Account Executive,North America

What Is This Role Like?

We are looking for a motivated and execution-focused Account Executive, based in North America (Boston, Massachussets). Smart, hungry, high-horsepower builders who want to grow fast, take ownership, and solve complex problems in the retail media ecosystem. This is a hands-on role in a fast-moving environment, requiring curiosity, ownership, and adaptability.

In this role, you will:

1. Drive Commercial Growth

   • Own and exceed quarterly revenue quotas across assigned regions.
   • Target retailers, marketplaces, and delivery apps that match Topsort’s ICP.
   • Build high-quality pipeline through outbound, events, workshops, LinkedIn, referrals, and creative networking.
   • Bring hunter energy: disciplined prospecting, proactive follow-up, and competitive drive to win RFPs.

2. Full-Cycle Deal Ownership

   • Lead the full sales cycle: discovery → ROI narrative → demo → technical alignment → proposal → negotiation → contract.
   • Engage multiple stakeholders: C-suite, Finance, Product, Data, and Engineering.
   • Collaborate closely with internal teams to craft realistic timelines, technical feasibility, and commercial terms.
   • Maintain clean pipeline hygiene, forecasting discipline, and weekly deal reviews.

3. Industry Expertise (Retail Media + Marketplace Tech)

   • Become a retail media expert: monetization models, auctions, ad server logic, advertiser adoption, offsite vs onsite, GMV-linked revenue models.
   • Understand competitor ecosystems (legacy ad servers, DSPs, RM networks) and articulate Topsort’s differentiation clearly.
   • Identify market opportunities and advise customers with data-backed insights.

4. Product Mastery

   • Know Topsort’s infra: auctions, ad server, optimizer, reporting, API capabilities.
   • Explain technical concepts simply and confidently — “sell the why, translate the how.”
   • Customize demos to customer maturity and business model.
   • Integrate customer data to frame ROI, adoption uplift, and monetization impact.

5. High-Impact Relationship Building

   • Develop senior-level relationships and become a trusted advisor.
   • Map accounts: champions, detractors, blockers, procurement, technical owners.

What We Think You Need to Be Successful

We’re open to candidates who don’t check every box but show strong potential.

Core Requirements & Experience

• Experience in B2B SaaS, ad-tech, martech, or complex tech product.
• 3+ years of work experience with proven track record in sales or customer-facing roles, with ownership over outcomes and deals.
• Strong communication, structured thinking, and ability to navigate complex organizations.
• Quick learner with curiosity for retail media, auctions, and marketplace monetization.
• Team-oriented, adaptable, and comfortable operating in fast-changing, ambiguous environments.
• This role is open to candidates based in Boston, MA (Hybrid).
• Willing to travel regionally and internationally.

Bonus Points

• Familiarity with retail, marketplaces, or media monetization.
• Fluency in additional languages beyond English.

What We Value

At Topsort, we seek professionals who embody the following qualities to drive our mission forward:

• Deep dive into details: Professionals who are not content with superficial answers and dive deeply into the details to uncover root causes and optimal solutions.
• Team first: A low need for individual recognition, always prioritizing collective results over personal credit.
• You thrive with ambiguity: Exceptional ability to tackle open-ended problems in unstructured environments, turning chaos into structured innovation.
• Adaptability: Willingness to learn, mentor, lead, and follow as the situation demands, fostering growth at all levels.
• Urgency: A disproportionate sense of urgency in execution, while keeping scalability and the creation of replicable processes in mind to ensure long-term success.
• Curiosity: Genuinely curious individuals who can quickly learn difficult concepts and apply them effectively.

Do you sound like the right fit? Let's dive right in!