Account Executive

• Own a named list of existing HowGood customers, and build an account plan for each that maps current usage, key stakeholders, and likely areas for growth.

• Generate expansion pipeline within those accounts by reaching new teams, business units, and regions, and by watching for buying signals such as new climate commitments, Scope 3 reporting deadlines, retailer data requests, and new sustainability hires.

• Lead discovery, build the business case, and align stakeholders through to contract for each expansion opportunity, in line with HowGood's pricing and contract policies.

• Partner with Customer Success on account health, renewal timing, and handoffs, so that expansion conversations complement onboarding and renewal work.

• Coordinate with the Sales Directors who closed the original contracts, so that each account has a clear owner for expansion and customers hear from one coordinated team.

• Forecast expansion bookings accurately, and contribute to the sales forecast review.

• Use Salesforce and AI research tools to prepare for account conversations, personalize outreach and keep CRM records accurate and current.

• Bring customer feedback and feature requests back to the Product team in a clear, consistent way.

Must have

• Prior quota-carrying experience in expansion, upsell, or account executive roles at a B2B SaaS or data company, ideally with five or more years in the field.

• A track record you can show with numbers, such as expansion bookings, quota attainment, and net revenue retention.

• Experience generating your own pipeline within an installed base, rather than relying only on inbound requests and renewals.

• Comfort leading sales cycles through contracting with several stakeholders at enterprise accounts, from sustainability and R&D teams to procurement and executive sponsors.

• Experience building business cases that quantify value for a customer, whether in cost, revenue, or environmental impact.

• A collaborative approach to working with Customer Success, Product, and fellow sellers.

• Hands-on experience with Salesforce and with AI research or prospecting tools, such as Apollo, Clay, or Amplemarket.

• Familiarity with negotiating and contracting with enterprise clients. Experience with legal software such as Ironclad preferred.

• A genuine interest in food systems and sustainability.

Nice to have

• Experience selling into food, CPG, retail, or supply chain companies.

• Familiarity with sustainability topics such as carbon accounting, Scope 3 emissions, or ESG reporting.

• A second language for customers in Europe, with a preference for German, French, Spanish, or Italian.