FIVE x 5 · 13 hours ago
Account Executive Advisor
United States
Full-time
Remote
Mid Level
$68K/yr - $102K/yr
3+ years expFivebyFive Software Inc. is a committed partner in the success of spirits operations, offering a complete distillery management software solution. The Account Executive Advisor will be responsible for identifying and closing expansion opportunities within the customer base, operating as a trusted advisor while collaborating closely with the Customer Success team.
Computer Software
Responsibilities
Identify and pursue expansion Account Contract Value (ACV) opportunities across the full Fx5 customer base
Build, manage, and maintain a healthy expansion pipeline aligned to quota expectations and portfolio priorities
Proactively hunt opportunities through organizational whitespace, underutilized products or modules, customer growth events, consolidation activity, and partner-driven insights
Use customer data, usage trends, AI-assisted research, and partner signals to surface and prioritize opportunities
Conduct targeted outbound activity to initiate expansion conversations and advance qualified opportunities
Identify qualified net-new opportunities that emerge through in-base discovery or partner interactions and hand them off to the Global Sales Representative for pursuit and closure
Lead structured discovery conversations with executive, operational, financial, and technical stakeholders
Uncover customer goals, constraints, decision criteria, and success measures relevant to expansion opportunities
Develop clear business cases that connect Fx5 solutions to operational efficiency, compliance needs, scalability, or growth outcomes
Identify opportunities for improved product alignment, including additional modules, new product offerings, or configuration changes
Multi-thread relationships across customer buying centers to build momentum and reduce deal risk
Validate commercial and operational feasibility in close partnership with Customer Success, including the Manager of Customer Success and Customer Success Team Lead
Own proposal development, negotiation, and closing for ACV opportunities, structuring deals within Fx5’s pricing principles to align customer value, long-term account health, and commercial integrity
Partner with the Director of Revenue on complex deal structures, approvals, and non-standard commercial terms
Maintain disciplined forecasting and opportunity hygiene within CRM to support predictable expansion outcomes
Communicate emerging commercial signals (growth, contraction, M&A, compliance changes, partner activity) to support broader account planning
Work in close coordination with Customer Success Managers, who own renewals and customer health, to align expansion timing with adoption and value realization
Partner with the Manager of Customer Success and Customer Success Team Lead on account planning, lifecycle coordination, and enterprise-level considerations
Contribute to go-to-market planning by providing in-base revenue insights, expansion signals, and field perspective to help shape sales targets, campaign focus, and enablement priorities in partnership with Sales Leadership, Marketing, and Product
Collaborate with Product and Marketing to position new features, capabilities, and product offerings to the installed base
Engage external consultants and partners to identify mutual customer opportunities, support bidirectional referrals, and coordinate joint value-delivery motions
Share recurring objections, competitive insights, and in-base trends to inform portfolio, pricing, and go-to-market strategy
Any Other reasonable duties as assigned
Qualification
Required
3+ years of B2B SaaS experience in outbound hunting, in-base expansion, or a quota-carrying Account Executive role
Demonstrated success generating and closing ACV-impacting deals
Experience working across a range of customer sizes, from smaller and mid-market accounts to larger, more complex enterprise environments
High proficiency with Salesforce (or equivalent CRM)
A Professional and Technical assessment will be completed based on level 2 of the Global Sales Representative RDM to verify skill level is appropriate for the role
Ability to identify and prioritize Account Contract Value (ACV) opportunities within an existing customer base
Skill in recognizing organizational whitespace across a range of customer environments, from smaller accounts to mid-market and complex enterprise organizations
Ability to operate effectively in a quota-driven environment that requires sustained pipeline development and outbound activity
Skill in leading consultative, insight-driven discovery conversations with executive, operational, financial, and technical stakeholders
Ability to surface customer objectives, constraints, decision criteria, and success measures
Skill in translating operational, regulatory, and business context into clear commercial narratives that position Fx5 solutions as practical and value-driven
Ability to communicate clearly and professionally with senior stakeholders across diverse customer environments and engagement settings
Knowledge of SaaS ACV mechanics and Fx5 pricing principles
Skill in structuring commercial opportunities, including pricing, packaging, and trade-offs
Ability to apply sound commercial judgment when negotiating deals, including complex or non-standard scenarios, while balancing customer value with long-term account health
Skill in maintaining operational rigor across opportunity management, pipeline tracking, and forecasting
Ability to maintain accurate, current, and decision-ready CRM data while managing multiple concurrent opportunities across a global customer base
Ability to work effectively across Customer Success, Global Sales, Product, Marketing, and other internal partners to align commercial activity with customer context, lifecycle timing, and value delivery
Knowledge of clear role boundaries—Customer Success ownership of renewals and customer health, Account Executive Advisor ownership of opportunity discovery and expansion, and Global Sales ownership of net-new pursuits—and the ability to share timely commercial insights that support coordinated account and portfolio planning
Ability to collaborate effectively with external consultants and service partners in a customer-first, commercially disciplined manner
Knowledge of how partner-led initiatives can surface mutual opportunities, support bidirectional referrals, and complement Fx5 solutions within broader customer environments
Ability to operate effectively across time zones and support a geographically distributed, global customer base
Skill in adapting communication style, scheduling, and engagement approach to meet the needs of customers, partners, and internal stakeholders in different regions while maintaining responsiveness and professionalism
Working knowledge of the distillery and craft-spirits industry, including consolidation trends (craft → mid-market → enterprise), regulatory environments (U.S. and non-U.S.), and multi-site operational models
Ability to apply industry and competitive awareness to opportunity evaluation and solution positioning
Working knowledge of AI-enabled tools used to research accounts, surface insights, prioritize outreach, and accelerate opportunity development
Ability to apply technology in ways that improve efficiency and decision quality while exercising sound commercial judgment
Ability to apply a balanced, long-term commercial mindset focused on sustainable growth rather than short-term wins
Skill in prioritization and deal decision-making that reflects an understanding of how individual actions affect long-term customer trust and business outcomes
Preferred
Experience working with multi-site, regulated, or global customers preferred
Certifications in consultative selling or negotiation methodologies (MEDDIC/MEDDICC, SPIN, ValueSelling, Scotwork, KARRASS)
Benefits
Medical
Dental
Vision
STD
LTD
Life insurance options
Vacation
Sick/floater days
CSI or Fx5 Discretionary Bonus
11 holidays
401k
Company
FIVE x 5
FIVE x 5 was founded on the idea that running a business is hard enough – there’s no reason to make it even harder with manual operations and compliance management.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Kim Pettibone
Human Resources Business Partner (P/T)
Company data provided by crunchbase