Account Executive

Plato is seeking a senior Account Executive to own revenue and relationships with wholesale distributors. You’ll guide buyers through consultative journeys, translate operational pain into ROI, and close meaningful deals that reshape how wholesalers operate. This high-ownership role collaborates with SDRs, the Growth Lead, and the founders to shape our GTM motion and accelerate AI adoption in the industry.

What youll do

• Own your pipeline end-to-end, from discovery to contract signature.
• Close new business across SMBs to large, complex accounts.
• Lead discovery, product demos, negotiations, and pricing with wholesale distribution executives.
• Act as a trusted advisor by deeply understanding customers’ workflows, data, and decision processes.
• Translate customer pain into ROI narratives that demonstrate Plato’s value.
• Navigate multi-stakeholder buying, handle objections, and drive deals to close with structure and urgency.
• Position Plato as the intelligence layer for modern wholesalers.
• Build and maintain a healthy, predictable pipeline in collaboration with SDRs; ensure CRM hygiene and forecasting accuracy.
• Provide feedback to improve lead quality, messaging, and outbound strategies; partner with Marketing on campaigns.
• Represent the voice of the customer internally to inform product and GTM strategy.

What Plato is looking for

• Senior-level experience closing B2B SaaS deals as an Account Executive or in a hybrid Growth role.
• Proven track record selling to wholesale distributors or similar B2B industries; comfortable managing multi-stakeholder buying processes.
• Experience with CRM systems and modern sales tooling; ability to leverage AI-assisted workflows for research, prep, and follow-ups.
• Strong business acumen with the ability to articulate ROI to owners and executives.
• Collaborative, cross-functional mindset with the ability to work with Marketing, Growth, and founders.