Principal Solution Specialist

Job Summary

We are looking for a Principal Solution Specialist to lead enterprise sales across strategic accounts and drive complex, high-value SaaS deals from prospecting through closure.

This is a senior individual contributor role combining enterprise sales ownership, consultative solution selling, value consulting, and executive stakeholder management. The ideal candidate will have a strong track record of closing enterprise SaaS deals and experience working with CPG/FMCG, retail, supply chain, distribution, or adjacent enterprise technology solutions.

Key Responsibilities

• Own the complete enterprise sales cycle from prospecting and pipeline creation to negotiation and closure.
• Identify and develop strategic opportunities within large enterprise accounts.
• Conduct discovery sessions to understand business challenges, operational requirements, and customer objectives.
• Lead value consulting and business case development, including ROI-driven proposals.
• Build and manage relationships with CXOs and senior executive stakeholders.
• Navigate complex, multi-stakeholder and multi-country sales cycles.
• Work closely with Product, Solutions, and Delivery teams to scope solutions aligned with customer requirements.
• Lead commercial discussions, pricing, negotiations, and contract closure.
• Develop and maintain strong relationships with strategic enterprise customers.
• Mentor Account Executives and contribute to strengthening the organization's enterprise sales methodology and processes.
• Collaborate with internal teams to ensure a smooth transition from sales to implementation and delivery.
• Contribute to building a scalable enterprise sales motion as the company grows.

Required Skills & Experience

• 5-8+ years of experience in B2B SaaS sales.
• 2-4+ years of experience closing enterprise deals as an Account Executive, Enterprise Account Executive, Strategic Account Manager, or similar role.
• Proven track record of managing and closing complex enterprise sales cycles.
• Experience working with multiple stakeholders across business, technology, procurement, and leadership teams.
• Strong experience in consultative selling, solution selling, and value-based selling.
• Excellent discovery, presentation, negotiation, and executive communication skills.
• Ability to build compelling ROI and business cases for enterprise customers.
• Comfortable engaging with CXOs and senior decision-makers.
• Strong commercial acumen combined with the ability to understand and scope technology solutions.
• Experience working across APAC, EMEA, or other international markets is preferred.

Industry Experience Preferred

Candidates with experience selling solutions in any of the following areas will be strongly preferred:

• CPG / FMCG
• Retail Technology
• Retail Execution
• Supply Chain Technology
• Distribution Management
• Route-to-Market (RTM)
• Sales Force Automation (SFA)
• Distributor Management Systems (DMS)
• Enterprise SaaS / Enterprise Software

Good to Have

• Experience with Series B–D SaaS organizations.
• Experience selling to large CPG/FMCG or retail enterprises.
• Exposure to multi-country and international sales environments.
• Experience mentoring Account Executives or contributing to sales enablement.
• Interest in building and eventually leading an enterprise sales team.

What We’re Looking For?

We are looking for a high-calibre enterprise seller, not simply a high-volume sales profile. You should be comfortable owning strategic accounts, creating opportunities from the ground up, leading consultative conversations, building business cases, and closing complex enterprise deals.

Candidates who have demonstrated 3–5 years of stability with their current organization and are now ready for a larger strategic opportunity would be particularly relevant.

Key Skills

Enterprise Sales | B2B SaaS Sales | Enterprise Account Executive | Strategic Account Management | Solution Consulting | Consultative Selling | Value Selling | CXO Selling | Complex Sales | Business Case Development | ROI Selling | Commercial Negotiation | Stakeholder Management | CPG | FMCG | Retail Tech | Supply Chain | Distribution | Route-to-Market | SFA | DMS | Retail Execution | APAC | EMEA | International Sales