As a Senior Account Executive, reporting to our SVP of Sales, you will own a high-impact, enterprise-level sales territory within our Packaging line of business, focused on driving net-new business across independent and integrated corrugated packaging manufacturers. This is a hunter role requiring full-cycle sales expertise, from pipeline generation through closing, with a focus on complex, consultative software and service sales.

You will leverage deep knowledge of packaging manufacturing workflows — such as order-to-cash, scheduling, production planning, inventory, shipping, and plant operations — to map our solution suite to customer needs and create value-based sales strategies.

Key Responsibilities

• Drive New Business: Consistently identify, qualify, and close new logo opportunities to achieve or exceed monthly and quarterly bookings targets.
• Territory Leadership: Develop and execute a territory business plan, leveraging outbound prospecting (calls, emails, LinkedIn, etc.), industry networking, and events to generate self-sourced pipeline.
• Executive Selling: Build credibility and trusted advisor relationships at multiple levels — from plant managers to C-Suites to first and second generations owners within enterprise/Independent packaging companies.
• Solution Mapping: Translate pain points across production scheduling, inventory, quality, and plant efficiency into tailored solutions from our packaging portfolio.
• Domain Expertise: Build and maintain fluency in corrugated packaging operations, including die-line planning, waste minimization, run scheduling, and JIT inventory needs.
• Engaging Demos: Deliver compelling product demonstrations that highlight workflow improvements, production optimization, and ROI impact.
• Sales Discipline: Maintain rigorous pipeline hygiene in Salesforce, use MEDDPPICC or similar sales methodology to qualify rigorously, and forecast accurately.
• Continuous Learning: Track packaging industry trends (M&A, automation, digital transformation, other) and evolve sales strategy to align with buyer priorities.