Mid Market Account Executive, Food and Beverage R&D Workbench

Specright is the first purpose-built, patented platform for Specification Management. Whether it's packaging, raw materials, formulas, products, or machines, Specright helps companies digitize, map, and take action across their supply chain to reduce costs, increase profitability, and drive sustainability. Specright serves customers across industries, including packaging, food and beverage, consumer packaged goods, pharmaceutical, retail, industrials, and more. About the role Specright’s R&D Workbench for Food & Beverage is uniquely positioned to capture a massive segment of the mid-market. With over 3,500 potential customers currently looking for an upgrade from spreadsheets and legacy point solutions, we have a clear, immediate path to redefine how these companies manage formulation, labeling, and claims. We're hiring a dedicated Account Executive to own the standalone Mid-Market motion. This is a volume velocity role — small deals, short cycles, high throughput. You'll close 50-plus deals a year at maturity, and you'll define the playbook everyone after you ramps on. What you'll do Carry the standalone F&B R&D Workbench number for Mid-Market. Quota against closed ARR and deal count. Target deal size is $20K ACV and under with 2–3 month sales cycles. Bigger deals happen — when they do, you keep the lead and the credit. Enterprise leadership attaches for executive cover if the deal warrants it. Run the full sales cycle. Outbound on roughly 30% of pipeline, marketing-sourced inbound on the rest. Discovery, demo, trial setup, proposal, close. You will run your own demos. You will not have a dedicated SE on most calls. The product is built to be sold by someone who knows it cold — get there fast. Build the playbook. Discovery scripts, demo flows, objection handling, trial conversion mechanics. Today these exist, but it will be your job to turn them into the operating system for the segment. The next reps we hire ramp on what you build. Support Enterprise as a domain expert when called in. When the GM pulls you into an Enterprise R&D Workbench opportunity — for product depth, regulatory fluency, or technical discovery — you support. These engagements are bounded, GM-approved, and separately incentivized. Your day job stays the standalone motion. What we're looking for 3-5 years of full-cycle SaaS sales experience in velocity Mid-Market motions ($10–30K ACV, 2–3 month cycles, demo-led). Enterprise-only backgrounds are not a fit for this role. Domain experience in F&B R&D, regulatory, or adjacent vertical software. Examples: Trace One, TraceGains, Trustwell / Genesis, FoodLogiQ, Icicle, lab/QMS software sold into F&B manufacturers, ingredient or regulatory platforms. You walk into a discovery call with an R&D Director and are credible from minute one. We will not train you on the buyer. Demonstrated 0-to-1 experience. You've built a territory, written your own sequences, run your own demos, lived with ambiguity in a young product or segment. You have a point of view on what makes velocity motions work and what kills them. Sharp on product. R&D Workbench is a technical product sold to a technical buyer. You should be able to demo it better than the engineers who built it within 90 days. What you'll get The chance to define the Mid-Market motion for a category-defining product in a structurally underserved vertical. A direct line to product and exec leadership. A comp plan designed for the work — base weighted to reflect velocity economics, plus deal-count accelerators, and Enterprise overlay spiffs. If you're looking for a fully-baked playbook and a warm pipeline on day one, this isn't that job. If you want to build the segment that gets copied next, talk to us. We are an energetic company with an entrepreneurial, informal, versatile, intelligent, and fast-paced culture. We are a 100% remote company and promote an open and relatively flat organization with an emphasis on collaboration, sharing ideas, and information. It's more important to innovate than to worry about making mistakes. Specright is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.