Job Description: Account Executive

Employment Type: Full-time, Salaried Sector: Retail and Retail Technology Location: Remote in the UK (part of EMEA Sales team) Travel: Required to customer sites (predominantly UK), with opportunities for international projects.

Who We Are

Focal Systems is a pioneering Silicon Valley startup at the forefront of retail AI solutions. We are dedicated to automating and optimizing brick-and-mortar retail through advanced deep learning computer vision. Our solutions are currently deployed at scale with leading global retailers, and we are experiencing rapid expansion. We are seeking exceptional talent to join our UK and European team.

We are looking for smart, creative, and passionate individuals who are eager to learn, enjoy critical thinking, share our core values, and are excited about building a great and enduring company with us.

What We're Looking For

We are seeking a results-driven Account Executive to join our Sales organization. In this role, you will lead sales efforts with enterprise retailers within your territory. The ideal candidate possesses a proven track record in B2B technology sales, with a preference for experience in AI, SaaS, retail technology, or computer vision. You should thrive in a fast-paced, consultative sales environment. Your responsibilities will include new logo acquisition and driving revenue growth across existing clients.

What You'll Do

• Develop and execute a strategic sales plan targeting key retailers, with a primary focus on grocery and convenience sectors.
• Prospect and generate new leads through outbound efforts, industry events, and strategic partnerships.
• Manage and grow a sales pipeline from discovery through to close, engaging with multiple stakeholders including Operations, IT, and Innovation teams.
• Deliver compelling product demonstrations and presentations tailored to client needs and challenges.
• Collaborate with product and customer success teams to ensure alignment on success criteria and pathways to scale.
• Partner with the customer success team to demonstrate measurable ROI during Proof of Concepts (POCs).
• Negotiate contracts, pricing, and terms, emphasizing long-term value and relationship-building.
• Provide market feedback to product and marketing teams to refine go-to-market strategies.

What You'll Need to Be Successful

To excel in this role, you will bring a combination of experience, skills, and a proactive mindset.

Experience & Qualifications

• Bachelor's degree or equivalent experience.
• 3+ years of experience in B2B enterprise technology sales.
• Strong consultative selling skills, with a focus on identifying pain points and delivering ROI-driven solutions.
• Experience selling to Director and VP-level stakeholders in large retail organizations.
• Ability to manage complex sales cycles (3–9 months) involving multiple stakeholders.
• Excellent communication, negotiation, and presentation skills.
• Self-starter with the ability to work independently and cross-functionally.
• Startup mindset and work ethic that aligns with our company core values.
• Ability to track and manage multiple projects, communicating progress at each stage.

Additional Requirements

• Ability to travel to client sites as required.
• Ability to work on international projects, as needed.
• Working proficiency in other European languages would be advantageous.

Why Join Focal Systems?

Joining Focal Systems offers the opportunity to be part of a company making a significant impact in the retail world. You will play an active role in deploying artificial intelligence and computer vision at scale, fundamentally changing how brick-and-mortar retail operates. We provide significant opportunities for growth and the chance to directly influence the future of technology in the retail industry.

What We Offer

We are deeply committed to the health, happiness, and well-being of all our employees. We offer:

• Competitive Salary