Account Executive, Enterprise

Responsibilities

Pipeline & Opportunity Ownership

• Own and close high-value, complex enterprise opportunities, consistently meeting or exceeding individual quotas.
• Build a strategic pipeline through self-prospecting, account planning, and SDR partnership.
• Identify whitespace, expansion potential, and multi-entity opportunities within target accounts.
• Maintain forecasting, opportunity hygiene, and deal governance in Salesforce.

Strategic Discovery & Solution Architecture

• Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and long-term business objectives.
• Navigate complex buying groups across procurement, operations, finance, IT, and senior leadership.
• Design integrated, multi-product solutions aligned with customer priorities and business outcomes.
• Position the company as a strategic partner through value narratives, business cases, and solution roadmaps.

Deal Strategy, Negotiation & Closing

• Own end-to-end deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans.
• Lead commercial negotiation, pricing, contracts, and non-standard deal structures.
• Orchestrate internal operations, finance, legal, and product stakeholders to progress deals efficiently.

Onboarding, Expansion & Relationship Leadership

• Own the onboarding motion, ensuring enterprise customers are set up for scalable success.
• Establish and maintain trusted relationships with senior and executive customer stakeholders.
• Identify expansion opportunities with Account Management to drive sustained growth.
• Serve as a point of escalation and strategic advisor during the customer lifecycle.

Enterprise Leadership & Market Impact

• Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally.
• Contribute to enterprise sales best practices, deal reviews, and peer coaching.
• Represent the company with credibility and confidence in high-stakes customer interactions.

Requirements

• 5+ years of experience managing complex, enterprise-level sales cycles with consistent quota attainment.
• Proven ability to close large, multi-stakeholder deals with long sales cycles and high deal complexity.
• Strong executive presence and ability to influence senior decision-makers.
• Advanced discovery, negotiation, and value-based selling skills.
• High degree of autonomy, strategic thinking, and commercial judgment.
• Strong logistics, freight forwarding, or supply chain industry experience preferred.
• Intermediate English proficiency; additional languages are a plus depending on region.
• Submit a CV in English.

Compensation & Benefits

• Opportunity to contribute to a fast-growing company in a multinational environment.
• Lunch delivery four days per week, including vegetarian and special menu options, plus breakfast, snacks, soft drinks, and barista coffee.
• Employee health insurance contribution support.
• 25 paid vacation days.
• Equity program.
• Employee Assistance Program at no cost to employees and household members.
• Parental leave benefit.
• Monthly mobile phone expense reimbursement.
• Monthly sales-team car allowance.