Account Executive (EST/CST)

Summary

Pepper provides an AI-powered business operations platform for food distributors. The Account Executive will manage a Southeast territory, owning full sales cycles from prospecting and discovery through negotiation and contract close, while building customer relationships and communicating product feedback to internal teams.

Responsibilities

• Own and close full cycles with independent food distributors: prospecting, inbound follow-up, discovery, demos, negotiation, and contracts
• Learn how independent distributors actually run: ordering, pricing, collections, sales motions and show how Pepper can help distributors meet their goals
• Sell an expanding platform: lead with the product that fits and set customers up for what we launch next across pricing, ordering, payments, and sales
• Bring customer signals to Product and shape what gets built next
• Work closely with SDRs, Sales Engineers, and Customer Success to turn pipeline into closed deals efficiently, and closed deals into successful customers
• Keep HubSpot clean so the team can move with you
• Use AI creatively to improve your workflows and outcomes for your customers

Skills

• 2+ years in B2B sales with at least one year in a closing role, and a track record as a top 10% performer
• Experience selling to owner-led, mid-market businesses: you've sold to the owner-operator who signs the check and knows how to earn trust with people who don't buy software often
• Alignment with, or a strong trajectory toward, our deal profile: roughly $900K annual quota, $30K+ ARR deals, 60–90 day cycles
• Strong consultative fundamentals: discovery that gets to the real problem, demos that follow the conversation, and discipline to run a process end to end
• Fluent in HubSpot and Gong, and creative with AI tools in your day-to-day
• Remote-first within the US, with approximately 25% travel
• Vertical SaaS experience in blue-collar industries (restaurants, field services, trades, agriculture) is a strong plus —so is time in food distribution, foodservice, or supply chain, software or not
• Hunger and resourcefulness: founding AE, entrepreneurial, or early-stage experience is a plus
• This role covers a Southeast territory; Eastern or Central time zone candidates are strongly preferred

Qualifications

Must Haves

• 2+ years in B2B sales with at least one year in a closing role, and a track record as a top 10% performer
• Experience selling to owner-led, mid-market businesses: you've sold to the owner-operator who signs the check and knows how to earn trust with people who don't buy software often
• Alignment with, or a strong trajectory toward, our deal profile: roughly $900K annual quota, $30K+ ARR deals, 60–90 day cycles
• Strong consultative fundamentals: discovery that gets to the real problem, demos that follow the conversation, and discipline to run a process end to end
• Fluent in HubSpot and Gong, and creative with AI tools in your day-to-day
• Remote-first within the US, with approximately 25% travel

Nice to Haves

• Vertical SaaS experience in blue-collar industries (restaurants, field services, trades, agriculture) is a strong plus —so is time in food distribution, foodservice, or supply chain, software or not
• Hunger and resourcefulness: founding AE, entrepreneurial, or early-stage experience is a plus
• This role covers a Southeast territory; Eastern or Central time zone candidates are strongly preferred

Benefits

• On-target earnings of $150,000–$200,000 (base plus variable), with equity.
• Remote-first within the US
• You’ll grow with us into bigger deals, new products, and leadership roles