About the role
About commercetools Real innovation starts with a strong foundation, and at commercetools, that comes from the perfect balance of our product and our people. Behind every leap forward is a collective of builders, explorers, doers, makers, and problem-solvers.The kind of people who not only pioneered a more flexible approach to commerce architecture but also shaped the culture of experimentation that approach unlocked. Together they are the engine of commerce innovation today. At commercetools, we power the next era of commerce for our customers. Whether it’s AI-driven solutions that help enterprises make smarter business decisions, bridging digital and physical shopping experiences, or enabling entirely new ways for industries to connect with their customers, we help the world’s most ambitious companies experiment, scale, and grow without limits. Here the best idea wins, not the loudest voice. You will have the tools, trust, and space to not only build the future of commerce, but to build your own. Your Impact As our Senior Strategic Account Executive , you will be responsible for securing and expanding the largest and most transformative enterprise clients of commercetools in our core verticals including retail and B2B. You will lead C-suite engagements, navigate multi-year digital transformation initiatives, and close complex, multi-million dollar platform deals that define commercetools’ market leadership. This is a high impact, quota carrying role reserved for top-performing enterprise salespeople with the DNA for large scale clients, ensuring we delight our customers, retain and grow our business together with them. You are viewed as a market influencer, strategic advisor, and deal orchestrator - responsible not only for revenue generation, but for accelerating commercetools dominance in the enterprise commerce platform category. Own and grow a portfolio of the highest-value retail and CPG strategic enterprise accounts. Serve as the primary point of contact for these accounts from an sales and account management perspective, and in tight collaboration with our CS (customer success) team and orchestrating the executive relationships as well as all of commercetools in the pursuit of maximizing the value of the relationship with these clients for both parties Lead complex, multi-threaded sales cycles involving CIOs, CTOs, CDOs, CMOs, CFOs, and their teams. Solution Differentiation & Technical Collaboration: Articulate commercetools' capabilities and differentiation clearly. Collaborate with solutions consultants to engage technical teams effectively. Value: Partner tightly with the value engineering team to ensure we are focused on outcomes for our customers, and drive our top line growth with cross and up-sell campaigns. Organizational sales orchestration: Manage the complex sales process inclusive of MEDDPICC, notably the relationships at these clients (Champions, EBs, influencers and others) Partnering: Collaborate with our ISVs and SIs to ensure the successes noted above. Develop tailored account plans for each client and manage the cadence for continuous execution. Orchestrate internal and external resources including alliances, professional services, product leadership, and GSI’s to craft enterprise transformation roadmaps. Influence digital strategy at the board and executive level; position commercetools as an innovation partner rather than a vendor. Close multi-year, multi-solution platform agreements that drive long-term value realization across multiple lines of business, regions, and brands. Consistently meet or exceed quarterly and annual sales quotas. Track, analyze, and report on key account metrics, such as revenue growth, customer satisfaction, and project delivery. What Sets You Apart You're a creative problem-solver who is wired to find solutions. You confidently dive into complex challenges and have a talent for making them simple for others. Your curiosity drives you to constantly grow and contribute to an environment of trust and teamwork. Great ideas come from many paths, and your unique perspective matters more than checking every box. What matters most is the mindset you bring to the work. Elite-level enterprise sales experience, specializing in the highest-stakes, most complex global accounts. Career history includes multiple instances of securing foundational, 7-figure ACV deals in net-new accounts. Enterprise SaaS sales experience with a proven track record of annual quota achievement. Prefer commerce background or at minimum, mission critical applications software. Demonstrated success closing multi-million dollar, multi-year contracts with large scale organizations. Exceptional executive presence with experience influencing C-suite stakeholders and board-level decision making. Strategic mindset with the ability to design and executive large-scale transformation deals. Recognized top-performer status in previous roles (Presidents Club/Top 5%/ Chairman’s Club, etc). AI Aptitude : A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role. Our
