Appriss Retail

• Serve as a subject matter expert articulating expected value of Appriss Solutions • Analyze relevant data to create data driven value propositions • Demonstrate the use of Appriss solutions to potential users • Partner with Account Executives to develop key relationships with prospects and customers • Support meetings and conferences when needed

Role Description Appriss Retail is looking for a driven Account Executive to join our GTM team and lead enterprise sales efforts across new customer acquisition and expansion. Reporting directly to the CRO, you will sell our retail SaaS and loss prevention solutions to C-level executives, managing complex sales cycles and building lasting client relationships. This is a high-impact role for a self-starter who knows how to open doors, build pipeline, and close. - Own and exceed quarterly revenue targets by building and maintaining a strong, balanced pipeline. - Prospect for new business and partner with Marketing on lead generation campaigns. - Develop complex, value-based business cases using customer data to drive deals forward. - Build and nurture relationships across prospect and customer organizations, partnering with Customer Success post-sale. - Stay current on retail industry trends and provide feedback to Product Strategy. - Represent Appriss Retail at trade shows, conferences, and industry events. - Maintain accurate, up-to-date records in Salesforce CRM. Qualifications - 8+ years of enterprise SaaS sales experience, with a focus on selling into enterprise retail brands. - Experience with loss prevention or fraud solutions nice to have. - Demonstrated success managing long, complex enterprise sales cycles from prospecting through close. - Working knowledge of retail operations, finance and IT. Able to navigate business, finance and technology stakeholders. - Proficiency with a structured sales methodology (e.g. Sandler, Challenger, MEDDIC, or equivalent). - Bachelor’s degree or equivalent experience. Requirements - Consistent track record of meeting or exceeding quota. - Executive presence with the ability to present to C-suite and board-level audiences. - Strong emotional intelligence, relationship-building skills, and ability to influence at all levels. - Excellent written and verbal communication — clear, concise, and confident. - Strong negotiation skills and ability to craft compelling business cases. - Self-directed and collaborative; thrives in a fast-paced, evolving environment. Benefits - Competitive and comprehensive benefits package designed to support your well-being at work and beyond. - Benefits begin on your first day and include multiple medical plan options, dental and vision coverage, health savings and flexible spending accounts, paid parental leave, and supplemental coverage for life’s unexpected moments. - Generous paid time off. - 401(k) with immediate vesting and company match. - Short- and long-term disability. - Free access to health and wellbeing resources such as Calm and Sworkit. - Access to learning and development opportunities to help you grow your career.

• Own and drive end-to-end project execution across all four phases — maintaining a phased project plan, milestone tracking, and steering committee cadence throughout the engagement. • Conduct a comprehensive audit of product, customer, and revenue data across Salesforce and NetSuite, documenting discrepancies, orphaned records, ghost products, and misaligned hierarchies as structured deliverables. • Reconcile NetSuite recognized revenue against Salesforce ARR/bookings data, quantifying and categorizing unassigned or misclassified revenue and tracing each gap to its root cause. • Facilitate cross-functional working sessions with Finance, RevOps, Product, and Sales leadership to align on canonical product hierarchy, customer parent/child structure, and data governance decisions. • Execute deduplication, record merges, SKU standardization, and revenue re-attribution in Salesforce and NetSuite following agreed future-state design specifications. • Design and document the future-state data architecture — naming conventions, external ID strategy, bidirectional linking fields, data dictionary, and system-ready specifications for both platforms. • Build and operationalize the ongoing governance model, including a decision rights matrix, stewardship assignments, data quality dashboard, and change control process. • Facilitate knowledge transfer to Finance, RevOps, and IT stakeholders and prepare downstream readiness documentation for Adaptive Insights, CPQ, and billing automation initiatives.

• own the renewal process end-to-end — quoting, revising, reporting, and closing renewal opportunities in close partnership with Customer Success and Account Executive teams. • partner closely with CSMs and Account Executives to develop account-specific renewal approaches that protect and grow revenue. • maintain accurate renewal pipeline forecasting and retention rate projections; your expertise in anticipating risk and managing transaction volume will be critical to securing revenue and mitigating churn. • build and maintain frameworks for renewal strategy, pricing conversations, and commercial best practices that the broader team can leverage. • support and drive systematic pricing improvements across the renewal portfolio in partnership with account teams. • partner with CSMs when an account needs commercial support to navigate a renewal — the CSM owns the relationship and surfaces the risk; you bring the commercial expertise to help work through it. • play a central role in the 2026–2027 pricing and packaging initiative — helping existing customers navigate new commercial structures as we evolve our product suite. • KPI tracking and regular reporting to the CCO on renewal performance, forecast accuracy, and retention outcomes.

