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: Collabor