Job Description

Enterprise Account Executive – Beer, Wine & Spirits

Location: NYC Preferred / Hybrid (US-based)

Compensation: Base + Uncapped Commission + Meaningful Equity + Top-Tier Benefits (OTE aligned to experience)

Funding: Series A — growing efficiently, targeting a growth round in the next 12 months.

🏢 About PINATA

PINATA is an enterprise SaaS platform that codifies, enforces, and optimizes the way real-world work gets done. We power complex field workflows across beverage, retail, and field marketing — helping national brands and their partners coordinate on-the-ground activity and drive measurable performance outcomes.

Our platform brings structure and visibility to distributed operations, connecting cross-functional teams — from brand managers to field reps to external partners — in one command center. Customers like Proximo, Gallo and Republic National Distributing Company use PINATA to ensure every execution meets brand standards, regulatory compliance, and ROI goals.

🎯 The Role

We’re looking for a high-performing Enterprise Account Executive to lead expansion in the Beer, Wine & Spirits vertical. This is a strategic, full-cycle sales role — and your mandate is to drive revenue by building trust, navigating multi-stakeholder enterprise relationships, and helping prospects modernize their operations with PINATA.

This is not a high-velocity transactional role. Success will require deep understanding of the industry, a relationship-first mindset, and the ability to navigate long and complex deal cycles. You’ll sell to non-technical buyers — often in trade marketing, brand, field sales, or compliance — and must be able to build credibility quickly and position PINATA as both a strategic and practical solution.

You’ll also inherit warm interest from existing enterprise users on our free platform and help them convert to full paid partnerships. You’ll partner closely with our CEO (our original enterprise seller), Customer Experience, and Product teams to ensure a strong value loop and long-term customer success.

🛠 What You'll Do

🤝 Strategic Enterprise Selling

• Identify, engage, and close strategic accounts across the alcohol supply chain: suppliers, distributors, activation agencies, and retailers.
• Leverage your existing network to “walk us in the door” at key companies and build new relationships through tailored outreach.
• Manage complex sales cycles with multiple stakeholders — from brand/field teams to compliance, IT, and legal.
• Convert and expand existing free users into enterprise contracts, owning upsell and renewal conversations when needed.

🧩 Customer Discovery & Solution Mapping

• Develop deep understanding of each customer's operating model, pain points, and existing workflows.
• Guide prospects through the buying journey with a consultative approach, using real data, ROI examples, and proof-of-value pilots when needed.
• Collaborate closely with internal stakeholders to shape pricing, contracting, onboarding, and success planning.

🌟 Market Leadership & Industry Engagement

• Represent PINATA at trade shows, industry events, and customer workshops.
• Build vertical-specific sales materials and advocate for roadmap priorities that align with customer needs.
• Act as an internal subject matter expert on the beverage alcohol landscape.

✅ What We're Looking For

• 10+ years in enterprise sales, partnerships, or field leadership within the Beverage Alcohol industry (e.g. supplier, distributor, agency, or SaaS company serving the vertical).
• Proven ability to sell into non-technical functions like marketing, field execution, or sales operations.
• Experience managing long-cycle, consultative sales with multiple decision-makers and stakeholders.
• Strong industry credibility — people in the space recognize you, and you understand the dynamics between suppliers, distributors, and accounts.
• Empathetic communicator with high business acumen — able to translate complex platform value into real-world operational outcomes.
• Comfortable with ambiguity and autonomy — you thrive in an early-stage environment where processes are still being defined.
• Confident navigating contract negotiation, objection handling, and working with legal and procurement teams.
• Bonus Points: Experience selling enterprise SaaS or workflow automation tools.

🎁 What You’ll Get

• Competitive base salary and uncapped commission structure
• Equity in a growing, venture-backed company
• 401k match, full health/dental/vision coverage, flexible PTO
• Opportunity to shape our go-to-market strategy in one of our most important verticals
• A team of mission-driven collaborators who value impact, ownership, and transparency

💬 Why PINATA?

We’re solving messy, manual, real-world problems at scale. Our customers rely on us to deliver both visibility and operational excellence across a complex, distributed ecosystem. As our Enterprise Account Executive for Beverage Alcohol, you’ll be at the heart of our next growth phase — helping iconic brands evolve how they operate in a dynamic, competitive environment. You’ll have the autonomy, support, and product foundation to do the best work of your career.

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