Description:

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

Position Summary:

This role leads a team of approximately 8–10 Account Executives focused on selling SPS Commerce solutions into Supplier customers ranging from emerging to small businesses up to $50M in revenue. This role is responsible for achieving a quota tied to new business sales, existing customer upsells, driving cross-sell results and retaining revenue from existing customers.

This leader operates as a true player-coach, working side-by-side with their team on active deals getting on the phone, joining calls, helping navigate buying cycles, and coaching in the moment to drive results. This leader is equally fluent in pipeline data and people development, bringing a numbers-driven mindset to forecast management while building and protecting a high-performing, tenured team culture that aligns with SPS Commerce values. Winning is in their DNA, they’re competitive, they love to win, and they love watching their people win even more.

The Day-to-Day
As the leader of this team, you will work alongside a tenured, high-performing team of Account Executives and Strategic Account Executives focused on net new customer acquisition and expansion within the Supplier segment. You will:
 

Team Leadership & Coaching

• Serve as a player-coach: actively join calls, help with customer consultations, and help your team navigate and close deals across a territory of Supplier customers ($0–$50M in revenue), you don’t manage from behind a desk.
• Coach and develop team members in the moment on calls, in deal reviews, and through regular 1:1s, while leading with integrity, curiosity, and empathy because you care about your people’s growth, not just the number.
• Cultivate and maintain a strong team culture with intention every day. You understand that a great culture isn’t accidental; it’s built and protected deliberately in alignment with SPS Commerce values.
• Recruit, hire, onboard, and develop Account Executives; manage for performance and ensure team continuity.
• Identify individual and team coaching opportunities; recognize and address performance gaps early and constructively.

Pipeline & Forecast Management

• Own the team forecast: pipeline reviews energize you. Managing pipelines of all reps through individual and team reviews and aggregate for leadership reporting.
• Ensure every rep maintains a healthy rolling 90 day pipeline to meet or exceed ARR quota targets.
• Identify key selling trends and communicate insights to senior sales leadership.
• Ensure team documents key findings, progress, insights, and pipeline velocity in Salesforce.com.

Cross-Functional Partnership

• Work closely with the Sales Director to drive and deliver business expectations.
• Partner with Sales Training to ensure team members are equipped with current SPS product knowledge, analytics positioning, and effective sales techniques.
• Collaborate with Marketing, Customer Operations, and Implementation teams to ensure campaigns are executed effectively and customer satisfaction is maintained.

Minimum Requirements

• Bachelor’s degree or a combination of equivalent education and professional experience.
• 5+ years of sales experience; quota-carrying experience strongly preferred.
• 2+ years of formal people management experience strongly preferred; a minimum of 2 years of informal leadership experience with a proven history of coaching and developing others is required.
• Background in Software or SaaS sales strongly preferred.
• Proven success developing individual contributors and demonstrated ability to work through others to complete work and resolve issues.
• Strong track record of forecast management and pipeline discipline; comfortable rolling up and presenting pipeline data to leadership.
• Clear, concise, and confident communicator – verbal, written, and in front of customers.

Commitment to our Employees:

At SPS we power connections that drive the world of commerce forward, and our success depends on making strong decisions, fostering innovation, delivering unparalleled customer solutions, and driving outstanding business performance. We achieve this by creating an environment where every employee feels a true sense of belonging. We embrace diversity, equity, and inclusion, ensuring everyone feels accepted, valued, and empowered to make a meaningful impact. 

We are committed to affirmative action and equal opportunity in all aspects of employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.