Account Executive Sales - B2B eCommerce & Digital Transformation

Account Executive – B2B eCommerce & Digital Transformation
Location: Karachi

Department: Strategy & Business Consulting (Sales)

Role Overview
You will own the full sales cycle for mid-market B2B manufacturers, distributors, and retailers in the US market. This is a consultative, insight-driven selling role—not order taking. You will navigate complex digital transformation landscapes (eCommerce, integrations, CRM, custom engineering), identify true business pains, and quarterback internal teams to craft solutions.
You will work closely with the Manager DT & Business and the business consulting team to run an Account-Based Selling (ABS) motion, educate prospects, and close high-value service engagements.

Key Responsibilities
1. Pipeline Ownership & Prospecting

• Run a targeted ABS motion toward our ICP: mid-market manufacturers, distributors, and retailers ($20M–$200M ARR).

• Own outbound prospecting on LinkedIn and email—minimum daily activity benchmarks.

• Engage inbound and SDR-qualified leads and move them quickly to discovery.

• Research accounts, map org charts, identify decision-makers, and craft tailored outreach.

• Conduct business-first discovery, uncovering commercial pains, operational inefficiencies, and technical gaps.

• Translate vague client problems into structured transformation opportunities (eCommerce, CRM, ERP integrations, automations).

• Partner with Strategy to design the narrative and solution approach.

• Challenge client assumptions and steer toward best-practice digital enablement.

• Collaborate with BAs, Solution Architects, and Engineering Leads to scope work and build proposals/SOWs.

• Drive pricing strategy, timeline estimates, and commercial structure.

• Lead internal deal reviews and ensure alignment before presenting to the client.

• Maintain deal hygiene in HubSpot and forecast accurately.

• Build strong rapport with C-level, VPs, Directors, and technical leads on the client side.

• Manage multi-stakeholder decision cycles and keep conversations moving.

• Position Codup as a long-term transformation partner and NOT a project vendor.

• Nurture warm accounts, re-engage past prospects, and expand relationships.

• Deliver compelling presentations, product walk-throughs, and transformation narratives.

• Objection handling with confidence and commercial maturity.

• Negotiate contracts and pricing in collaboration with the management.

• Close service engagements that are aligned with Codup’s delivery capabilities.

• Ensure a smooth hand-off to Delivery & PMO.

• Participate in kick-off meetings to ensure context transfer.

• Maintain light-touch relationship for upsell & retention.

• 3–6 years selling B2B SaaS, eCommerce, IT services, or consulting.

• Experience with complex multi-stakeholder sales (ACV $50k–$300k+ preferred).

• Strong understanding of eCommerce platforms (Shopify, BigCommerce, Shopware), APIs, ERP/CRM basics.

• Exceptional discovery, storytelling, and communication skills.

• Comfortable with LinkedIn-based prospecting and outbound motions.

• High emotional intelligence, structured thinking, and executive presence.

• Consistent pipeline creation through ABS.

• High discovery-to-proposal conversion rates.

• Clean HubSpot hygiene and accurate forecasts.

• Strong alignment with Strategy and Delivery teams.

• Repeatable closing of mid-market transformation deals.

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