RemoteRemote in the United States; approximately 25–30% travel for client meetings, industry events, and trade shows.
Sales & Account ManagementAccount Executive
About the job
Requirements
At least 3 years of B2B software or SaaS sales experience carrying and consistently exceeding an individual quota.
A proven track record selling complex, enterprise-level technology solutions to multiple stakeholders, including VP/C-suite, IT, and Operations.
Comfort navigating technical conversations and working cross-functionally with engineering and product teams.
A strong presence and ability to sell to and influence senior operations and IT decision-makers.
Proficiency with customer relationship management and sales engagement tools such as Salesforce, HubSpot, or Outreach.
Willingness to travel approximately 25–30% for client meetings, industry events, and trade shows.
Ability to contribute quickly with minimal ramp-up.
Responsibilities
Own and drive new business revenue for an assigned territory or vertical, managing full sales cycles from qualified opportunity through close on complex, six- and seven-figure deals.
Build and maintain an accurately forecasted territory pipeline using disciplined customer relationship management hygiene; deliver reliable weekly, monthly, and quarterly forecasts to the Director of Sales.
Serve as a trusted advisor to prospective customers by understanding their shipping, fulfillment, and carrier-compliance challenges and positioning the platform’s multi-carrier rate shopping, business-rule automation, less-than-truckload shipping, hazardous materials handling, and label generation as solutions.
Set realistic, achievable expectations with customers in close partnership with Product and Engineering, rather than over-promising on customization or timelines.
Partner with Business Development and Pre-Sales teams to ensure a smooth handoff from qualified lead through technical demonstration into the sales process.
Collaborate with Product and Engineering, relaying market and customer feedback to help shape the roadmap.
Work with Implementation and Customer Success teams to ensure smooth handoffs, strong account health, and expansion opportunities within existing accounts in the territory.
Represent ProShip at industry events, trade shows, and conferences to build brand awareness and generate pipeline within the territory.
Negotiate contracts and pricing in partnership with Legal and Finance.
Desired Qualifications
Parcel shipping or multi-carrier shipping execution experience; broader supply chain, logistics, transportation management, e-commerce, or retail technology experience will also be considered.
Existing network of relationships among retail, e-commerce, third-party logistics, or manufacturing logistics and IT decision-makers.
Bachelor’s degree in business or supply chain, or a related field, or equivalent professional experience.
Familiarity with parcel carriers such as UPS, FedEx, USPS, and regional carriers, and with shipping compliance requirements.
Experience selling into organizations shipping more than 1,000 parcels per day.
About ProShip
ProShip, Inc. is a market-leading provider of enterprise multi-carrier parcel shipping software, trusted by 30% of the National Retail Federation’s Top 100 Shippers, including Kohl’s, Ulta Beauty, QVC, Petco, and TJX. Founded in 2001 by two U.S. Navy veterans, ProShip built its platform on a simple belief: shipping is complicated, but it shouldn’t have to be.
Today, ProShip’s versionless, carrier-agnostic platform performs carrier rating, business-rule execution, and label printing in milliseconds — giving the highest-volume shippers in retail, e-commerce, manufacturing, healthcare, and third-party logistics the speed, intelligence, and reliability they need to turn shipping into a competitive advantage. As part of Vela Software Group (a division of Constellation Software), ProShip combines the agility and focus of an independent software company with the stability of a global technology portfolio.
Position Summary ProShip is seeking a results-driven Territory Sales Manager to own new business growth within an assigned territory or vertical for our enterprise shipping software platform. This is a full-cycle, quota-carrying individual contributor role reporting to the Director of Sales — you’ll run your own pipeline from qualified opportunity through close, without the added scope of managing a team.
You’ll be supported by a dedicated pre-sales team that owns technical demos and solution expertise, and a Business Development team that qualifies and vets opportunities before they ever reach you — so your time goes toward closing, not cold-calling. As part of the market-leading platform in enterprise parcel shipping software, you’ll have significant new-logo opportunity within a territory where demand for ProShip already outpaces the current sales team’s capacity.
Key Responsibilities
Own and drive new business revenue for an assigned territory or vertical, managing full sales cycles from qualified opportunity through close on complex, six- and seven-figure deals.
Build and maintain an accurately forecasted territory pipeline using disciplined CRM hygiene; deliver reliable weekly, monthly, and quarterly forecasts to the Director of Sales.
Serve as a trusted advisor to prospective customers — understanding their shipping, fulfillment, and carrier-compliance challenges and positioning ProShip’s platform (multi-carrier rate shopping, business-rule automation, LTL, hazmat, and label generation) as the solution.
Set realistic, achievable expectations with customers in close partnership with Product and Engineering, rather than over-promising on customization or timelines.
Partner closely with the Business Development and Pre-Sales teams to ensure a smooth handoff from qualified lead through technical demo into your sales process.
Collaborate with Product and Engineering, relaying market and customer feedback that helps shape the roadmap.
Work closely with Implementation and Customer Success teams to ensure smooth handoffs, strong account health, and expansion opportunities within existing accounts in your territory.
Represent ProShip at industry events, trade shows, and conferences to build brand awareness and generate pipeline within your territory.
Negotiate contracts and pricing in partnership with Legal and Finance.
Qualifications
3+ years of B2B software/SaaS sales experience carrying and consistently exceeding an individual quota.
Proven track record selling complex, enterprise-level technology solutions with multiple stakeholders (VP/C-suite, IT, and Operations).
Parcel shipping or multi-carrier shipping execution experience strongly preferred; broader supply chain, logistics, transportation management, e-commerce, or retail technology experience will also be considered.
Comfortable navigating technical conversations and working cross-functionally with engineering and product teams.
Strong presence with the ability to sell to and influence senior operations and IT decision-makers.
Proficiency with CRM and sales engagement tools (e.g., Salesforce, HubSpot, Outreach).
A hunter mentality — energized by new-logo acquisition, not just managing existing relationships.
Excellent negotiation, communication, and cross-functional collaboration skills.
Willingness to travel approximately 25–30% for client meetings, industry events, and trade shows.
Able to contribute quickly with minimal ramp-up.
Preferred Qualifications
Existing network of relationships among retail, e-commerce, 3PL, or manufacturing logistics and IT decision-makers.
Bachelor’s degree in business, supply chain, or a related field, or equivalent professional experience.
Familiarity with parcel carriers (UPS, FedEx, USPS, and regional carriers) and shipping compliance requirements.
Experience selling into organizations shipping 1,000+ parcels per day.