Account Executive - EST/CST

About Pepper

Pepper is the system for food distributors’ critical business operations, serving the $1T industry we all rely on to feed us every day. Our customers are the family-owned, regional, and specialty wholesalers supplying the restaurants in your neighborhood.
We’re the category leader, and we just closed a $50M Series C, backed by Lead Edge, ICONIQ, and Greylock. Our agentic products handle the messy and manual workflows that the industry has run on for decades, rebuilding how distributors set prices, take orders, collect payments, and find new customers. Our platform marks a fundamental shift in what’s possible for distributors. We're growing quickly, with a large, untapped market in front of us, and a slew of new products on the way.

Account Executive at Pepper

As an Account Executive, you’ll own a territory of independent food distributors and run full sales cycles from first conversation to signed contract. You’ll sell directly to the people who run these businesses—decision-makers who move quickly, expect you to understand their business, and partner with us for years when you get it right.

What You’ll Do

• Own and close full cycles with independent food distributors: prospecting, inbound follow-up, discovery, demos, negotiation, and contracts.
• Learn how independent distributors actually run:ordering, pricing, collections, sales motions and show how Pepper can help distributors meet their goals.
• Sell an expanding platform: lead with the product that fits and set customers up for what we launch next across pricing, ordering, payments, and sales.
• Bring customer signals to Product and shape what gets built next.
• Work closely with SDRs, Sales Engineers, and Customer Success to turn pipeline into closed deals efficiently, and closed deals into successful customers.
• Keep HubSpot clean so the team can move with you.
• Use AI creatively to improve your workflows and outcomes for your customers.

What You’ll Bring

• 2+ years in B2B sales with at least one year in a closing role, and a track record as a top 10% performer.
• Experience selling to owner-led, mid-market businesses: you’ve sold to the owner-operator who signs the check and knows how to earn trust with people who don’t buy software often.
• Alignment with, or a strong trajectory toward, our deal profile: roughly $900K annual quota, $30K+ ARR deals, 60–90 day cycles.
• Strong consultative fundamentals: discovery that gets to the real problem, demos that follow the conversation, and discipline to run a process end to end.
• Fluent in HubSpot and Gong, and creative with AI tools in your day-to-day.
• Vertical SaaS experience in blue-collar industries (restaurants, field services, trades, agriculture) is a strong plus—so is time in food distribution, foodservice, or supply chain, software or not.
• Hunger and resourcefulness: founding AE, entrepreneurial, or early-stage experience is a plus.

Location

Remote-first within the US, with approximately 25% travel. This role covers a Southeast territory; Eastern or Central time zone candidates are strongly preferred.

Why This Role

Food distribution is a relationship-based industry, and the AE is where Pepper’s relationship with a distributor starts. You’ll build the selling skills that define the next generation of AEs—selling AI-powered software and agents to real operators, using a consultative approach that compounds for the rest of your career. Pepper is growing quickly, and you’ll grow with us into bigger deals, new products, and leadership roles as we rebuild how a $1T industry runs with AI at the core.