• Leadership and development of the Director of Customer Success and the full CSM organization • Portfolio-level gross revenue retention (GRR) and net revenue retention (NRR) • Commercial accountability: this is a revenue-generating CS function — the VP owns renewal execution strategy and directly supports expansion efforts in close partnership with Sales leaders • Executive sponsorship of the company’s most complex, high-value accounts — multi-banner, multi-region, multi-stakeholder retail relationships • Customer journey oversight — ensuring a consistent, high-quality experience from onboarding through renewal, with structured approaches to communicating and demonstrating value at each stage • CS playbooks: strategic account engagement, risk identification and management, escalation protocols, and expansion motions • Cross-functional partnership: collaborate with Sales on expansion pipeline, Product on customer feedback loops, Marketing on customer advocacy programs, and RevOps on forecasting and reporting • Long-term customer advocacy: developing customer champions, reference relationships, and advisory engagement that support broader go-to-market objectives • Organizational design: in partnership with the Director of CS and CCO, build toward a segmented or pod-based CS model aligned to customer complexity and growth stage • Talent development and succession planning within the CS organization • CS performance reporting to the CCO and executive leadership

• Lead and grow the global delivery organization • Have full accountability for the profitability and execution of all one-time services work • Build pricing calculators, standard resource models, and engagement cost frameworks to improve profitability • Implement and enforce go/no-go processes before accepting engagements • Standardize how work is scoped, staffed, executed, and closed across the entire PS organization • Evaluate, redesign, and manage contractor and outsourcing relationships • Drive measurable improvements in time-to-value for clients • Own delivery-stage customer experience and ensure client satisfaction • Equip delivery teams to clearly and consistently articulate project progress, impact, and value • Develop two senior leaders and their organizations • Work closely with the Revenue organization on deal pricing and SOW review • Own PS KPIs and present progress regularly to the CCO and leadership team

• Own and exceed quarterly revenue targets by building and maintaining a strong, balanced pipeline. • Prospect for new business and partner with Marketing on lead generation campaigns. • Develop complex, value-based business cases using customer data to drive deals forward. • Build and nurture relationships across prospect and customer organizations, partnering with Customer Success post-sale. • Stay current on retail industry trends and provide feedback to Product Strategy. • Represent Appriss Retail at trade shows, conferences, and industry events. • Maintain accurate, up-to-date records in Salesforce CRM.

• Partner closely with the VP of Transformation to translate strategic priorities into actionable project plans with clear tasks, owners, timelines, and success metrics. • Manage all operational aspects of transformation initiatives, including schedule management, task tracking, documentation, and cross-team coordination. • Proactively follow up on outstanding tasks, remove barriers, escalate risks, and ensure accountability across teams. • Prepare and maintain detailed project dashboards, status reports, and communication updates for leadership review. • Facilitate cross-functional working sessions, ensuring clarity of objectives, next steps, and dependencies. • Monitor project scope, identify issues early, and work with stakeholders to develop mitigation plans. • Support continuous improvement of transformation processes, tools, and standards. • Coordinate internal project activities including executive reviews, decision logs, and post‑implementation evaluations. • Ensure alignment between business, technical, and operational teams throughout project execution.

• Own end-to-end delivery for new customer implementations and SOW work • Manage scope, issue resolution, and risk across implementations • Serve as the primary point of contact for customers throughout implementation • Track and report on project health using defined KPIs • Identify opportunities for product expansion within assigned customers • Utilize project management skills to support internal cross-functional projects

• Own the monthly, quarterly, and annual close process • Lead and develop a team of 6 accounting professionals • Ensure compliance with US GAAP including ASC 606 revenue recognition and ASC 842 lease accounting • Partner with FP&A on budgeting, forecasting, and data governance framework • Own external audit relationship and manage all audit deliverables • Lead and implement AI and automation initiatives • Support CFO on covenant compliance reporting and board-level financial reporting • Drive chart of accounts rationalization and systems optimization