Industry Sales Specialist - Retail and Technology Industries

Industry Sales Specialist

This global, enterprise-level Sales Specialist role focuses on accelerating commercial growth within Retail and Technology accounts. You act as a vertical and product specialist who brings deep expertise and thought leadership to active sales pursuits, especially as overlay support late in the cycle to shape solutions, remove obstacles, and close opportunities.

Location: Remote – US based

• Drive commercial targets by supporting and influencing revenue outcomes across multiple deals and accounts.
• Serve as the subject matter expert (SME) on assigned products/content and the Retail/Technology verticals, translating customer needs into high-impact solutions.
• Work in a pooled team model across a sub-segment (not tied to a single territory or account list), contributing specialist support at scale and sharing repeatable best practices across the broader sales organization.
• Support both new logo acquisition and existing account expansion, including upsell, cross-sell, and renewal-related motions.

• Product and industry mastery: Demonstrate profound expertise in specific products/content and how they apply to Retail and Technology use cases. Provide thought leadership by understanding relevant customer needs and guiding internal teams on how to address them.
• Solution shaping and value alignment: Identify customer needs and map them to the most appropriate product options and configurations to maximize business impact. Help position differentiated value and guide solution strategy for complex, high-value opportunities.
• Data-driven opportunity identification: Use  and industry data to identify trends, patterns, and actionable opportunities within target industries. Contribute insights that inform account/territory strategies and broader go-to-market motions.
• Late-stage sales execution (overlay support): Act as end-of-cycle support to accelerate progression, strengthen the commercial case, and help drive deals to close—often in complex, multi-stakeholder situations. Lead or support strategic negotiations, including complex terms, stakeholder alignment, and post-agreement delivery expectations.
• Cross-functional collaboration and enablement: Partner closely with Sales Executives, Customer Success Executives, Solution Consultants, and other internal teams to drive gross sales outcomes. Share knowledge, best practices, and competitive/industry insights with Sales, Marketing, Partnerships & Alliances, and Product teams to scale impact.
• Measures of impact: Industry Sales Quota. Growth in new logo wins and incremental revenue (upsell/cross-sell and renewals) driven by strong product fit, configuration, and value articulation. Increased win rates and faster deal velocity for complex opportunities through specialist overlay support.

• Bachelor's degree.
• 10+ years as an experienced professional with deep expertise in a technical discipline or specialization and 5+ years of relevant industry experience.
• Global experience in a similar function; able to provide SME support across sub-units.
• Proven thought leadership; may advise senior management in the area of expertise.
• Anticipates business challenges and develops innovative concepts/services/solutions to meet current and future customer needs.
• Understands how business units and internal groups interconnect and how to navigate them effectively.
• Highly customer‑oriented leader with a proven track record of driving complex strategic negotiations—leveraging strong influencing, negotiation, complex problem-solving, and conflict management skills to secure agreements and ensure disciplined follow‑through.
• Ability to build and maintain relationships with large, complex global accounts.
• Entrepreneurial, adaptable self‑starter with strong organization, communication, and collaboration skills; thrives in ambiguity, manages multiple parallel initiatives, and effectively shifts priorities in fast‑paced, collaborative environments.
• Partner ecosystem exposure (preferred):
  Experience working with Big 4 accounting firms and similar partner types.

• Flexibility & Work‑Life Balance: Work from anywhere for up to 8…