About this role
About the Role
As a Senior Account Executive, Mid-Market at Orderful, you’ll drive new customer growth by selling our modern, API-first EDI platform to growing mid-market organizations. This role is designed for a seasoned seller who thrives in a fast-moving remote sales environment, manages multiple deal cycles at once, and takes full ownership from first conversation through close.
You’ll work with logistics-forward organizations that depend on reliable trading partner connectivity and operational efficiency to scale their business. Working closely with Solutions Engineering, Marketing, and Customer Success, you'll help guide prospects through discovery, solution alignment, and decision-making -- acting as both a trusted advisor externally and a strong internal quarterback.
Key Responsibilities
- Own the full sales cycle for mid-market prospects, from initial engagement through close
- Drive new logo acquisition within companies generating $25–$500MM in annual revenue
- Manage a high-activity pipeline with multiple opportunities in flight simultaneously
- Lead thoughtful discovery conversations focused on supply chain optimization, data organization, IT management, and EDI requirements and scalability.
- Sell into logistics-driven organizations, including supply chain, retail suppliers, and brands selling into major retailers
- Partner closely with Solutions Engineers to align technical capabilities with business outcomes
- Navigate multi-stakeholder buying groups across operations, IT, finance, and executive leadership
- Maintain strong pipeline hygiene, forecasting accuracy, and CRM discipline
- Identify recurring themes, objections, and use cases to help strengthen sales execution and messaging
- Represent Orderful as a credible, trusted partner throughout the buying process
Requirements
- Proven success as a SaaS seller in growth-stage or startup environments
- Demonstrated track record of consistently meeting or exceeding sales targets
- Comfort operating in shorter, high-velocity sales cycles with moderate deal sizes
- Ability to manage volume without sacrificing discovery quality or deal rigor
- Experience owning deals end-to-end, with strong accountability and follow-through
- Strong understanding of operational buying personas, particularly within logistics, supply chain, or retail-adjacent organizations
- Ability to communicate technical concepts clearly to non-technical audiences
- Highly motivated, competitive mindset with a strong sense of ownership
- Strong communication skills and effectiveness in a fully remote environment
Preferred Qualifications
- Background in retail tech, supply chain technology, or logistics-focused SaaS
- Familiarity with EDI concepts, integrations, or ERP-connected platforms
- Experience selling to brands that distribute through large retail partners
Base salary $125,000–$150,000 per year, plus commission, with total on-target earnings (OTE) of $245,000–$270,000.
At Orderful, one of our core values is building a great community. We are looking for strong, diverse, and supportive team members. We welcome everyone to apply. Come join our team, where we celebrate differences, play to our strengths, and encourage growth!
Other facts
About Orderful
Orderful is the fastest way to trade EDI.
We’re the first modern EDI platform to embed AI directly into workflows—automating rule writing, reducing errors, and making integrations effortless. By automating the manual work of EDI setup and maintenance, we're making complex data exchange accessible to everyone, whether you're a Fortune 500 retailer or a growing D2C brand.
More than 400+ companies, including Koch Industries, Liquid Death, Caraway, Stord, Hirschbach, and NFI, rely on Orderful to simplify EDI. Our customers have processed over 500M transactions across 10,000 trading partnerships, using Orderful to slash EDI onboarding from months to minutes.
Traditional EDI platforms keep you waiting in line for one-by-one connections. We've changed the game with the industry's first self-service platform, AI-powered rules engine, and pre-connected network that gets you live with trading partners in seconds, not seasons. This modern approach has earned us the #1 position across major industry rankings including the Momentum Grid®, Mid-Market Relationship Index, Mid-Market Grid® Report for EDI and the Forrester 2025 Innovators.
Backed by leading supply chain investors including Andreessen Horowitz, GLP Capital Partners, NewRoad Capital Partners, and Initialized Capital, we’re the fastest growing supply chain technology company in North America.
Orderful is disrupting how businesses connect and trade in the modern supply chain. Because in a world where everything else is instant, your EDI should be too.
Explore LearnEDI.org for a deep dive into the how and why of EDI.
What you'll do
- The Senior Account Executive will own the full sales cycle for mid-market prospects, driving new customer growth and managing multiple deal cycles. They will work closely with various teams to guide prospects through discovery and decision-making processes.
Ready to join Orderful?
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