Competera Pricing Platform · 5 months ago
Senior Sales Executive North America
United States
Full-time
Remote
Senior LevelCompetera is building a place where optimal pricing decisions can be made easily. They are seeking a Senior Sales Executive North America to expand the number of enterprise retail customers in the US, focusing on strategic deal ownership and execution, as well as driving customer conversations and maintaining deal pipelines.
AnalyticsArtificial Intelligence (AI)Big DataE-CommerceEnterprise SoftwareInformation TechnologyMachine LearningRetailRetail TechnologySoftware
Responsibilities
Own the full-cycle sales process for strategic retail accounts in the U.S. — from discovery to signed contract
Execute the go-to-market strategy designed for the American market, focusing on key verticals and ideal customer profiles
Create compelling, customer-specific solution concepts using storytelling frameworks that align with the retailer’s strategic narrative
Support prospects in understanding the core of their pricing and margin challenges through a consultative, non-pitch approach
Collaborate with internal experts to develop and present complex value propositions supported by evidence and strategic logic
Drive customer conversations as a guided journey — built around discovery, education, and value alignment — not transactional pitching
Engage deeply with the strategic priorities of retailers (e.g., margin protection, price image, elasticity) to position Competera as a transformation partner
Communicate with clarity and relevance to senior retail executives (CCOs, COOs, CMOs, and Pricing Directors), adapting message depth and language to the audience
Build and maintain deal pipelines in HubSpot with high CRM hygiene, accurate close dates, and clear next steps
Create solution concept decks in PowerPoint tailored to each customer’s strategic context and pricing maturity
Own price and ROI modeling in Excel or Google Sheets — incorporating elasticity logic, KVIs, and promotional dynamics
Draft sharp, value-based commercial proposals and summary documents in Google Docs or MS Word
Lead targeted discovery conversations using a structured playbook — with the goal of identifying gaps between current and ideal pricing maturity
Demonstrate strong qualification skills to avoid 'happy ears' or FOMO-chasing; focus time and resources on real opportunities
Listen with intent and nuance — uncovering not just surface needs, but the customer’s organizational motivations, pressures, and success criteria
Maintain a reliable sales forecast through strong qualification, pipeline clarity, and deal reviews
Think analytically about deal risk — identify blockers, stakeholders, competitive pressure, and internal buying dynamics
Continuously refine opportunity narratives and mutual action plans based on gaps or emerging objections
Qualification
Required
Bachelor's degree in Business, Marketing, or a related field
Proven track record of success with sales of complex Enterprise software solutions
Retail & Pricing industry experience
Fluent in using HubSpot (or equivalent modern CRM) for opportunity management, forecasting, pipeline hygiene, and activity tracking
Highly proficient in PowerPoint or Google Slides, with the ability to craft customer-specific solution concept decks, visualize pricing challenges and strategic outcomes, and tailor narrative to different executive personas
Advanced Excel or Google Sheets skills, including building dynamic pricing/ROI calculators, modeling scenarios with elasticity, revenue impact, margin protection, and interpreting and stress-testing business case data
Strong proposal writing skills in Google Docs or Word, including structuring persuasive commercial proposals, writing with clarity, logic, and executive-readability, and balancing business and technical language where needed
Trained in or fluent with structured discovery frameworks, capable of conducting layered questioning to uncover deeper challenges, mapping current state vs. ideal state in pricing maturity, and applying MEDDPICC/BANT-style thinking to avoid dead deals
Ability to structure, update, and defend deal forecasts based on deal stage, risk indicators, timeline, and mutual plans
Not just hearing — but truly understanding what the customer is saying (and not saying)
Capable of connecting a retailer's pricing challenges to their broader strategic narrative
Explains complex pricing concepts with clarity and empathy
Comfortable interpreting data, identifying deal risks, and challenging misalignments
High attention to detail in how decks, proposals, and forecasts are prepared
Owns outcomes. Doesn't wait for enablement, pre-sales, or execs to drive deals forward
Can turn problems into narratives that resonate with the retailer's transformation journey
Doesn't chase unqualified opportunities
Benefits
Rich innovative software stack, freedom to choose the best suitable technologies.
Remote-first ideology: freedom to operate from the home office or any suitable coworking.
Company
Competera Pricing Platform
Welcome to Competera, where we’ve been rewriting retail pricing rules with AI's power since 2017.
Founded in 2017
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$8MKey Investors
StratMindsSMRK VC Fund
2024-01-29Undisclosed· $3M
2021-11-13Undisclosed· $2.2M
2019-09-30Seed· $2.8M
Leadership Team
Alexandr Sazonov
Co-Founder
Eugene Naydenov
Chief Technology Officer
Recent News
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