Account Executive

About Blue Ridge

Blue Ridge is a Supply Chain Intelligence company. We help distributors and the businesses that supply them turn everyday demand, inventory, and replenishment decisions into freed-up working capital and stronger service levels. Our AI-native platform, powered by Blu (our Generative AI) and Built on Databricks, pairs nearly two decades of distribution and supply chain expertise with modern, explainable AI. Every customer is backed by our Strategic Success practice: embedded former practitioners who make sure the platform delivers value, not just goes live. 

We win in complex distribution environments, from automotive aftermarket and CPG to wine and spirits, food and beverage, HVAC, electrical, and industrial. In those businesses, forecasting and replenishment are the line between cash trapped in inventory and healthy, profitable growth. It is a strong moment to join: the market need has never been sharper, and we are investing in the sellers who can meet it. 

The Role

We are hiring an Account Executive who can build and win complex sales in supply chain across mid-market and enterprise accounts. You will work pipeline from every source, co-sell with partners, and carry an executive-level business case from first meeting to signature. You will own new-business growth in a defined territory, backed by a full go-to-market engine: Marketing-generated demand, channel and ecosystem partners, SDRs, Solutions Consultants, and our Strategic Success team. 

What You'll Do

Build pipeline from every source

• Turn Marketing-generated demand and partner-sourced opportunities into qualified pipeline and add to it through the network you build and keep warm. 

• Build and execute account plans that open and penetrate target distributors and suppliers. 

• Run disciplined pipeline hygiene and forecast your business accurately, quarter over quarter. 

Run complex sales cycles

• Lead multi-stakeholder deals from discovery and qualification through business case, negotiation, and signature. 

• Build ROI and business cases that hold up to CFO and executive scrutiny, grounded in working capital, service levels, and forecast accuracy. 

• Deliver value-driven demonstrations tailored to each customer's operation, alongside Solutions Consultants. 

Co-sell with partners

• Build and work joint pipeline with our channel and ecosystem partners through sell-with and sell-through motions, with services attach. 

• Bring the right partner into the right deal at the right time, and be a seller partners want to work with. 

Build and work your network

• Develop relationship capital across the distribution markets we serve. 

• Represent Blue Ridge at industry events, trade shows, and customer gatherings, and turn that presence into pipeline. 

• Stay current on distribution industry trends and the forces shaping our customers' businesses. 

Be a trusted advisor

• Bring a point of view on the challenges distributors face and connect them to outcomes rather than features. 

• Maintain deep command of the Blue Ridge platform, Blu, and the value we create. 

What You'll Bring

• 5+ years of enterprise SaaS sales experience with a track record of meeting or exceeding quota in new-business acquisition. 

• Experience selling enterprise SaaS into supply chain: supply chain planning, demand and inventory optimization, order management, procurement, supplier data management, or adjacent supply chain solutions.  

• Proven ability to run complex, multi-stakeholder sales cycles and build relationships at the executive level, including COO, CFO, and VP of Supply Chain. 

• Able to build and advance pipeline across Marketing, partner, and self-sourced channels, and to co-sell with partners. 

• Strong forecasting and pipeline discipline: you can call your number and hit it. 

• Consultative selling skills: you diagnose the customer's business problem and align it to measurable outcomes. 

• Familiarity with distribution or supply chain operations such as forecasting, inventory, and replenishment. Distribution industry experience is a plus. 

• Excellent written, verbal, presentation, and negotiation skills. 

• Proficiency with Salesforce, AI specific tools, and modern sales engagement tools. 

• Willingness to travel for customer meetings, industry events, and conferences. 

• Bachelor's degree or equivalent professional experience. 

What We Offer

• Competitive base salary plus generous commission with accelerators   

• Company-paid Medical, Dental, and Vision coverage for the employee 

• 401(k) with company match 

• Flexible PTO 

• Remote-first culture 

• A collaborative and team-oriented environment with no egos.  We are a high-trust team that puts customer first, takes selling seriously and enjoys the work.

Blue Ridge is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex, sexual orientation, or any other characteristic protected by applicable laws, regulations, and ordinances.