Lead Account Executive – B2B

About the Role

We're looking for an experienced, highly motivated, and strategic Account Executive to accelerate VTEX's growth in the US and Canada B2B commerce market.

In this role, you will be responsible for managing and closing qualified enterprise sales opportunities with manufacturers, distributors, wholesalers, and other organizations looking to modernize their B2B commerce operations.

Working closely with our Business Development team, you will take ownership of opportunities once they have been identified and qualified, leading the sales process from initial discovery and solution positioning through commercial negotiations and contract signature.

You will engage with business and technology decision-makers to understand their commercial challenges, identify opportunities for digital transformation, and position VTEX as a strategic partner for their B2B commerce initiatives.

The ideal candidate combines strong enterprise SaaS sales experience with a deep understanding of B2B business models, complex purchasing processes, and the digital commerce landscape. You are comfortable navigating large organizations, engaging executive stakeholders, and leading sophisticated sales processes involving multiple decision-makers.

You operate with a high degree of autonomy, bring a consultative and value-based approach to selling, and have a proven track record of consistently meeting or exceeding ambitious revenue targets.

Beyond closing deals, you will play a key role in expanding VTEX's presence in the US and Canada B2B commerce market by developing strategic customer relationships, maximizing opportunity conversion, and contributing insights that help strengthen our go-to-market strategy.

What You Will Do

Enterprise Sales Execution and Opportunity Management

Own the enterprise sales cycle from qualification to closing: Take responsibility for qualified opportunities handed over by the Business Development team, managing the process from discovery and solution evaluation to proposal development, negotiation, and contract signature.

Drive new business revenue: Convert qualified opportunities into new enterprise customers, consistently achieving or exceeding individual sales quotas and revenue targets.

Lead strategic opportunity planning: Develop tailored sales strategies for each opportunity, identifying key stakeholders, understanding decision-making processes, mapping buying committees, and defining clear actions to move deals forward.

Conduct consultative discovery: Deeply understand prospects' business models, commercial objectives, technology environments, and operational challenges, uncovering their needs and aligning them with VTEX's solutions.

Manage complex enterprise sales cycles: Navigate sophisticated buying processes involving multiple stakeholders, technical evaluations, procurement requirements, competitive dynamics, and extended decision-making timelines.

Maximize opportunity conversion: Proactively manage sales stages, anticipate objections, remove barriers, and create momentum throughout the buying journey.

B2B Commerce Expertise and Solution Positioning

Understand complex B2B business challenges: Engage manufacturers, distributors, wholesalers, and enterprise organizations to identify challenges related to digital sales channels, customer-specific pricing, complex catalogs, purchasing workflows, ERP integrations, and legacy commerce platforms.

Position VTEX's B2B commerce platform: Clearly articulate how VTEX can support commerce modernization, improve digital purchasing experiences, enable customer self-service, streamline ordering processes, and drive business growth.

Lead value-based sales conversations: Translate complex technology capabilities into tangible business outcomes, demonstrating the commercial and operational value of VTEX's solutions.

Develop compelling business cases: Work with internal teams to build proposals that demonstrate expected business impact, p