Account Executive

Overview

Everyone has their own journey. For Greg and Joanne Starkman, their path was illuminated by their love for family, health and beauty for people and the planet. When the seasoned beauty professionals were learning to navigate busy careers and raising a family with a special-needs daughter, the most memorable advice they received was, “trust your inner sense."

Fueled by passion, personal purpose and a call to service, the visionary couple founded Innersense Organic Beauty in 2005, bringing the highest quality organic ingredients and pure actives to professional hair care.

Innersense Organic Beauty is an award-winning global leader in hair care with a complete range of safe, sustainable, and cruelty-free products that deliver pure performance and salon-quality results. As a B-Corp certified company, Innersense is committed to a path of integrity, transparency, and well-being for people and the planet.

Account Executive

The Account Executive role is designed to strengthen Innersense’s long-term salon partnerships by bridging the gap between new business acquisition and sustained customer retention. This position leads relationship management for a strategic portfolio of salon partners and drives consistent onboarding, engagement, retention, and account expansion through proactive, consultative customer management.

Each Account Executive is assigned a defined customer portfolio (“region”) of approximately 150 accounts. This customer portfolio remains static for a 12-month cycle to ensure consistency, relationship depth, and measurable year-over-year progress. Portfolio assignments are reviewed annually and may be adjusted based on business needs, capacity, and performance.

The Account Executive owns the customer journey and growth strategy for their assigned portfolio—ensuring strong retention, satisfaction, and expansion—while serving as a key connector between Sales Acquisition, Business Development, Customer Success, and cross-functional partners.

• Protect and grow a defined portfolio of ~150 salon partners
  , ensuring retention, satisfaction, and long-term loyalty.
• Own onboarding excellence
  , high-touch nurturing of newly opened accounts through their first 6–12 months to accelerate adoption and reorder cadence.
• Drive expansion within assigned accounts through consultative selling, upsell/cross-sell strategy, and proactive account planning.
• Lead Quarterly Business Reviews (QBRs) and customer health measurement, ensuring strategic alignment, KPI visibility, and actionable growth plans.
• Serve as an internal voice of the customer
  , sharing insights with Sales and cross-functional partners to strengthen customer experience and performance.

(Success Metrics)

The Account Executive is expected to deliver measurable results across retention, growth, engagement, and customer adoption. Success is defined by:

• Retention Rate: Maintain 95% retention across assigned customer portfolio
• Portfolio Growth: Drive 20% increase in sales volume within assigned portfolio
• Reorder Cadence: Establish and maintain a goal of monthly ordering behavior across customer book
• Program Adoption: Drive full integration into Innersense brand offerings, including:
• New Product Launch
• Seasonal Campaign Buy-in
• Education participation and engagement
• Affiliate activity and brand advocacy
• Quarterly Business Reviews (QBRs): Top 50 accounts are non-negotiable — QBRs must be completed each quarter, with documented outcomes, action plans, and next steps

• Own a defined portfolio (“region”) of approximately 150 customers as the primary relationship manager.
• Segment accounts and prioritize engagement to ensure the right level of support for high-value and high-opportunity customers.
• Maintain a structured touch cadence across the portfolio, ensuring customers are consistently nurtured and supported.
• Track retention, satisfaction, and growth indicators across the portfolio and create proactive plans to protect and expand revenue.
• Maintain a forward-looking pipeline of expansion opportunities within assigned accounts.

• Partner…