Account Executive
About this role
HowGood is an independent research company and SaaS platform with the world's largest database on food product sustainability. We help food brands, retailers, restaurants, and ingredient suppliers measure, reduce, report, and communicate the environmental and social impact of what they make and sell.
Our platform, Latis, assesses more than 33,000 ingredients across eight sustainability metrics, including on-farm emissions, water use, soil health, biodiversity, animal welfare and labor risk. Sustainability, R&D, and procurement teams at some of the largest food companies in the world use it to make better product and sourcing decisions. HowGood is backed by FirstMark.
The Role
You will grow HowGood's relationships with the customers who already use HowGood, identifying new opportunities inside those accounts and guiding each one through to a signed expansion. This is a quota-carrying Account Executive role with a named list of existing customers, and expansion is your primary focus: additional business units, brands, regions, and product categories, along with additional HowGood licenses, data feeds, and services.
You will work closely with Customer Success, Product, and the Sales Directors who sold the original contracts. The role suits someone who enjoys building relationships with several stakeholders across a single account over time, and who finds satisfaction in helping a customer reach more of the decisions that sustainability data can inform.
What You'll Do
Own a named list of existing HowGood customers, and build an account plan for each that maps current usage, key stakeholders, and likely areas for growth.
Generate expansion pipeline within those accounts by reaching new teams, business units, and regions, and by watching for buying signals such as new climate commitments, Scope 3 reporting deadlines, retailer data requests, and new sustainability hires.
Lead discovery, build the business case, and align stakeholders through to contract for each expansion opportunity, in line with HowGood's pricing and contract policies.
Partner with Customer Success on account health, renewal timing, and handoffs, so that expansion conversations complement onboarding and renewal work.
Coordinate with the Sales Directors who closed the original contracts, so that each account has a clear owner for expansion and customers hear from one coordinated team.
Forecast expansion bookings accurately, and contribute to the sales forecast review.
Use Salesforce and AI research tools to prepare for account conversations, personalize outreach and keep CRM records accurate and current.
Bring customer feedback and feature requests back to the Product team in a clear, consistent way.
What You Bring
Prior quota-carrying experience in expansion, upsell, or account executive roles at a B2B SaaS or data company, ideally with five or more years in the field.
A track record you can show with numbers, such as expansion bookings, quota attainment, and net revenue retention.
Experience generating your own pipeline within an installed base, rather than relying only on inbound requests and renewals.
Comfort leading sales cycles through contracting with several stakeholders at enterprise accounts, from sustainability and R&D teams to procurement and executive sponsors.
Experience building business cases that quantify value for a customer, whether in cost, revenue, or environmental impact.
A collaborative approach to working with Customer Success, Product, and fellow sellers.
Hands-on experience with Salesforce and with AI research or prospecting tools, such as Apollo, Clay, or Amplemarket.
Familiarity with negotiating and contracting with enterprise clients. Experience with legal software such as Ironclad preferred.
A genuine interest in food systems and sustainability.
Experience selling into food, CPG, retail, or supply chain companies.
Familiarity with sustainability topics such as carbon accounting, Scope 3 emissions, or ESG reporting.
A second language for customers in Europe, with a preference for German, French, Spanish, or Italian.
Must have
Nice to have
Why HowGood
- Food systems produce about a third of global greenhouse gas emissions, and everyone at HowGood is here because we care about changing that. You will join a small, friendly team that shares this goal, and you will work every day with sustainability leaders across food and agriculture, in accounts where HowGood is already part of how decisions are made. As an expansion seller, you will see firsthand how customers use the data and help them apply it to more of their products, sourcing, and reporting.
Originally posted on Himalayas
