Founding Account Executive

About Ordana

Our AI platform helps distributors automate high-volume order operations that are still handled manually today. It ingests customer order requests, checks them against business rules and system data, flags or resolves common issues, and helps teams process orders faster and more accurately.

The result: distributors can scale order volume without scaling headcount, while their teams spend less time on repetitive data entry and more time supporting customers and growing accounts. The economic case is direct — customers see meaningful reductions in order desk labor costs alongside improvements in order accuracy and throughput.

We’re a venture-funded, founder-led company building the operating layer for modern distribution.

Why This Role Matters

This is not a typical Account Executive role.

As one of Ordana’s first sales hires, you’ll help build our go-to-market engine from the ground up. You’ll work directly with the founders on ICP, messaging, pricing, packaging, customer feedback, and sales execution. The playbook you build with us will be the playbook the next ten AEs run.

You’ll have the opportunity to shape how the company sells, influence product direction, and grow into future sales leadership as the company scales.

What You’ll Do

• Own new logo acquisition into mid-market wholesale distributors ($50M–$1B in revenue) across CPG, food & beverage, building products, industrial supply, electrical/plumbing/HVAC, auto parts, and other order-volume-heavy verticals.
• Generate the majority of your own pipeline through outbound prospecting, networking, referrals, industry events (NAW, MDM, vertical trade shows), and relationships in the distribution community.
• Run the full sales cycle from discovery through technical evaluation with the customer’s ERP and IT teams, ROI modeling, procurement, and close.
• Sell consultatively to VP Customer Service, VP Operations, COO, CFO, CIO, and CEO buyers — the leaders looking to scale order operations without scaling cost.
• Build ROI cases around the metrics that move distributor P&Ls: order desk labor cost, orders processed per rep, exception resolution time, order accuracy, and customer service capacity.
• Partner with the founders to refine ICP, messaging, pricing, and bring real-time field feedback into product.
• Spend significant time on the road — visiting prospects and customers, walking warehouses, sitting with order desk teams, and attending industry events (NAW, MDM, vertical trade shows). Distribution is a relationship-driven, in-person industry, and showing up matters. Expect 40–50% travel.
• Consistently exceed revenue targets while helping establish the scalable sales motion this company will run at scale.

What We’re Looking For

• 7+ years of quota-carrying B2B SaaS or enterprise technology sales experience.
• Proven hunter — you build your own pipeline. You’ve thrived in environments without an SDR team, polished collateral, or steady inbound demand, and you can speak to your self-sourced percentage with specifics.
• Consistent top performer — President’s Club, 110%+ attainment, or equivalent track record across multiple years.
• Track record closing $100K–$500K ACV deals with 4–9 month cycles and multi-stakeholder buying committees.
• Executive presence with VP, COO, CFO, CIO, and CEO buyers.
• Willing and motivated to travel frequently (40–50%). You understand this is an in-person, relationship-driven industry and you don’t want a Zoom-only sales motion.
• Entrepreneurial mindset — you don’t wait for marketing leads, polished collateral, or perfect product. You build what you need and ship.

Bonus Points

• You’ve done a founding or early-AE role at a startup before and know what good looks like — and what burns out fast.
• You’ve sold an “intelligence layer” product that sits alongside (not replacing) a customer’s system of record.
• Experience selling into wholesale distribution or directly to distributors.
• Familiarity with the ERPs distributors run — Epicor (Prophet 21, Eclipse, BisTrack), Infor, DDI System, ECI Solutions, NetSuite, Acumatica, or similar.
• Background in AI, workflow automation, ERP, supply chain, or B2B commerce software.