Enterprise Account Executive
Posted on 3/20/2023
Experience Level
Desired Skills
  • BA/BS degree or relevant experience
  • Minimum of 5+ years of experience selling SaaS TMS solutions and services
  • Ability to manage a complex sales process
  • Demonstrated ability to solve complex problems, think critically, discernment skills
  • Demonstrated ability selling across all stakeholder levels
  • Demonstrated ability to lead and operationalize solutions for our customers
  • Strong communication and organizational skills
  • Possess a challenger's mindset
  • Ability to collaborate and work with a highly diverse set of internal and external stakeholders
  • The ability to drive continuous improvement and be an ambassador of change for our clients
  • Ability to forecast accurately
  • Ability to set initial pricing strategy
  • Ability to execute quickly and assemble teams
  • Proficiency in Salesforce/CRM tools to maximize sales efficiency and effectiveness
  • The ability to articulate ROI through thorough detailed qualitative and quantitative analysis
  • Demonstrated high-performance and the ability to consistently exceed quota
  • The Salary Range for this role is between $120,000 - $150,000 (based on Years of Experience, relevancy of Experience, Skill-sets, and Location) plus a Variable Incentive-based compensation plan
  • Here at Shipwell, we are a Remote Forward company. You have the opportunity to work within our office located in Austin, TX or you can choose to be fully remote
  • Shipwell is an Equal Opportunity Employer and we will not tolerate discrimination or harassment of any sort. We do celebrate diversity and believe experience comes in different forms; many skills are transferable; and passion goes a long way. Diversity in our team makes for better problem solving, more creative thinking, and ultimately a better product and company culture
  • Even more important than your resume is a clear demonstration of impact, dedication, and the ability to thrive in a fast paced and collaborative environment. Shipwell strives to have an inclusive work environment; so if you are hard working & good at what you do then please come as you are. We want you to contribute, grow, & learn at Shipwell and we encourage you to apply if your experience is close to what we're looking for
  • We are looking forward to adding new perspectives to our team!
  • For more information about Shipwell visit shipwell.com, or connect with us on Twitter @shipwell, LinkedIn, and Facebook.com/Shipwellinc
  • Meet or Exceed annual quota
  • Directly manage Inbound & Outbound prospect engagement, driving the sales process from opportunity creation through executed customer partnership
  • This includes outbound target prospecting as well as rapidly responding to leads from the company's inbound marketing efforts and channel partner referrals
  • Proactively generate new business from the Shipwell's target addressable market
  • Qualification to ensure Shipwell is investing resources effectively and efficiently
  • Create Account Plans and Strategies
  • Successfully execute Shipwell's Sales Process and Methodology
  • Maintain the utmost trusted advisory with customers - honesty, transparency and guidance
  • Manage several customer sales cycles simultaneously (sales cycles ranging from 1 to 9 months)
  • Document sales interactions, win/loss/feature details, sales stages and and accurate forecasting via (Salesforce.com)
  • Prepare presentations and proposals; collaborate with other teams on scoping, SOWs and new customer transition to Professional Services
  • Maintain a high level of knowledge relating to the logistics supply chain market (trends, disruptions, competitors) as well as Shipwell's current platform, service offerings, etc
  • In a team effort, effectively strategize, orchestrate, communicate and demonstrate how Shipwell's platform and services offerings will solve customer problems/challenges and deliver value for customers
  • Maintain and report regularly the status of your pipeline and forecast
  • In a team effort, communicate potential new requirements to product marketing, product management and sales leadership
  • Actively participate in sales-marketing activities such monthly cross-team meetings, trade events, customer engagements/case studies, etc
  • Learn Shipwell's TMS & Visibility platform capabilities, differentiators, service offerings and how to articulate the value we help our customers achieve
  • Engage with prospective customers at all levels (managers, directors, VPs, Cxx) across multiple stakeholders and decision-makers such as IT, Logistics/Supply Chain, Procurement/Sourcing, Operations, Finance, etc
  • Learn how to collaborate with Shipwell's cross-functional teams (i.e. Sales Leadership, Pre-Sales, Implementation Services, Integration Services, Product Management, Marketing, Engineering, Legal, Finance) to deliver world-class solutions and success for our customers
  • Bring the voice of the customer back to Shipwell's product team to help drive roadmap ideas, capabilities and innovations that help differentiate Shipwell in the marketplace and deliver on-going value for our customers

51-200 employees

Transportation management system platform