wholesale, or other B2B-oriented industries, with an understanding of their business models and commercial challenges.
• You understand the B2B commerce landscape, including digital purchasing experiences, customer-specific pricing, account hierarchies, complex catalogs, ordering workflows, ERP integrations, and enterprise digital transformation initiatives.
• You have experience selling Digital Commerce SaaS, ERP, OMS, Marketplace, or similar enterprise technology solutions. Direct experience with B2B commerce platforms is a strong plus.
• You are highly skilled in consultative and value-based selling, with the ability to understand complex business challenges, articulate compelling value propositions, and influence strategic technology investments.
• You have experience navigating enterprise buying committees and building relationships with senior stakeholders across business and technology functions.
• You possess strong executive presence and have experience engaging, influencing, and negotiating with VP and C-level stakeholders.
• You have excellent commercial judgment and negotiation skills, with the ability to structure and close complex enterprise agreements.
• You are highly autonomous, organized, and results-driven, with the ability to manage multiple sophisticated sales opportunities simultaneously.
• You demonstrate strong business acumen and strategic thinking, with the ability to understand customer economics, industry trends, competitive environments, and operational challenges.
• You are disciplined in CRM management, opportunity tracking, and revenue forecasting, using data to support sound commercial decisions.
• You thrive in fast-paced, high-growth environments and demonstrate resilience, ownership, adaptability, and a strong commitment to results.
• Experience with Salesforce, HubSpot, and other enterprise sales technologies is preferred.
• You have an AI-driven mindset and actively explore new tools and technologies to enhance your effectiveness and productivity.
• You are based in the United States (NYC or Fort Lauderdale area) and willing to attend the office on a 4 days a week basis.
• You are open to travel for customer meetings, industry events, partner engagements, and other business needs.

About VTEX