As an Account Executive at ORO Labs, you are a true hunter – someone who can open the door and close. You will own the full sales cycle for a defined territory of North American prospects and existing accounts, from self-sourced outbound prospecting through discovery, solution positioning, negotiation, and contract close. You will also expand and protect a book of existing customers, driving upsell and renewal while relentlessly building new pipeline. This is a quota-carrying, revenue-owning role for someone who thrives on winning new logos and growing accounts, not just managing them.

Key Responsibilities

New Business Hunting: Proactively source and build your own pipeline through outbound prospecting, targeted account planning, and creative channels – you are not waiting on hand-offs.

Full-Cycle Sales Ownership: Run the entire sales motion end-to-end – prospecting, discovery, demo/solution positioning, negotiation, and contract close – for both net-new logos and expansion within existing accounts

Account Growth & Retention: Manage a book of existing customers, identifying upsell, cross-sell, and expansion opportunities while ensuring high renewal rates and customer satisfaction

Territory & Account Planning: Develop and execute a strategic territory plan, prioritizing target accounts based on fit, whitespace, and revenue potential.

Consultative Selling: Build deep relationships with procurement, supply chain, and finance stakeholders, understanding their challenges and positioning ORO's platform as the solution

Pipeline & Forecast Management: Maintain accurate, up-to-date opportunity and account records in Salesforce, and deliver reliable forecasts to sales leadership

Cross-Functional Collaboration: Partner closely with SDRs, Solutions Engineering, Customer Success, and Marketing to build pipeline, run winning deal cycles, and drive successful onboarding.

Market & Competitive Insight: Stay current on procurement and supply chain SaaS trends and the competitive landscape to sharpen positioning and win strategy

Quota Attainment: Consistently meet or exceed monthly and quarterly new business and expansion revenue targets.

Qualifications

• Bachelor's degree in Business, Marketing, Communications, or a related field.
• 5+ years of full-cycle sales experience in a quota-carrying Account Executive or similar closing role, within enterprise AI (agentic) SaaS.
• Demonstrated track record as a hunter – consistently self-sourcing pipeline and closing net-new business, not solely relying on inbound or marketing-generated leads.
• Proven ability to manage and grow existing accounts alongside new business development.
• Strong consultative selling, negotiation, and closing skills with experience navigating multi-stakeholder, enterprise deal cycles.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM systems (e.g., Salesforce) and sales engagement platforms.
• Highly self-motivated, competitive, and comfortable operating independently in a fast-paced, dynamic environment.
• History of consistently meeting or exceeding quota.

Preferred Qualifications

• Familiarity with procurement and supply chain management solutions.
• Experience selling into procurement, supply chain, or finance buyer personas.
• Experience using sales tools like Salesloft, ZoomInfo, and LinkedIn Sales Navigator or other prospecting software.
• MEDDIC, Command of the Message, or similar sales methodology training.

About ORO Labs

ORO Labs is an agentic procurement orchestration company on a mission to humanize the procurement experience. Founded in 2020 by former SAP Ariba product leaders, ORO delivers effortless user experiences so businesses can shorten cycle times, decrease risk through end-to-end process visibility, and remain agile in response to change with a no-code platform purpose-built for procurement. SAP recently named Oro Labs as their Strategic Orchestration partner.

Trusted by users in over 70 countries, and supported by an extensive network of implementation and technology partners, ORO helps Fortune 500 and fast-growing global companies automate processes, improve cross-team collaboration, and scale procurement operations. The ORO platform is trusted by the world's largest brands, including The Coca-Cola Company, Novartis, Danone, Roche, BASF, Liberty Global, Bayer, Millennium, and Booking.com