Account Executive

Overview

The chemical industry is a $5.2 trillion market that powers 96% of all manufactured goods, from everyday items to advanced technologies. Yet most chemical distributors still operate with outdated software, manual processes, and disconnected systems that waste time and limit growth.

ShelfCycle is changing that. We're the modern operating system for chemical distribution - an AI-native ERP and CRM platform that automates daily operations so teams can focus on strategic growth instead of manual tasks.

Our customers are seeing transformational results:

• ClearEdge Solutions consolidated five different systems into one seamless platform
• U.S. Chemicals saves 7-10 hours per week per employee through automation
• Chemical Distribution Solutions cut order entry time by 93% and training time by 96%

Read customer stories ->

We're not just building software - we're modernizing an industry. Ready to help transform a $5.2 trillion industry? Let's build the future of chemical distribution together.

Job Description

We're looking for a high-velocity, consultative Account Executive to own our sales motion end-to-end. This is a foundational role - you'll be ShelfCycle's first dedicated AE and will work directly alongside the Head of Sales and CEO to build and scale the GTM engine from the ground up.

You'll generate pipeline through multiple channels: working trade show floors and building relationships at industry events, running disciplined outbound sequences, and developing creative prospecting strategies that scale beyond any single channel. When something isn't working, you adjust. When something is working, you systematize it. You think like a builder.

The ShelfCycle sale requires uncovering operational pain - fragmented systems, manual processes, compliance headaches - and positioning the platform as a transformational solution. Buyers in this space are operationally-focused decision makers at chemical distributors and producers, and they reward genuine understanding of their world.

Most importantly, you are motivated by the opportunity to be foundational - to build something, earn equity, and grow with the company.

About the Team

• Work directly with the Head of Sales and CEO to build the sales function.
• Small, high-impact team (under 10 people) where your contributions directly shape the company's trajectory.
• ShelfCycle is a pre-Series A startup with offices in Bryant Park, New York City.

Work Environment

• Remote-friendly with regular in-person collaboration. Priority locations: New York City, Nashville, or Raleigh/Durham.
• Periodic travel to our NYC headquarters and industry events nationwide.
• This is a high-autonomy role — you'll build your own pipeline, manage your own calendar, and own your results.

Responsibilities

• Own the Full Sales Cycle: Manage every stage from prospecting and discovery through demo, proposal, and close — without an SDR team or marketing engine feeding you leads.
• Build Scalable Pipeline: Generate pipeline through multiple channels — trade show follow-up, cold outbound sequences, LinkedIn, creative prospecting, and systematic list building.
• Work Trade Shows and Industry Events: Confidently work conference floors, build real relationships, collect contacts, and run disciplined post-event follow-up cadences.
• Run Consultative Discovery: Uncover operational pain and position ShelfCycle as a transformational solution tied to the prospect's specific challenges, not a generic feature walkthrough.
• Build and Refine the Playbook: Partner with the Head of Sales and CEO to iterate on messaging, competitive positioning, and the sales motion as the company scales. Bring ideas from what you've seen work.
• Leverage AI in Your Workflow: Use AI tools to research prospects, personalize outreach, accelerate deal prep, and systematize what would otherwise be manual work. We expect you to constantly find new ways to leverage these tools.
• Feed Product Insight: Bring field intelligence back to the product and engineering teams. Your conversations with distributors will directly shape the platform.

Who You Are

• Coachable. This is a banner trait. You take feedback gracefully, implement it quickly, and seek it proactively. You want to be great, and you know that requires constant iteration. The CEO and Head of Sales will coach directly — we're looking for someone who thrives on that.
• AI-forward. You must already use AI in transformational ways. You care about doing it responsibly, and you're always experimenting with new use-cases. This is how we work.
• Builder mentality. You've been around startups or high-growth environments and you know what it takes to create systems and products in a culture of continuous improvement.
• High-velocity. You move fast. You're metrics-driven, organized across multiple opportunities, and obsessive about pipeline coverage and conversion.
• Intellectually curious. You want to learn the value chain in chemical commerce, speak the language of the industry, and understand operational pain at a deep level.
• Resourceful and self-sufficient. On a pre-Series A team, you have autonomy to build the growth engine with us. We're looking for an independent thinker and builder.
• Excellent communicator. Your written outreach — post-event follow-ups, personalized emails, proposals — will be a direct reflection of the ShelfCycle brand. Your verbal communication instills confidence in prospects and teammates alike.

Requirements

• 1–4 years of full-cycle Account Executive experience in SaaS
• Demonstrated quota attainment
• Strong outbound fundamentals
• SMB or mid-market selling experience to operational buyer personas (owner-operators, VPs of Operations, or similar)
• Consultative, problem-solving approach to selling
• Startup or early-stage company experience (Series A/B), or a compelling case for why you're ready for it
• Strong written communication — you'll write constantly, to prospects and to your team

Nice to Have

• Vertical SaaS, ERP, CRM, supply chain, or operations software sales experience
• Prior trade show, conference, or field sales experience
• Supply chain, distribution, or manufacturing industry knowledge
• Experience at a high-performance B2B SaaS selling culture where you learned what great looks like
• SDR/BDR promoted to AE — demonstrates prospecting ability and earned advancement
• Background building or improving sales processes, not just running them

Additional Details

• Location: Remote-friendly. Priority locations: New York City, Nashville, or Raleigh/Durham. Periodic travel to our Bryant Park HQ and industry events nationwide.
• Travel: Regular trade show and industry event attendance is core to this role.
• Compensation: $120,000 – $160,000+ OTE · Uncapped commission · Meaningful equity compensation with significant upside
• Benefits: Comprehensive health, dental, and vision coverage · Generous PTO and flexible scheduling (See all benefits)