ABOUT BLUE BOOK
For 125 years, Blue Book has been the trusted intelligence layer for the fresh produce industry — credit ratings, trading data, and risk signals that underpin billions of dollars in transactions every year. Our proprietary data powers buying, lending, and underwriting decisions across the food supply chain.
Today, we're scaling beyond produce. Financial services firms — lenders, factors, insurers, FX providers — are starting to use Blue Book intelligence to underwrite, prospect, and de-risk their exposure to fresh food businesses. This is the role that turns that opportunity into a category.
ABOUT THE ROLE
You'll own Blue Book's enterprise sales motion into Financial Services, end-to-end. This is a high-trust, high-autonomy hunting role: you'll define the playbook, work warm signals and outbound, run multi-stakeholder deals through procurement and infosec, and close $50K–$300K ACV subscriptions to data-hungry FS buyers.
You're not joining a fully-built motion. You're joining a profitable, 125-year-old data company that's actively repositioning as a fresh food intelligence platform. The first enterprise AE in this vertical will help define how Blue Book grows for the next decade.
This isn't a job for someone who needs a playbook. It's a job for someone who wants to write one.
WHO YOU'LL SELL TO
- Commercial lenders and banks
underwriting working capital, ABL, and trade finance exposure across food and ag supply chains - Factoring and asset-based lending providers
that need supplier risk intelligence to price and approve advances - Trade credit insurers
pricing policies across food, ag, and produce verticals - FX and payments firms
building targeted books in produce import/export - Supply chain finance platforms and fintechs
serving the fresh food vertical
WHAT YOU'LL DO
- Build to a $1M+ annual new ARR quota, with a 6-month ramp
- Source and close enterprise FS subscriptions ($50K–$300K ACV, 3–6 month cycles)
- Develop and document the FS sales playbook — discovery scripts, ROI models, objection handling, customer references
- Partner with Marketing on FS-specific demand gen, content, and account-based programs
- Partner with Customer Success on expansion opportunities and renewal motions
- Build trusted relationships with senior FS decision makers (Heads of Underwriting, Chief Credit Officers, Heads of Originations, VPs of Risk, Heads of Sales, Heads of Marketing & Partnerships)
- Represent Blue Book at relevant FS-in-food events: commercial lending conferences, factoring associations, trade credit forums
WHO YOU ARE
- 7+ years in B2B enterprise sales, with a meaningful chunk of that time selling successfully into Financial Services
- You've worked at a startup or scale-up where the playbook didn't exist when you arrived — and you helped build it
- Track record of closing $50K–$300K ACV deals to FS buyers (lenders, factors, insurers, fintechs) through enterprise procurement and infosec processes
- Hunter mentality — you've sourced 30%+ of your pipeline independently and you've landed first-of-their-kind logos before
- Comfortable with ambiguity: you define your own ICP, build your own playbook, and create your own demand when there isn't enough warm pipeline
- Strong commercial instincts — you can build ROI models, negotiate multi-year contracts, and hold your own across the table from a CFO
- Excellent written and verbal communication; comfortable presenting to C-suite and credit committee audiences
- Resilient, resourceful, and entrepreneurial. You take ownership without being asked.
BONUS POINTS
- Existing relationships in financial services
- Have been an early sales hire (e.g., AE #1–5) at a B2B data, risk, or fintech company that scaled meaningfully under your tenure
- Working knowledge of food/ag supply chains, trade credit workflows, or commercial lending operations
COMPENSATION & BENEFITS
Base salary:
$125,000–$175,000
On-target earnings (OTE):
$275,000–$330,000 (50/50 base/variable)
Variable comp:
Commission on new ARR with annual accelerators above 100% of quota
Benefits:
Comprehensive medical, dental, vision; 401(k) with match; flexible PTO
Location:
Remote