Regional Sales Manager / Account Executive (B2B SaaS)

White Cup provides CRM and business intelligence software for distributors. The Regional Sales Manager - New Business drives net new ARR by generating pipeline, managing full-cycle B2B SaaS sales, and closing deals with multi-stakeholder buying groups.

Responsibilities:

• Own your number and deliver against net ARR quota
• Build and manage a 3x+ pipeline through outbound prospecting and inbound lead conversion
• Run the full sales cycle (prospecting, discovery, solution alignment, proposal, negotiation close)
• Lead complex deals with multiple stakeholders
• Maintain accurate forecasting and pipeline discipline
• Partner with Marketing, Product, and Customer teams to win business
• Prospect into target ICP accounts and build pipeline
• Run discovery calls and uncover business value and ROI drivers
• Drive deal strategy and next steps
• Lead solution alignment (including demos) by partnering with pre-sales/product to connect the platform to customer ROI
• Collaborate with internal teams to close deals
• Keep CRM and forecast up to date
• Manage and advance opportunities through defined sales stages in CRM (e.g., Salesforce, HubSpot)

Requirements:

• 5+ years in a quota-carrying B2B SaaS Account Executive or Regional Sales Manager role
• Proven track record of meeting or exceeding quota (with specifics)
• Experience owning the full sales cycle (prospecting through close)
• Strong pipeline generation, pipeline discipline, and forecasting capability
• Ability to sell into mid-market to upper mid-market organizations
• Direct B2B SaaS sales experience is required. Candidates without software sales experience will not be considered (e.g., real estate, non-software sales)
• Experience selling CRM, BI, ERP, or adjacent SaaS
• Experience selling into distribution, manufacturing, or supply chain
• Experience running multi-stakeholder, longer-cycle deals