Account Executive

## About the role The Account Executive role at Pepper is for someone who loves the nitty-gritty of how a business grows revenue and can move fast without sacrificing quality. You'll run full sales cycles selling Pepper to independent food distributors, while learning to navigate the strategic side of multi-stakeholder deals. ## Responsibilities - Own and close full cycles with independent food distributors — outbound prospecting, inbound follow-up, discovery, demos, negotiation, contract. - Develop a true understanding of how independent distributors actually run, their ordering workflows, marketing programs, and how to improve their cashflow — and translate that into a clear case for Pepper. - Bring customer signals back to product teams and shape what gets built next. - Work closely with SDRs, Sales Engineers, and Customer Success to ensure a smooth sales process and great customer experiences. - Keep HubSpot clean so the team can move with you. - Keep experimenting with new tools and tactics. ## Requirements - 2+ years in B2B SaaS sales, at least one of those in a closing role. - Excellence: a top-10% performer on the teams you've been on. - Strong consultative sales background with experience managing complex deals and multiple stakeholders. - Experience carrying an annual quota of $750K+ ARR, with deals averaging $30K+ ARR and sales cycles of 60-90+ days. - Fluent in HubSpot, Gong and creative with AI tools in your day-to-day. - Resourcefulness and hunger to learn. ## Nice to have - Food distribution experience. ## What we offer You'll build the selling skills that define the next generation of AEs, selling AI-powered software and the kind of consultative work that compounds for the rest of your career. Pepper is growing quickly, and you'll grow with us! ## About the company Pepper is the operating system for the independent food distributor, the $1T industry we all rely on to feed us every day. Our customers are the family-owned, regional, and specialty wholesalers feeding the restaurants in your neighborhood. We're the category leader, and we just closed a $50M Series C and are backed by Lead Edge, ICONIQ, and Greylock. Our latest agentic products handle the messy and manual workflows that the industry has run on for decades.