Founding Account Executive

Responsibilities

Pipeline & Opportunity Ownership

• Own and close high-value, complex enterprise opportunities while meeting or exceeding individual quotas.
• Build 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 into enterprise supply chain strategy, risk posture, and business objectives.
• Navigate buying groups across procurement, operations, finance, IT, and senior leadership.
• Design integrated, multi-product solutions aligned with customer priorities and outcomes.
• Position the company as a strategic partner through value narratives, business cases, and solution roadmaps.

Deal Strategy, Negotiation & Closing

• Own deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans.
• Lead commercial negotiation, pricing, contracts, and non-standard deal structures.
• Orchestrate Operations, Finance, Legal, and Product stakeholders to progress deals efficiently.

Onboarding, Expansion & Relationship Leadership

• Own onboarding to support scalable enterprise customer success.
• Build trusted relationships with senior and executive customer stakeholders.
• Identify expansion opportunities with Account Management.
• Serve as an escalation point and strategic advisor throughout the customer lifecycle.

Enterprise Leadership & Market Impact

• Share market insight and customer feedback internally.
• Contribute to enterprise sales best practices, deal reviews, and peer coaching.
• Help shape market strategy and commercial playbooks for Poland.

Requirements

• 5+ years managing complex, enterprise-level sales cycles with consistent quota attainment.
• Proven ability to close large, multi-stakeholder deals with long sales cycles.
• Strong executive presence and ability to influence senior decision-makers.
• Advanced discovery, negotiation, and value-based selling skills.
• Strategic thinking, commercial judgment, autonomy, agility, and adaptability.
• Deep understanding of the Polish market and local business landscape.
• Strong supply chain/logistics knowledge and technology sales acumen.
• Fluent Polish and English; additional languages are a plus.

Nice-to-Haves

• Logistics, freight forwarding, or supply chain industry experience.
• Experience ramping quickly in new markets, products, or ambiguous environments.
• Intellectual curiosity and proactive market, product, and customer learning.

Compensation & Benefits

• Lunch allowance of up to €12 per day.
• Equity program.
• Employee Assistance Program through Aetna Resources for Living at no cost to the employee and household members.