VTEX

Enterprise digital commerce platform for DTC

Senior Account Executive - B2B

Account ExecutiveConfirmed live in the last 24 hours

Full-timeWarsaw, PolandNo salary listed

About the Job

Requirements

At least 5 years of closing enterprise B2B software or SaaS, with a track record of new-logo acquisition rather than renewals or account management.
Experience with deal sizes of €100,000 or more in annual contract value and sales cycles of at least 6 months involving multiple stakeholders.
A background in B2C or B2B digital commerce enterprise technology is strongly preferred.
Demonstrated success selling through or with systems integrators or consultancies.
Native or fluent Polish and professional English.
An existing network among retail decision-makers in the region is a significant advantage.

Responsibilities

Own new-logo acquisition for enterprise retailers, brands, and B2B manufacturers in Poland.
Build the territory plan and generate pipeline independently alongside marketing and systems integrator partners.
Close complex, multi-stakeholder replatforming deals by engaging CIOs, CDOs, and Heads of E-commerce.
Partner with internal stakeholders to develop and execute the territory plan for Poland, co-owning strategy, pipeline growth, and execution in line with defined market tiering.
Develop and implement a strategic plan to achieve and exceed sales targets within assigned territories or industries.
Identify and pursue new business opportunities through prospecting, networking, and lead generation.
Generate pipeline through outbound prospecting, industry networks, events, and collaboration with systems integrator and agency partners.
Conduct discovery calls and meetings to understand prospective clients' digital sales challenges and objectives.
Present and demonstrate the platform's features, capabilities, and value propositions to key decision-makers.
Run full-cycle enterprise deals, including discovery, business cases, solution alignment with pre-sales, commercial negotiation, and closing.
Maintain an organized, up-to-date sales pipeline, tracking leads through the sales cycle using CRM tools.
Provide accurate sales forecasts and reporting to leadership.
Prepare proposals, negotiate contracts, and close deals in alignment with company policies and revenue goals.
Build trust and rapport with prospective clients to secure long-term partnerships.
Stay informed about industry trends, the competitive landscape, and client needs to tailor solutions accordingly.
Share feedback from prospects with internal teams to contribute to product and service improvements.
Travel regularly within Poland and monthly to company offices, including Barcelona, Bucharest, São Paulo, and other locations, as needed.

Desired Qualifications

A B2C or B2B digital commerce enterprise technology background is strongly preferred.
An existing network among retail decision-makers in the region is a significant advantage.

About the Role

The VTEX Account Executive will focus on selling our digital commerce services, spanning the entire sales lifecycle from opportunity qualification, sales pursuits, closing strategy, and execution to account management. You will own new logo acquisition for enterprise retailers, brands and B2B manufacturers in Poland.

This is a hunting role: you will build the territory plan, generate your own pipeline alongside marketing and our systems integrator partners, and close complex, multi-stakeholder replatforming deals by engaging CIOs, CDOs and Heads of E-commerce.

This position is offered as a B2B contract.
This role requires regular travel within Poland, as well as monthly travel to our offices in locations such as Barcelona, Bucharest, São Paulo, and other company offices, as needed.

Key responsibilities

Sales Strategy and Execution:

Partner with internal stakeholders to develop and execute the territory plan for Poland, co-owning strategy, pipeline growth, and execution in line with the defined market tiering.
Develop and implement a strategic plan to achieve and exceed sales targets within assigned territories or industries.
Identify and pursue new business opportunities through prospecting, networking, and lead generation.

Client Acquisition:

Generate pipeline directly: outbound, industry networks, events and jointly with our SI and agency partners.
Conduct discovery calls and meetings to understand potential clients' Digital Sales challenges and objectives.
Present and demonstrate the platform's features, capabilities, and value propositions effectively to key decision-makers.

Pipeline Management:

Run full-cycle enterprise deals: discovery, business case, solution alignment with pre-sales, commercial negotiation, and close.
Maintain an organized and up-to-date sales pipeline, tracking leads through the sales cycle using CRM tools.
Provide accurate sales forecasts and reporting to leadership.

Negotiation and Closing:

Prepare proposals, negotiate contracts, and close deals in alignment with company policies and revenue goals.
Build trust and rapport with prospective clients to secure long-term partnerships.

Market and Industry Insights:

Stay informed about industry trends, competitive landscape, and client needs to tailor solutions accordingly.
Share feedback from prospects to internal teams to contribute to product and service improvements.

Role Requirements

5+ years closing enterprise B2B software or SaaS, with a track record of new logo acquisition (not renewals or account management).
Experience with deal sizes of €100k+ ACV and sales cycles of 6+ months involving multiple stakeholders.
B2C or B2B digital commerce enterprise technology background strongly preferred.
Demonstrated success selling through or with systems integrators / consultancies.
Native or fluent Polish and professional English.
An existing network among retail decision-makers in the region is a significant advantage.

About VTEX

VTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).

Founded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit www.vtex.com.

At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.

About the Company

VTEX

Enterprise digital commerce platform for DTC

VTEX offers a digital commerce platform for large brands to sell and fulfill products across online stores, marketplaces, social channels, and retail from a single system. It ties together orders and inventory across all sales channels, streamlines fulfillment and delivery, and supports launching direct-to-consumer (DTC) marketplaces. The platform is sold as a subscription with optional premium features and support fees. Core capabilities include fast deployment, many built-in features, and easy integration with third-party sellers to test new revenue streams. VTEX distinguishes itself with a highly customizable, all-in-one solution designed for enterprise needs, and has been recognized in the Gartner Magic Quadrant for Digital Commerce as a Visionary. The goal is to help enterprises grow digital commerce, improve conversion rates, and quickly launch scalable DTC channels.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: London, United Kingdom
Founded: 2000

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