Account Executive

About the Role

Alibaba.com operates one of the largest global B2B digital trade platforms, linking more than 48 million active buyers with millions of suppliers across 200+ countries. The US Local Supplier Membership is a core offering for North American manufacturers, wholesalers, and brand owners who want to expand export revenue through Alibaba.com. It combines a premium storefront, AI-powered buyer matching, RFQ access, and an end-to-end cross-border trade workflow that includes payments, logistics, and trade assurance.

The company is growing its North America go-to-market engine from a founder-led approach into a repeatable, data-led sales organization. The team uses SaaS-style funnels, product-qualified signals, and AI-assisted outreach, and is seeking strong closers who have succeeded in high-growth B2B SaaS or marketplace environments.

What You Will Do

• Own an individual quota for new annual Local Seller Membership contracts, with deal sizes typically ranging from $2K to $15K+ AOV, targeting founders, sales leaders, and e-commerce decision makers at US-based SMB and mid-market manufacturers, wholesalers, and D2C brands moving into wholesale.
• Manage the complete sales cycle, including pipeline qualification from SDR and self-sourced leads, discovery conversations, value-driven demonstrations of the Alibaba.com seller platform, multi-threaded champion building, negotiation, and deal closure.
• Help shape the sales motion by working closely with sales leadership, enablement, and product marketing to refine the ideal customer profile, improve messaging, and evaluate new packaging for the Local Seller Membership.
• Serve as a consultative advisor on cross-border B2B commerce, guiding sellers on export economics, buyer demand insights on Alibaba.com, and how to build a wholesale channel alongside Shopify, Amazon Wholesale, and existing ERP systems.
• Consistently achieve and exceed monthly and quarterly targets while keeping Salesforce or a similar CRM updated with accurate pipeline hygiene and forecasts within plus or minus 10%.
• Provide structured customer feedback to product, marketing, and customer success teams, including win/loss patterns, competitive intelligence against Thomasnet, Global Sources, Faire, and Handshake, as well as feature gaps.

Compensation

The expected pay range at the time employment begins is $126,000 to $234,000 per year. Actual base pay may differ based on factors such as location, job-related knowledge, skills, and experience. This role is at-will, and the company may change base salary or other discretionary compensation programs at any time, including due to individual performance, team or company performance, or market conditions.

Job Requirements

Candidates should bring 3 to 5 years of quota-carrying closing experience in a high-growth B2B SaaS company or a B2B marketplace/trade platform. The role calls for a strong record of performance, including achieving at least 100% of quota in two of the last three years, supported by references.

This is a fast-moving SMB and mid-market motion, so applicants should be comfortable handling 20 to 40 active opportunities, delivering 8 to 12 demos each week, and closing deals within a 14 to 45 day sales cycle. Strong written and spoken English is essential, along with comfort selling to US founders and operators.

A modern sales-tech mindset is important. Experience with Salesforce, Outreach or Salesloft, Gong, Apollo or ZoomInfo, and AI assistants such as Clay, Nooks, 11x, or Regie is expected. A bachelor’s degree or comparable practical experience is required.

Preferred Experience

It is advantageous to have sold to manufacturers, wholesalers, distributors, or e-commerce brand owners, especially Shopify or Amazon sellers expanding into wholesale. Additional exposure to cross-border trade, export, logistics, or trade finance products is also helpful. Mandarin or Spanish language skills are a bonus, though not mandatory. Experience selling both self-serve/PLG and sales-assisted products is another plus.

Additional Information

This position is located in Sunnyvale, California and is onsite. The role is a contract position. No internship duration, start date, application deadline, or vacancy count was provided in the source.