Account Executive Software Startup

Overview

Account Executive - New York - VC Backed Software Startup

Location: In our New York office (10016) 3-5 days per week + travel to events within territory

Compensation: $70,000 - $80,000 base + uncapped OTE (Year 1 OTE $30,000)

Opply is modernising how scaling food and consumer goods brands buy ingredients, solving a £1 trillion market inefficiency that's been overlooked for decades.

Right now, SMB brands waste 70% of stock and pay 40% above market rate because they lack access to enterprise-level supplier networks and smart automation. We've built an AI-powered platform that changes this entirely: automated ordering, predictive forecasting, supplier matching, and embedded credit that lets brands sell before they pay.

We're a scaling
, VC-backed by Index Ventures, Anthemis, and Chalfen Ventures
, with unicorn angels from GoCardless, Flow.io
, and Trouva. We've won Start Up of the Year and Supply Chain Specialists of the Year
, and we're scaling fast across the UK and internationally.

This is category-defining work in a massive, underserved market.

As an Account Executive at Opply, you’ll own the sales cycle end-to-end: taking qualified opportunities from discovery through to close, building strong commercial relationships with scaling US food and consumer goods brands, and consistently converting pipeline into revenue.

This is a closing role
. You’ll be expected to run sharp discovery, quantify value, navigate stakeholders, handle objections, and negotiate commercially, while partnering closely with SDRs/BDRs, Growth, Marketing, and Product to improve conversion and expand what we can sell.

If you’re competitive, commercially sharp, and want to accelerate in a fast-growth environment where you can have real impact, this is the role.

• Own the Full Sales Cycle:
  Run discovery calls with founders and operators at scaling food and consumer goods companies
• Diagnose operational pain, cashflow pressure, margin constraints, and supply chain risk
• Build clear business cases and ROI logic (time saved, waste reduced, margin impact, cashflow benefit)
• Lead product demos and map Opply’s value to customer workflows and priorities
• Manage the deal cycle through proposal, negotiation, and close

• Close Revenue, Consistently:
  Forecast accurately and maintain clean, reliable pipeline in the CRM
• Handle objections confidently (pricing, switching risk, incumbent suppliers, internal bandwidth)
• Negotiate commercial terms and drive urgency through clear next steps
• Partner with internal teams to remove blockers and increase win rates

• Expand and Improve the Motion:
  Share market feedback to sharpen positioning, outreach, and product priorities
• Identify patterns in lost deals and propose improvements to process, messaging, or packaging
• Represent Opply at industry events - building relationships, credibility, and deal flow

• Market Intelligence:
  Keep the CRM clean, accurate, and actionable (your pipeline is your reputation)
• Share insights from the market with Growth, Marketing, and Product to sharpen targeting and messaging
• Represent Opply professionally at industry events and in the broader market

You'll thrive here if you are:

• A closer:
  You’re at your best when you’re running live deals and driving to signature
• Consultative and structured:
  You ask smart questions, listen properly, and build strong cases for change
• Commercially sharp:
  You can speak credibly about value, outcomes, and trade-offs
• Resilient and consistent:
  You don’t rely on “big wins” you build repeatable performance
• High ownership:
  You take initiative, solve problems, and keep momentum even with ambiguity
• Analytical - you can draw insights and report to wider business with ease.

• 2-5 years in sales or business development (B2B strongly preferred)
• 1 year minimum in a closing role (B2B strongly preferred)
• Track record of hitting or exceeding targets (consistent performance, not one-off wins)
• Interest or experience in food/consumer goods is a plus, but hunger and aptitude matter more
• Experience in selling software / technology to SMB markets

Opply is at an inflection point. We're scaling with strong customer…