Key Account Executive - Wholesale (w/ a sense of humor) at Shinesty

The ideal candidate is a natural hunter who thrives on opening new doors, building trusted relationships with buyers, and turning that trust into ongoing account growth.

About Shinesty

Shinesty makes dangerously comfortable apparel for people who refuse to take themselves too seriously. We're best known for Ball Hammock pouch underwear, bold prints, and an irreverent brand voice, with an assortment spanning underwear, socks, swim, loungewear, apparel, and accessories. Our products sell through Shinesty.com, Amazon, and roughly 800 wholesale doors across specialty, farm-and-ranch, gifting, and other retail channels. Wholesale is one of our largest growth opportunities, and we're building the sales team to open new doors and turn them into large, durable partnerships.

The Role

You will find, open, and grow Shinesty's wholesale accounts. This is a full-cycle, outbound sales role: you'll prospect and pursue new retail partners, build the buyer relationships that get Shinesty on the shelf, and then stay in the account to expand it — more doors, more departments, bigger reorders.

The ideal candidate combines the drive and resilience of a hunter with the relationship-building and account-management skills to keep growing what they open.

Requirements

Particularly Relevant Backgrounds

We're especially interested in candidates with a track record in outbound sales — people who are used to prospecting and closing new retail accounts, not just servicing an existing list. Category experience in men's apparel, underwear, socks, accessories, outdoor, gifting, or seasonal is a plus.

What You'll Own

New Account Development (Hunting)

• Build and manage a pipeline of target retail accounts across specialty, gifting, outdoor, resort, sporting goods and other relevant channels. You will be assigned verticals based on your background. Right now the only verticals we have assigned to existing reps are farm and ranch and adult.
• Prospect and cold-outreach to buyers and merchants; secure first meetings.
• Lead initial sell-in presentations and pitch the Shinesty brand, product, and economics.
• Negotiate and close the first commercial commitment — assortment, pricing, terms, and initial order.

Relationship Development

• Build trusted, long-term relationships with buyers, merchants, planners, and allocators at each account.
• Develop a detailed understanding of each retailer's customer, assortment strategy, calendar, and internal decision-making.
• Lead recurring business reviews, line reviews, and sell-through conversations on a consistent cadence.
• Present performance and opportunities in a way that helps buyers advocate for Shinesty internally.

Account Growth & Expansion

• Turn the initial placement into a substantial, durable partnership: grow reorders, expand assortments, add new categories, and win additional doors.
• Build annual and seasonal account plans covering revenue, assortment, doors, departments, and promotions.
• Identify underperforming stores, products, or programs and build clear plans to fix them.
• Map buying departments and decision-makers across each retail organization to find new categories or buying teams to sell into.

Merchandising & Forecasting Support

• Use account-, SKU-, and door-level data to recommend the right products, quantities, pricing, and promotions.
• Partner with design, product, and merchandising to build retailer-specific assortments.
• Monitor sell-through and inventory to spot reorder opportunities and flag replenishment risks.
• Forecast accounts by analyzing account metrics.
• Keep account plans, pipelines, and next actions current in the CRM.

What Success Looks Like in 12 Months

• $1M in closed business in fiscal 2027 (Feb 2027-Jan 2028).
• A qualified pipeline of new target accounts, and door/category expansion plans (which will generate a lot of the 2028 growth for you) that will generate $3-4M in revenue in fiscal 2028.
• New key accounts opened and ramping, with account plans and a business-review cadence in place.
• Net revenue retention above 130% on accounts you've opened and grown — accounts grow, they don't leak.
• Measurably improved reorder rates, assortment depth, and units per door per week across your accounts.
• More than 60% of prebooks placed before the season deadline.

What We're Looking For

• Proven track record in outbound / new-business sales — prospecting, cold-calling, and closing new accounts.
• Comfort selling to retail buyers and asking for the business, repeatedly.
• Experience owning a territory, book of business, or major account relationship, ideally in wholesale, retail, or distributor sales.
• Strong retail math: sales, margin, inventory, turns, weeks of supply, units per door per week.
• Proven ability to turn analysis into a clear commercial recommendation and present it to buyers or senior retail stakeholders.
• Excellent communication, relationship-building, and negotiation skills; able to influence without formal authority.
• High ownership, urgency, and follow-through; comfortable in an entrepreneurial company without big-company support structure.
• Willingness to travel for prospecting trips, retailer meetings, line reviews, store visits, and trade shows.

You May Not Be the Right Fit If

• You'd rather manage an existing book than build a new one.
• You're uncomfortable with rejection, cold outreach, or asking a buyer for the business.
• You wait for leads or accounts to be assigned rather than actively prospecting.
• You rely on relationships without supporting recommendations with data — or you're highly analytical but don't enjoy selling and presenting.
• You're uncomfortable representing a bold, irreverent consumer brand.

Why Shinesty

This is a chance to help build a national wholesale business, not inherit a mature account list. You'll have direct access to company leadership, real influence over which retailers and categories we pursue, and the ability to see your own prospecting work turn into doors, categories, and revenue.

Benefits

• Work from home optional (please note travel is expected ~40%)
• Laptop + whatever other equipment you need
• Access to any AI platform that will make you better at your job
• Medical, dental, vision insurance
• Dog-friendly office
• Flexible PTO, no need to accrue time take as much as you’d like
• Flexible working hours, get your work done and generate results
• Discounted and free products
• Work every day with an incredibly smart, fun, and creative team