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.

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.

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.