Senior Account Executive

Position Title: Senior Account Executive — Industrial Packaging

Location: DFW or Austin, TX preferred (Remote considered for the right candidate)

Employment: Full-Time (Greenfield / National Scope)

ABOUT MERIDIAN

Meridian Packaging is a B2B packaging and materials company that sources and distributes industrial goods — primarily pallets and packaging materials — to buyers across a range of industries. We operate as an asset-light brokerage: we own the customer relationship, manage the supplier network, and protect the margin in between. We move fast, run lean, and build real long-term relationships on both sides of the trade. This is a greenfield seat on a growing team, and we're looking for someone ready to build something.

ROLE OVERVIEW

This role owns a national packaging territory from zero. You'll prospect, audit, propose, close, and manage a growing book of industrial packaging accounts — selling consolidated managed programs, not catalog transactions. You're also the buy-side: you'll help source suppliers, negotiate cost, and own the spread on every deal.

There is no inherited pipeline, no SDR feeding you leads, and no fixed price sheet to hide behind. What there is: an established supplier network, marketing budget to support pipeline development, a sister company with built-in cross-sell opportunity, and a commission structure that rewards performance without a ceiling.

Year 1 Goal: $5M ARR exit-rate by month 12.

WHAT YOU'LL DO

Revenue & Account Ownership

• Build and manage a named-account target list of 50 prospects, prioritized by packaging spend and competitive displacement opportunity
• Own full-cycle sales: prospecting → on-site packaging audit → program design → proposal → close → onboarding → QBR — backed by purpose-built technology and operational support that most packaging reps have never had access to before
• Conduct facility audits documenting current materials, consumption, spend by category, and supplier fragmentation — deliver written recommendations with cost-per-unit savings
• Structure managed packaging programs: scheduled replenishment, usage-based contracts, and annual pricing reviews

Vendor Sourcing & Procurement

• Source, vet, and onboard suppliers across ancillary packaging categories (stretch film, strapping, corrugated, edge board, poly bags, foam, dunnage, tape, shrink wrap)
• Build a competitive vendor bench with 3 suppliers per major category per region; negotiate pricing, payment terms, and drop-ship logistics

Account Management

• Run QBRs with all accounts >$150K ARR every 90 days: usage trending, savings documentation, expansion opportunities
• Net revenue retention target of ≥ 110% via organic category expansion and facility rollout
• Identify and route pallet opportunities to Pallets of Texas, freight opportunities to Meridian Logistics — warm handoff, joint call

Reporting

• Keep your pipeline and activity data current
• Weekly forecast: commit / upside / best-case
• Weekly L10 with leadership: pipeline, deal blockers, supplier issues

WHAT WE'RE LOOKING FOR

Experience: 5 years B2B outside sales in industrial packaging, pallets, or distribution/brokerage. Must have managed a $2M book with documented net-new logo acquisition — not just account maintenance. Brokerage or asset-light model experience (buy-side/sell-side spread management, vendor sourcing, supplier negotiation) is preferred.

Deal Type: Consultative, contract-based selling — MSAs, blanket agreements, managed programs, consolidated invoicing. Not catalog or transactional.

Buy-Side: You need to understand buy-side economics — supplier negotiation, spread management, margin protection. Sourcing infrastructure is already in place and growing.

Hunting: This seat demands 50% net-new pipeline from day one.

Communication: Confident with C-suite and facility-level contacts alike. Comfortable structuring and presenting written program proposals.

Tools: CRM discipline is non-negotiable — accurate pipeline, weighted forecasting, activity logged.

Mindset: Self-starter who owns their pipeline. Marketing generates leads and we invest in it — but you don't wait around for them. You're hunting regardless.

Preferred: Existing relationships with packaging distributors, manufacturers, industrial businesses or importers.

Not a fit: Pure catalog background without consultative deal-making. Reps who have only sold from a fixed price sheet.

COMPENSATION

• $140,000 – $220,000 OTE (base salary uncapped commission). Specific structure discussed during the interview process.