Account Executive, Retail

About Us: Digimarc Corporation (NASDAQ: DMRC) is building the trust layer for the modern world. Our solutions help people, businesses, and intelligent systems verify what’s real, protect what matters, and interact with confidence across physical and digital environments. Learn more at Digimarc.com. ABOUT THE ROLE: Hunt your list: Own a bounded, named list of major retail accounts. Every account is yours to develop; none of it is unlimited territory. Build pipeline through a modern, AI-first outbound motion: deep account research on each retailer's shrink, margin, and operations pressures, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. Convert your inbound: Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback. Multithread qualified opportunities early across LP, store operations, IT, and the executive suite, and run each one through a mutual close plan. Own your customers: Be accountable for every retailer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement. Drive all upsell and cross-sell across your installed base: new categories, new use cases, new banners, chain-wide expansion from pilot deployments. Be the commercial escalation point for your retailers, pull in the right internal resources, and own the relationship in person — store visits, headquarters time, executive connects, and the small gestures that keep champions champions. Across all three: Run full-cycle enterprise sales: discovery, business case, pilots and proofs of value, mutual close plans, procurement, and signature. Navigate retail buying processes across loss prevention, asset protection, store operations, IT, merchandising, and executive stakeholders, from the loading dock to the boardroom. Sell a sophisticated technology platform with credibility, including deployments that touch scanners, POS systems, packaging, and embedded software, often alongside hardware partners and SIs. Partner with Solution Advisory to run technically credible evaluations and pilots that convert to production contracts. Apply MEDDPICC to every deal and keep Salesforce current, accurate, and inspectable. Get certified to sell, and stay certified: the playbook, the pitch, pricing, positioning, product, the people, the key questions, and Digimarc's history. Participate fully in the team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, and account planning. Be visible where retail gathers: NRF, industry events, executive briefings, customer dinners. You pull pipeline into the building. WHY DIGIMARC, WHY NOW? Digimarc is at a pivotal growth phase. We have a storied history, a great platform, and some of the most recognizable retailers in the world as customers. Retail is where we are doubling down: shrink and loss prevention are board-level problems for every major merchant, and our technology addresses them in a way no one else can. Every deal you work is both revenue and signal, feeding directly into where we win and how we win. Your patch is fully yours: the greenfield retailers, the inbound that lands in it, and the customers already in it — some of the best-known merchants in the world. WHAT SUCCESS LOOKS LIKE? Pipeline you built yourself. Coverage ahead of your number every week, driven by your own outbound motion into your named retail accounts. Pipeline generation is a weekly team discipline, not a quarter-end scramble. Inbound that converts. Every lead in your patch worked with your SDR, qualified honestly, and the real ones multithreaded and moved through the process without leaking. A patch that grows itself. Every renewal in your patch landed on time, coordinated with the Renewals team, with you stepping in decisively when one needs cost justification, a business case, or rescue; pilots converted to chain-wide rollouts; upsell and cross-sell landed; LP executives who know your face because you visit them. Retention and expansion in your patch are your numbers, not someone else's. Rigor in every deal. MEDDPICC on every opportunity, no exceptions. Value selling on every deal: outcomes and solutions, not technology. Every deal review starts the same way — the named executive, the problem they want solved, the timeline, and the business impact in dollars, triangulated across the enterprise. Multithreading required on all deals, close dates monitored on every opportunity, and Salesforce that tells the truth at all times. A forecast your VP can commit on. You call your number weekly inside our 13-week operating cadence — new business and renewals — and you are right. Signal brought back. A field-tested point of view on retail messaging, positioning, and where product market fit is strongest, delivered to sales leadership with evidence. WHAT YOU WILL DO… Hunt your list: Own a bounded, named list of major retail accounts. Every account is yours to develop; none of it is unlimited territory. Build pipeline through a modern, AI-first outbound motion: deep account research on each retailer's shrink, margin, and operations pressures, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. Convert your inbound: Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback. Multithread qualified opportunities early across LP, store operations, IT, and the executive suite, and run each one through a mutual close plan. Own your customers: Be accountable for every retailer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement. Drive all upsell and cross-sell across your installed base: new categories, new use cases, new banners, chain-wide expansion from pilot deployments. Be the commercial escalation point for your retailers, pull in the right internal resources, and own the relationship in person — store visits, headquarters time, executive connects, and the small gestures that keep champions champions. Across all three: Run full-cycle enterprise sales: discovery, business case, pilots and proofs of value, mutual close plans, procurement, and signature. Navigate retail buying processes across loss prevention, asset protection, store operations, IT, merchandising, and executive stakeholders, from the loading dock to the boardroom. Sell a sophisticated technology platform with credibility, including deployments that touch scanners, POS systems, packagin