Account Executive

Summary 

Encompass is seeking an experienced and motivated Orbit Account Executive to drive net-new sales for Orbit, Encompass’ sales execution solution for beverage alcohol suppliers. Orbit helps producers improve field sales execution, strengthen distributor partnerships, manage retailer and distributor programs, and gain real-time visibility into sales, inventory, depletion, and market performance.

The Orbit Account Executive will be responsible for identifying, developing, and closing net-new Orbit opportunities. This role will manage the full sales cycle from account activation, pipe creation & progression (value articulation, demo, proposal, contract) and deal closure; and transition to post-sale teams. The Orbit Account Executive will sell Orbit only and will focus on new producer/supplier customers rather than broader Supplier Cloud sales.

This role will collaborate closely with Marketing on campaigns and demand generation, with Product on customer and market feedback, and with Customer Success and Implementation to ensure a smooth handoff after close. The Orbit Account Executive will accurately represent Orbit capabilities, clearly set customer expectations, and document relevant requirements before transition to the teams responsible for adoption, launch execution, and enablement.

Travel is expected for select industry trade shows, conferences, customer meetings, onsite demos, and Encompass events.

Key Responsibilities 

Net-New Sales: Prospect, develop, and close net-new Orbit opportunities with beverage alcohol producers and suppliers.

Pipeline Generation: Build and manage a healthy pipeline through outbound prospecting, marketing-generated leads, industry events, referrals, and other demand generation channels.

Lead Management: Track leads, customer notes, deal progress, next steps, and opportunity details in the appropriate Encompass sales systems.

Discovery: Conduct effective discovery to understand customer needs related to distributor execution, field sales activity, market visibility, trade spend accountability, retailer commitments, inventory visibility, and sales performance.

Product Demonstration: Accurately and effectively demonstrate Orbit capabilities, including CRM, field sales execution, account and program management, activity reporting, route planning, and market data visibility.

Value-Based Selling: Translate Orbit functionality into clear customer outcomes, including stronger distributor partnerships, better market visibility, improved sales execution, and more informed decision-making.

Sales Cycle Ownership: Own the sales process from initial engagement through demo, proposal, negotiation, contract close, and handoff to post-sale teams.

Product Feedback: Provide timely and constructive feedback to Product Managers based on customer conversations, prospect objections, competitive insights, and recurring needs identified during the sales cycle.

Marketing Collaboration: Partner with Marketing to support Orbit campaigns, email outreach, webinars, trade show materials, sales sheets, blog content, customer communications, and event follow-up.

Handoff to Post-Sale Teams: Collaborate with Customer Success and Implementation to ensure expectations, requirements, commitments, and customer context are accurately documented before transition.

Metrics and Reporting: Track and report on target accounts, sales activities, qualified opportunities, pipeline progression, close rates, bookings, and other Orbit sales metrics.

Industry Representation: Represent Encompass and Orbit at select trade shows, customer events, webinars, UGM sessions, and customer demos as needed.

Preferred Qualifications and Skills

• Proven sales execution and annual bookings plan attainment
• Carrying an annual bookings plan of $300K ARR+
• Proven ability to prospect, develop pipeline, manage opportunities, and close net-new business
• Ability to learn and communicate product capabilities with accuracy and confidence
• Strong discovery skills with the ability to connect customer pain points to business value
• Excellent written and verbal communication skills
• Strong presentation and demo skills with the ability to engage both business and technical stakeholders
• Customer-first mindset and commitment to setting clear, realistic expectations
• Strong organization and follow-through with disciplined pipeline and activity management
• Comfortable selling a new or emerging product in a fast-moving environment
• Collaborative team player who works effectively with Marketing, Product, Customer Success, and Implementation
• Positive, resilient, and tenacious approach to prospecting and sales execution

Education and Experience

• 2+ years of experience in B2B sales, SaaS sales, beverage sales, or technology sales
• Direct experience in one or more of the following areas:
  • Proven experience selling beverage software from Ekos, Crafted, Lilypad, VIP Karma/SRS
  • Proven experience as a sales representative in the beverage industry with territory responsibility
  • Proven experience selling non-beverage SaaS solutions in a high-velocity, high volume, modest ticket-price B2B environment
• Demonstrated experience managing a full sales cycle from prospecting through close
• Experience selling net-new business required
• Beverage alcohol or beverage technology experience strongly preferred
• Bachelor’s degree preferred, or equivalent combination of education and experience

Additional Details

This role will receive a competitive salary + commission + benefits. The salary for US-based employees located in the below markets may expect offers in the ranges for this role.

US annual base:  $65,000 - $75,000 annually

A variety of factors are considered when determining someone’s compensation, including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above based on these considerations.

Location: We are a hybrid organization and are open to remote work.  Our corporate office is located in Fort Collins, CO. (Must be located in the U.S.)