"Alerted.org

Job Description

Insight Gloal is hiring a Account Executive role focused on expansion sales within an already warm, engaged customer base—not a typical net new AE position. You will work directly with existing distillery clients to identify underutilized modules, reveal whitespace, and grow account value in a respectful, consultative way. You’ll hunt for opportunity across a book of more than 1,000+ active customers, uncover new needs, and drive incremental revenue through product upsells—without requiring highly technical product customization. Your mission is to increase wallet share, strengthen customer relationships, and support distilleries transitioning from manual processes (e.g., spreadsheets) to a more complete, modular software ecosystem. The right candidate is curious, relationship oriented, commercially sharp, and able to “ask for more money gently”—balancing persistence with finesse.

Our client is a leading provider of inventory and distillery management software, serving more than 1,000 craft distilleries across the United States and select global markets. Their SaaS platform tracks operations from grain to bottle, supports compliance and government reporting, and helps distillers run efficiently without needing custom or overly complex ERP solutions.

Back to Base Expansion & Hunting

• Identify, develop, and close expansion revenue opportunities within the existing customer base.

• Build and maintain a healthy expansion pipeline aligned to a $250K quota (subject to adjustment as new product modules become available).

• Conduct outbound outreach into captive accounts to uncover untapped use cases, product gaps, or cross sell opportunities.

• Leverage CRM insights, usage data, partner activity, and customer behavior to prioritize opportunities.

• Surface net new leads discovered through client conversations and hand off to the Global Hunter.

Client Engagement & Consultative Discovery

• Lead thoughtful, non pushy, value driven sales conversations with craft distilleries (a non technical customer base).

• Uncover goals, constraints, workflows, and decision criteria to match distillery needs with available modules.

• Build strong relationships across operational, compliance, and financial stakeholders.

• Communicate expansion opportunities with humility, commercial judgment, and respect for their business constraints.

Deal Strategy & Execution

• Develop proposals, negotiate pricing, and close expansion deals within pricing principles.

• Maintain operational rigor—clean CRM hygiene, forecasting discipline, and reliable pipeline management.

• Provide actionable insights on competitive movements, customer trends, consolidation activity, and partner feedback.

Cross Functional Collaboration

• Partner closely with Customer Success (owners of renewals) to coordinate timing and ensure customer readiness.

• Collaborate with Product, Marketing, and Sales Enablement as new modules and product capabilities launch.

• Participate in monthly virtual team events, company standups, and periodic in person gatherings (every 1–2 years).

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to [email protected] learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Skills and Requirements

- 3+ YOE in B2B Saas sales

- Track record of meeting or exceeding quotas in a BDR, AE, or expansion focused role.

- Experience in relationship based sales (not transactional); ability to “sell with finesse.”

Experience using CRM (Salesforce or similar).

- Hungry, eager, and proactive mindset— demonstrated ability to take initiative

- Operational discipline and drive to success—no hand holding required.

- Strong cultural alignment: personable, collaborative, work hard play hard, not overly buttoned up. - Experience with global customer bases.

- Exposure to regulated or manufacturing adjacent industries.

- Training or certifications in consultative selling (MEDDICC, SPIN, ValueSelling, Scotwork, KARRASS).

- Interest in the craft distilling space (the best candidates often enjoy spirits and the culture around it).