Enterprise Account Executive

Freight forwarding is a $200B+ industry you might not know about, but it’s the backbone of the global economy, ensuring goods move seamlessly around the world. Freight forwarders—like DHL, FedEx, and UPS—act as “travel agents” for goods, managing the complex operations that keep supply chains running.

Surprisingly, this critical industry remains largely untouched by modern software, with many processes still managed manually or through outdated systems. The eco-system is so fragile that one missed email can disrupt an entire shipment, leading to delays, poor service, and financial losses.

At Raft, we’re building an AI platform to automate freight operations. From auditing invoices and preparing customs filings to syncing information across systems, we empower operators to work more efficiently and accurately. The impact? Faster service, fewer errors, and more time for businesses to focus on growth and customer service.

We’re fortunate to have the support of top investors who are just as passionate as we do about transforming the industry, including Eight Roads (Alibaba, Spendesk, Toast), Bessemer Venture Partners (LinkedIn, Twilio, Shopify), Episode 1 (Zoopla, Betfair, Shazam), and Dynamo Ventures (Sennder, Stord, Gatik).

We are seeking a highly motivated and experienced Enterprise Account Executive to join our dynamic sales team. As an Enterprise Account Executive at Raft, you will be responsible for driving sales revenue through new business. You will serve as the primary sales point of contact for prospects, understanding their business needs, and presenting solutions that meet their objectives. Your ability to build strong relationships, effectively communicate the value of our SaaS products, and close deals will be instrumental in the success of our organisation.

Day to day Responsibilities:

• Conduct in-depth needs assessments to understand our existing clients' pain points, goals, and challenges, and identify opportunities.
• Prepare and deliver persuasive sales presentations, proposals, and contracts, demonstrating the value and benefits of our SaaS offerings.
• Lead negotiations, handle objections, and close deals to achieve or exceed new business, upsell, cross-sell and renewal targets.
• Effectively build pipeline and accurately forecast to meet or exceed sales targets.
• In collaboration with sales leadership, negotiate pricing, terms, and contractual agreements with clients, ensuring a win-win outcome for both parties.
• Present and demonstrate additional features, upgrades, or new products that align with clients' business objectives, and effectively communicate the value proposition of our expanded solutions, highlighting the benefits and ROI for clients.
• Serve as a trusted advisor, providing expert guidance and support to clients throughout their journey with our SaaS products.

Sales Strategy and Planning:

• Develop and execute account plans to drive revenue growth.
• Identify key market segments, verticals, and customer profiles to prioritize sales efforts.
• Stay updated on product knowledge and industry trends to effectively position our solutions and address client inquiries.
• Provide feedback and insights to the sales management team to drive continuous improvement and inform product roadmap decisions.
• Sales Pipeline Management:
• Utilize CRM software to track and manage sales opportunities, pipeline, and customer interactions.
• Maintain accurate and up-to-date records of all sales activities, including prospecting, meetings, proposals, and contracts.
• Provide timely and accurate sales forecasts and contribute to the development of sales strategies and tactics.

Collaboration:

• Collaborate with cross-functional teams, including customer success, support, product development, and marketing, to ensure clients' success, promote product enhancements, and to ensure seamless delivery of products and services to clients.

Requirements:

• Bachelor's degree in business administration, marketing, or related field. A Master's degree is preferred.
• Strong experience in an Enterprise sales role in a SaaS company serving the logistics industry.
• Proven track record of achieving sales targets and revenue growth.
• Strong consultative selling skills and the ability to articulate complex concepts in a clear and compelling manner.
• Excellent communication and interpersonal skills to build and maintain long-term relationships with customers, partners, and stakeholders.
• Excellent negotiation and presentation skills.
• Ability to analyse data, make informed decisions, and solve problems.
• Results-driven mindset with a passion for exceeding targets and driving revenue growth.
• Familiarity with CRM software and sales tools.
• Knowledge of market trends, customer needs, the competitive landscape and SaaS business models.
• Ability to work independently as well as collaboratively in a team environment.
• Willingness to travel as required.

Apply because you want to...

• Have the opportunity to work in the international logistics industry that drives the global economy
• Work with stakeholders on a global level across different industries and collaborate with best in class companies who are on the front line of innovation
• Join a forward-thinking, product-centric organisation that integrates artificial intelligence into a holistic logistics workflow solution
• Work in a tech, fast-paced and challenging environment that provides numerous opportunities for professional and personal growth
• Work in a multicultural environment