• Execute internal sales objectives and improve account conditions using Boston Beer Company systems and selling processes • Develop strong knowledge of the spirits industry, including product styles and key category insights • Identify and pursue new business opportunities while expanding and strengthening existing accounts • Build brand awareness through sampling, merchandising, and consumer engagement activities • Communicate effectively with wholesalers, retail partners, and internal teams, including delivering presentations • Leverage technology platforms and data to identify opportunities across accounts, markets, and wholesalers • Build and maintain strong relationships with wholesalers and retailers to support long-term growth • Travel regularly within the assigned territory to service accounts and support business needs • Occasionally work weekends, holidays, and attend meetings or trainings as required • Work in varied, customer-facing environments and reside within the assigned geographic territory

• Expand your client portfolio and secure MRR through upsell, cross-sell, and retention strategies; • Monitor the financial health metrics of your portfolio, ensuring the expansion and retention needed for positive exit outcomes; • Schedule and conduct meetings with clients in your portfolio, actively participating in strategic plans and identifying improvement opportunities using Mercos solutions; • Proactively contact the entire client portfolio on a cycle of up to 90 days; • Identify clients' complex needs and efficiently route them to the appropriate internal teams, ensuring delivery quality; • Develop a deep understanding of clients' businesses and future plans, creating tailored strategies to deliver continuous value; • Serve as the client's voice within Mercos, connecting their needs with Product, Development, Partners, Finance, and other teams; • Represent Mercos at trade shows and events in São Paulo or other regions of the country; • Be available for frequent travel (approximately one week per month) to cover events; • Participate in MercosCast and host livestreams focused on the customer base to increase product engagement and generate new opportunities; • Develop rapid, investigative action plans with clients to reverse cancellation requests (churn); • Keep tracking and management tools (CRM) rigorously up to date; • Lead contract negotiations, plan migrations, user package changes, and annual adjustments; • Contribute to the ongoing review of team processes to improve execution and collective results; • Complete mandatory Mplayers development track trainings and actively build your PDI (Individual Development Plan) through 1:1s with leadership.

Role Description Our Enterprise reps bring ecosystem-led growth to some of the most iconic brands in the world. We’re looking for an experienced Enterprise Account Executive to lead strategic sales cycles, navigate multiple stakeholders, close six-figure deals with organizations of 10,000+ employees, and improve how the sales org operates as we scale. That includes building better systems, increasing leverage, and using AI to raise the quality and speed of execution. - Own the full sales cycle from prospecting and discovery to value articulation, negotiation, and close. This also includes a book of some customers. Time spent is 80% new logo/20% customer expansion. - Generate pipeline to build your own book of business by collaborating with Business Development, Partnerships, and Marketing. - Run complex, multi-threaded sales cycles, engaging with multiple stakeholders (C-Suite, Sales, Marketing, Partnerships, Operations). - Build and execute account plans with precision to identify key stakeholders, develop mutual success criteria, and drive outcomes. - Engage in ecosystem-led selling to leverage partner data and co-selling motions to create warm, high-impact opportunities. - Use AI and automation thoughtfully to improve output, not replace judgment. Qualifications - 6+ years of full-cycle SaaS closing experience. - 2+ years selling into enterprise accounts. - Consultative mindset where you understand your audience and can create meaningful value through solution selling. - Proven success selling into companies of 10,000+ employees (roughly half your book). - Consistent record of achieving or exceeding quota with average deal sizes of $100K+. - Strong command of complex, multi-stakeholder sales processes; experience with formal methodologies (MEDDICC, Challenger, Force Management). - Exceptional business acumen and comfortable aligning with executive-level decision makers. - Experience working with ecosystem-led or partner sales motions is a strong plus. - Adept at navigating long sales cycles with multiple buying committees. - High EQ, self-starter mindset, and curiosity about solving customer challenges. Requirements - Take ownership without waiting for permission. - Ask “what’s actually needed?” instead of defaulting to precedent. - Use AI as leverage to clarify thinking, improve communication, synthesize information, and accelerate execution. - Actively seek out and act on feedback to raise your own bar. - Dig until you understand the real problem, not just the surface request. - Make those around you more effective. Benefits - Collaborative teammates and a culture built on trust and accountability. - Competitive compensation and equity. - Comprehensive healthcare coverage for you and your family. - Remote-flexible with access to co-working spaces in your area. - Learning, wellness, and WFH stipends. - Flexible time off. - Paid parental leave. - …and more! Company Description The highest-performing go-to-market teams have figured out how to turn their partner ecosystem into a revenue engine, and Crossbeam is the platform that makes that possible. Companies use Crossbeam to securely compare CRM data with partners, revealing shared customers, overlapping prospects, and warm paths into deals. That second-party data becomes Ecosystem Intelligence — a layer of unique signals and recommendations that helps revenue teams uncover new opportunities, target the right accounts, and win faster. We pioneered the category of ecosystem-led growth, and now we're defining what comes next: go-to-market powered by AI-native ecosystem intelligence.

Role Description As an Mid-Market Account Executive, your primary focus will be acquiring new clients and expansion in mid to large accounts (200 to 3,500 employees). You will analyze customer challenges, identify key stakeholders, and expand their perspective on how Crossbeam can revolutionize their partnership strategies. That includes building better systems, increasing leverage, and using AI to raise the quality and speed of execution. We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG, understanding their wins are our wins too. - Run full-cycle deals and drive significant business growth by breaking into new logos and driving expansion within our mid-market customer segment. - Achieve and exceed monthly/quarterly quotas of pipeline and closed business and understand how your quarterly goals impact the larger company goals. - Collaborate with internal go-to-market teams such as partnerships, sales, and customer success to understand our customer's challenges and inspire new use cases. - Partner and build trust with cross functional teams like legal, security, & product. - Develop and maintain an in-depth understanding of the Crossbeam product, our customers, and our unique value. - Build strong relationships with prospects, decision makers, and executives via email, phone, social media, and events. Qualifications - 4+ years of experience in a B2B SaaS closing role and can easily point to repeatable processes you’ve used for success. - An understanding of Partnership programs and the value ELG brings to a company's go-to-market strategy and overall success. - Proven success navigating complex organizations with understanding of how AI can drive value across multiple business units. - Bonus points: experience in a product-led growth company with freemium offerings. Requirements - You love getting answers and use internal resources and subject matter expertise to geek out on what you’re selling. - You are a hunter; following leads, building relationships with internal champions, and closing deals excites you. - You admit when you don’t know how to do something and assess whether it’s something you can figure out or need help with. - You are passionate about business technology and excited about the problem Crossbeam solves. - You know what it means to crush your quota and chase that excitement; winning excites you. - You are confident and comfortable speaking with the highest levels of an organization with tact, sincerity, and accuracy. - You speak your mind, raise concerns with company leaders, but can also “disagree and commit” when necessary. - You have well-honed sales skills but are humble enough to always be learning from others. - You read this whole list and got more excited than concerned. Benefits - Collaborative teammates and a culture built on trust and accountability. - Competitive compensation and equity. - Comprehensive healthcare coverage for you and your family. - Remote-flexible with access to co-working spaces in your area. - Learning, wellness, and WFH stipends. - Flexible time off. - Paid parental leave. - …and more!