[Remote] Account Executive
Note: The job is a remote job and is open to candidates in USA. Alibaba.com is the world’s largest B2B digital trade platform, connecting millions of buyers and suppliers globally. They are seeking an Account Executive to drive new Local Seller Membership contracts, manage a full-cycle sales process, and collaborate with sales leadership to enhance their offerings.
Responsibilities
- Carry an individual quota for new Local Seller Membership annual contracts (AOV $2K–$15K+), selling to founders, heads of sales, and e-commerce leaders at US-based SMB and mid-market manufacturers, wholesalers, and D2C brands expanding into wholesale
- Run a full-cycle motion: qualify SDR-sourced and self-sourced pipeline, run discovery, deliver value-based demos of the Alibaba.com seller platform, build multi-threaded champions, negotiate, and close
- Build the playbook, not just run it. Partner with sales leadership, enablement, and product marketing to refine ICP, sharpen messaging, and test new packaging for the Local Seller Membership
- Become a trusted advisor on cross-border B2B — help sellers understand export economics, buyer demand signals on Alibaba.com, and how to operationalize a wholesale channel alongside Shopify, Amazon Wholesale, and their existing ERP
- Hit and exceed monthly / quarterly quota. Maintain clean pipeline hygiene in Salesforce (or equivalent), with accurate forecasts within +/- 10%
- Feed product, marketing, and CS with structured voice-of-customer — win/loss themes, competitive intel vs. Thomasnet / Global Sources / Faire / Handshake, and feature gaps
Skills
- 3–5 years of quota-carrying closing experience at a high-growth B2B SaaS company (e.g., Shopify, HubSpot, Gorgias, Klaviyo, Attentive, Nooks, Outreach, ZoomInfo, Salsify) or a B2B marketplace / trade platform (e.g., Faire, Ankorstore, Handshake, ECRM, Thomasnet, Global Sources, Alibaba-type platforms)
- Proven track record: ≥100% of quota in at least 2 of the last 3 years, with references to back it up
- Strong SMB / mid-market velocity motion — comfortable running 20–40 live opportunities, 8–12 demos per week, and closing in 14–45 day cycles
- Excellent written and verbal English. Comfortable selling to US founders and operators
- Operator mindset with modern sales tooling: Salesforce, Outreach / Salesloft, Gong, Apollo / ZoomInfo, and AI assistants (Clay, Nooks, 11x, Regie, or similar)
- Bachelor's degree or equivalent practical experience
- Experience selling to manufacturers, wholesalers, distributors, or e-commerce brand owners (Shopify / Amazon sellers scaling to wholesale)
- Exposure to cross-border trade, export, logistics, or trade finance products
- Mandarin or Spanish proficiency is a plus but not required
- Experience selling a product with both a self-serve / PLG motion and a sales-assist motion
Company Overview