Account Executive, Compliance Edition

Compliance Edition helps vendors and suppliers meet the EDI requirements set by their customers and trading partners with back-end integration into key applications that allows them to automate these critical processes. As an Account Executive on this team, you will own the primary sales motions to these customers, including account research, discovery and qualification calls, solution selection and presentation, and proposals to closed deals. 

You will interact professionally and as a solution advisor with all key stakeholders involved in the sales process, including C-Suite Executives, Partners & Consultants, Operational and IT personas. 

The essential functions include, but are not limited to, the following:

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  Research. Research prospect targets and understand their business, partner relationships, who owns the decision and a position on the value we can provide to them. 
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  Discover. Run discovery with key stakeholders in management, operations, IT, finance, and procurement; understand their requirements, deadlines, and volumes; and position Cleo Compliance Edition as the right EDI solution with automation for them to start and grow with.  Key stakeholders may include Cleo channel partners and supporting them in the sales cycle, positioning Cleo as the best solution. 
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  Close. Own the full sales cycle from first touch through close — qualifying opportunities, delivering demos with Solution Consultants, building proposals, handling objections, and negotiating terms.  A sales cycle may include working with a customer hub with a supplier community that will use Cleo to become EDI compliant.  You will work with the Hub Stakeholders to design and sell the program for their supplier community. 
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  Hand off. Hand off new customers smoothly to services and customer success teams so vendors are live and compliant before their deadlines 
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  Collaborate. Partner with Marketing, Customer Success, Cleo Channel, and Cleo’s existing customers on mandate-driven vendor lists, campaigns, and referral opportunities 
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  Advise. Educate prospects and customers on EDI basics, trading partner requirements, value delivery, and the value of Cleo’s ecosystem to build trust early and position yourself as a helpful advisor, not just a seller.  Know how to build a business case that solves the problem they are having and justify the investment in Cleo.  
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  Forecast. Maintain accurate opportunity, account, and activity data in the CRM, and deliver reliable pipeline and revenue forecasts 
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  Share insights. Capture what you hear from vendors — objections, competitors, common compliance pain points — and share it with Product and Marketing to sharpen messaging 
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  Deliver. Consistently meet or exceed activity, pipeline, and quota targets 

• Prospect research and planning. Use AI to research target vendors, their trading partners, and the compliance requirements they face, and to prepare sharp, relevant call and meeting plans.
• Signal-driven prioritization. Interpret AI-driven intent and engagement signals to decide which vendors to prioritize and when to reach out.
• Prompting and iteration. Write clear prompts, give AI useful context, and refine outputs until they are accurate, specific, and ready to use.
• Tailored outbound communication. Use AI to draft and tailor outbound emails, call scripts, proposals, and follow-ups to each stakeholder’s role and priorities, then edit them so they sound authentic and are correct.
• Conversation intelligence. Use AI-generated call summaries, themes, and action items to capture next steps, coach yourself, and share insights with the team.
• Forecasting and CRM hygiene. Use AI assistance to keep records current, flag stalled deals, and pressure-test your forecast.
• Sound judgment and verification. Verify AI output before sharing it with a customer, know where AI helps and where human insight is needed, and keep your own judgment in every customer interaction.
• Responsible use. Follow Cleo’s AI, data security, and confidentiality policies. Never enter customer confidential or sensitive data into unapproved tools.
• Continuous learning. Stay curious about new AI capabilities, share what works with your peers, and help the team raise its collective AI skills. 

• Have received a Bachelor’s degree 
• 2–3 years of experience in a quota-carrying B2B sales role (AE, SDR/BDR with closing responsibility, or inside sales), preferably in SaaS or technology 
• Hands-on WebEDI experience — a working understanding of how vendors and suppliers connect with trading partners through web-based EDI, and familiarity with common transaction types (e.g., purchase orders, advance ship notices, invoices) 
• Proven track record of account and campaign management, managing the details of a nurture campaign with targeted messaging to elicit positive responses. 
• Ability to communicate clearly and with confidence in person, over the phone, in writing and online, and to build credibility and rapport quickly with operational and business stakeholders 
• Comfortable using AI and automated marketing tools to research, plan, and communicate, with sound judgment about when and how to use them.   
• Ability to travel 30% 

• Experience with CRM and sales engagement platforms 
• Background in retail, manufacturing, logistics, or distribution supply chains 
• Familiarity with retailer or customer compliance programs, chargebacks, or supplier scorecards 
• Strong qualification, objection handling, and negotiation instincts for short, transactional sales cycles 
• Collaborate and operate well in a fast-paced, team-oriented environment 
• Ability to manage a large account portfolio, account details and follow-up campaigns. 
• Adhere to a strong work ethic and sense of commitment 
• Enjoy learning about supply chain, B2B integration, and the IT industry 
• Appetite to quickly grow and excel in your sales career.