Strategic Account Executive

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

Position Summary:

Strategic Account Executive, New Customer Sales (Small & Emerging Market)

Do you thrive on opening doors that no one else has opened? As a Strategic Account Executive on our Small and Emerging Market team, you’ll focus exclusively on winning new customers among suppliers with $0 to $50M in annual revenue. This is a pure new business role. You will not carry an existing customer base. You’ll build your own book of business from the ground up in a defined territory.

You’ll generate most of your own pipeline through outbound prospecting, including cold calling, email campaigns, and networking. You’ll also engage qualified leads from teams across SPS, including Channel, Logistics, Analytics, Marketing, Community, and Lead Generation. You’ll work alongside Associate Account Executives to move opportunities forward while keeping primary ownership of your pipeline. Using strong business acumen and executive presence, you’ll uncover complex customer needs and prescribe SPS solutions that deliver measurable value to new customers.

This is a 100% direct, quota-carrying role for a consultative hunter who wants to build something of their own and keep getting better at the craft.

• Own a defined territory and drive a value‑based sales process from first outreach through close
• Prospect proactively through cold calling, email, social selling, networking, and other creative approaches that reach your buyers
• Build and maintain a rolling 90‑day pipeline to meet or exceed your ARR quota
• Engage and convert qualified new customer leads from internal teams and partners
• Partner with Associate Account Executives and other internal teams to advance opportunities
• Use AI tools and modern sales technology to research accounts, personalize outreach, and work more efficiently, and share what works with your teammates
• Seek out feedback and coaching, and apply it to sharpen your skills
• Document activity, insights, and pipeline progress accurately in Salesforce

• Bachelor’s degree and 5+ years of relevant experience, including 3+ years of quota‑carrying sales experience, or some post‑secondary education and 9+ years of relevant experience
• A track record of generating your own pipeline through outbound prospecting and cold outreach, with a comfort level that comes from doing it consistently
• Demonstrated success managing the full sales cycle: prospecting, discovery, objection handling, ROI‑based selling, forecasting, and closing, across both short and long cycles
• Resilience and persistence, with the drive to keep going after a “no”
• Curiosity about AI and a willingness to experiment with new tools and workflows to sell smarter
• A collaborative mindset and a record of working well with cross‑functional partners such as sales leadership, product, and support
• Openness to coaching and a growth mindset
• Clear, confident communication, written and verbal, and the ability to explain business and technical topics to audiences with varied expertise
• Integrity, strong relationship‑building skills, and alignment with SPS values

This role follows a hybrid work model, with regular in‑office presence (2 days a week) required at our Minneapolis, Minnesota office.

The total annualized on‑target earnings (OTE) for this role is $155,000, made up of base salary and commission. Actual compensation reflects experience, performance,…