Account Executive

Compensation: $300k OTE 50/50 split + stock options
Location: Remote in North America with 10-15% travel to client sites
Type: Full time salaried 

Who we are

Focal Systems is the industry leader in retail AI solutions. We are a Silicon Valley based startup that has more than doubled in size every year since inception. Our mission is to automate and optimize brick and mortar retail using deep learning computer vision. We have been deployed at scale with the top retailers in the world. We are looking for smart, creative and passionate people who love to learn, enjoy thinking critically, and want to help build a great and enduring company!

What we are looking for

Focal has a repeatable sales process and playbook that is proven with the largest retailers in the world. We want to expand to every major retailer in the world and beyond. We are looking for a seasoned account executive to support sales and business development for North America. We are looking for a results driven Account Executive to deliver revenue growth through consultative selling into leading US retailers. This person will work with & report to our VP of Sales NA and as a team, be responsible for generating opportunities with net new retailers and existing clients. This candidate must have a track record of hitting quota, delivering value-based selling and coordinating complex enterprise deals.

What you will do

• Understand the needs of our retail customers in order to prescribe solutions to solve those problems
• Initiate and develop long-term trusted relationships with key named accounts in your territory 
• Work with our sales and customer success teams to support complex sales cycles
• Use prospecting techniques to build pipeline and reach decision makers
• Ability to clearly articulate the ROI of our solutions
• Develop and execute account plans
• Maintain accurate opportunity forecasts
• Implement mutual action plans with customers to ensure timelines are met
• Qualify opportunities to focus company resources effectively

What you need to be successful

• 4 year BA/BS degree 
• 5+ years in enterprise technology sales
• Consistent quota attainment
• Proven ability to develop and manage complex sales cycle
• Excellent communication, presentation and demonstration skills
• Creative, outside the box thinker 
• Accountability to your output and a hunger to crush your number
• Self-starter with an ability to thrive in a fast-paced environment
• Desire to be a part of a transformational company
• Ability to oversee negotiations and contract management
• Experience with data analytics/business intelligence
• Nice to have but not required: Knowledge of retail, mass merchandise, home improvement, and/or grocery operations, along with the associated information technology stack such as shopper-facing apps, back-room inventory management, and/or retail POS systems is a plus but not required

What we offer

We care deeply about the health, happiness, and wellbeing of all of our employees. We offer:

• Competitive salary and attractive stock options
• Health Insurance
• Catered lunches
• Paid Time Off 
• Quarterly Team Retreats
• Education grants
• OTE Compensation plan

Our pay bands are driven by market benchmarks in the target geography for hiring. Our posted ranges typically include multiple job levels. A candidate's level is determined by their performance throughout our talent acquisition process including technical screens, behavior interviews, presentations, work samples, and references. We will communicate transparently with the candidate at final stages regarding how we have leveled them, and what salary range that places them into. Placement within range is equally determined by education, general experience in your profession, specific experience in our domain, and your performance in the talent acquisition process. It is rare to receive an offer at the top of the range for a role.