Account Executive (AE)
Company: Enceiba LLC
Location: In Office - Scottsdale Arizona
Job Type: Full-time
Reports to: Managing Partner
Industry: Amazon Marketplace Services / eCommerce
About Enceiba
Enceiba partners with established manufacturers and brands to grow, optimize, and protect their Amazon sales channels. Our clients are well-known names in the trades, industrial, and consumer products space -- companies that make great products but need a dedicated team to turn Amazon into a serious revenue channel. Our track record includes scaling brands from zero to $30M+ in Amazon revenue, achieving dominant buy box positions, and driving double-digit B2B growth through Amazon Business.
We are a small, high-performance team. Every person here moves the needle.
The Role
We are hiring an Account Executive to own new-business deals from first real conversation to signature. You'll run discovery and presentation calls, build the case around Enceiba's results, navigate the buying committee, and close.
Your finish line is a signed client. Once the deal is closed, you hand it off cleanly to our operations team, who owns all onboarding and account management from there. You are 100% focused on winning new clients -- not onboarding them and not maintaining them.
This is not a technical role. You do not need to know how Amazon's algorithm works, how 1P and 3P account structures differ, or how advertising campaigns are optimized. Our operations team handles all of that. What you need to know is what we've accomplished for our clients -- the results, the outcomes, the transformations -- and you need to be sharp enough to listen to a prospect describe their situation and immediately connect it to the right example from our portfolio.
Your strength is in the conversation, not the curriculum. You listen for your prospects pain points, learn from their needs, and craft a sales pitch to show them how Enceiba will help solve their problems.
What You'll Do
- You are an expert at Selling the Sizzle, not the Steak.
- Run discovery calls that uncover what's actually keeping a prospect up at night -- revenue decline, channel chaos, competitive pressure, internal friction -- and understand who makes the decision and what they care about
- Deliver presentations built around Enceiba's results and case studies, customized to each prospect's situation, without going deep into the tactical how
- Listen more than you talk -- let the prospect tell you their problems, then choose the right proof points that show Enceiba has solved exactly that problem before
- Navigate buying committees by identifying decision-makers early, equipping your internal champion with the materials they need to sell on your behalf, and driving toward calendared next steps with every interaction
- Build and send proposals that frame ROI and outcomes, negotiate terms, and close with specifics -- dates, deliverables, and commitments, not soft follow-ups
- Manage your pipeline in CRM with honest forecasting and disciplined follow-through
- Hand off closed deals cleanly to our operations team, who takes over onboarding and the client relationship
Who You Are
You are a listener first. In a discovery call, the prospect does most of the talking -- not because you don't have things to say, but because you know that the best thing you can say next depends on what they just told you. You hear a prospect describe declining sales and you immediately think of the client where we reversed that trend. You hear someone frustrated with unauthorized resellers and you know which case study to pull up. You don't need to explain the mechanics of how we fixed it -- you just need to show them that we did, and make them believe we'll do it for them.
You sell results, not process. You can walk a prospect through what Enceiba achieved for a client in their industry -- the revenue numbers, the margin improvement, the channel control -- without needing to explain the technical playbook behind it. You know the "what" and the "so what" cold. You leave the "how" to the experts on our team. This is a feature, not a limitation -- it keeps your conversations focused on outcomes and prevents you from slipping into consulting mode.
You move deals forward. Every call ends with something concrete: a date for the next meeting, a one-pager going to their VP, a proposal review scheduled. When a prospect says "I need to run this by my boss," your instinct is to help them do it -- send them the right materials, suggest a tentative date, remove the friction. You don't wait around for people to get back to you.
You compete without flinching. When a prospect mentions they're talking to other agencies, you get curious, not defensive. You ask what they're seeing, what matters most in their decision, and where the comparison points are. You know Enceiba's track record stands on its own -- you just need to make sure the prospect is comparing apples to apples.
You are coachable. You'll learn our case studies, our results, and our client stories inside and out. When our subject matter experts give you new proof points or sharpen your positioning, you absorb it and put it to work on the next call.
QualificationsRequired
- 3-5 years of B2B sales experience with at least 2 years in a full-cycle, quota-carrying closing role -- ideally in professional services, agency services, or SaaS
- A track record of hitting or exceeding revenue quota
- Proven ability to run discovery calls where you ask great questions and genuinely listen to the answers
- Experience closing deals with more than one stakeholder involved in the decision
- Strong communication skills -- you can tell a compelling client story without reading from a script
- Comfort building proposals, negotiating terms, and driving deals to signature
- Self-directed and reliable in a remote work environment
Preferred
- Experience selling services (not just products) where the value is harder to demonstrate than a feature list
- Background selling to manufacturers, industrial companies, or B2B-heavy businesses
- Familiarity with CRM platforms (HubSpot preferred; Salesforce or similar)
- Exposure to eCommerce or digital marketing (helpful but not required -- we'll teach you what you need to know about our space)
What Success Looks Like
- Ramp: productive and carrying a full quota by end of month 3
- Pipeline: maintain healthy pipeline coverage against quota, blending internal-sourced and self-sourced opportunities
- Conversion: strong meeting-to-proposal and proposal-to-close rates
- Revenue: consistently hit or exceed a monthly/quarterly new-signed-revenue quota
- Handoff: every closed deal transitions to operations with complete, accurate documentation
- Hygiene: honest forecasting and up-to-date CRM records
Specific quota and targets are set with your manager and reviewed monthly/quarterly.
Compensation
- Base salary: $60,000 - $90,000, depending on experience
- On-Target Earnings (OTE): $150,000 - $170,000, with uncapped commission
- Performance bonuses tied to closed new revenue
- Benefits package: health coverage, paid time off, paid holidays
To Apply
Send your resume and a short note (no more than 5 sentences) telling us about a time you listened to a prospect describe a problem and matched it to exactly the right solution -- what did you hear, and how did you connect the dots?
Pay: $65,000.00 - $200,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: In person
