Account Executive

Our client is an AI SaaS company transforming back-office logistics operations for freight brokers, forwarders, carriers, and shippers. Their AI "digital worker" automates manual workflows (e.g., order entry, quoting, document processing, portal updates) using computer vision, document understanding, and human-like system navigation, integrating into existing tech stacks without heavy lift. The result: faster cycles, fewer errors, and scalable operations without scaling headcount. Backed by top-tier investors with recent Series B funding, they have plans to double their sales team as they build toward category leadership.

The Role

To keep up with demand and capitalize on untapped market potential, they are adding an Commercial Account Executive to the team who will own a high-velocity, outbound-led motion. You'll partner 1:1 with an SDR, work closely with sales leadership and engineering, and help shape the GTM playbook in a fast-moving, founder-engaged environment.

Mandate & Responsibilities

• Own the full sales cycle from targeted outbound to close; drive consistent new logo acquisition.
• Run high-quality discovery, value mapping, and ROI narratives for operations/IT buyers in logistics and adjacent industries.
• Build and execute territory/account plans; prioritize ICPs and multithread deals.
• Launch sequenced outbound campaigns (phone-first), leveraging tools like Sales Navigator, Apollo, CRM, and email automation.
• Orchestrate demos with engineering; tailor proof points to customer workflows and legacy systems.
• Maintain accurate pipeline hygiene and forecasting.
• Contribute to repeatable GTM: messaging, objection handling, competitive intel, and scalable process/playbooks.

Ideal Candidate Profile

• 4+ years of B2B sales with significant closing experience (ideally 3+ years as an AE) in SaaS; AI experience a plus.
• Proven net-new acquisition in primarily outbound environments; phone-led prospecting comfort is essential.
• Start-up DNA: Intensity, resilience, bias to action; experience at companies
• Versed in value-based selling and building business cases for operational efficiency (cycle time, error reduction, cost savings).
• Strong command of CRM and sales automation tools (e.g., Salesforce/HubSpot, Sales Navigator, Apollo).
• Excellent written/verbal communication, especially discovery and demo management with technical partners.
• Office location: San Francisco's Financial District.

What You'll Work With

• Sales motion: Commercial deals typically 4-8 weeks with $50K ARR; quota roughly $1M.
• Support: 1:1 SDR pairing; highly engaged leadership; direct access to engineering for rapid demo iteration.
• Upside: Ability to influence GTM strategy and processes as we scale; path to enterprise as they expand.

Compensation & Benefits

• Compensation: $200K - $225K OTE + equity.
• Benefits: Medical, dental, vision, 401(k); daily catered lunch; dinner at day's end and ride-share home if you stay late.
• Perks: Learning stipend, team events/off-sites, high-performance, feedback-driven culture.

If you are excited to be part of the company who changed the Logistics industry with AI and you have the track record to prove you're great, we'd love to connect with you.

Interested candidates, please note: Our team checks for new applicants every day and while we would love to be able to engage with each of you personally, given the high volume of applicants we receive, we are only able to contact candidates who are best suited for this role.

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