Account Executive, Strategic – Logistics Service Provider

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee intricate strategic sales cycles for designated accounts, from initial outbound prospecting to closing.

• Drive multi-faceted sales initiatives across operations, finance, IT, and executive leadership.

• Conduct thorough discovery to gain insights into LSP workflows, identify operational bottlenecks, and assess economic impact.

• Finalize complex, high-value strategic agreements with extended sales cycles and numerous decision-makers involved.

• Maintain a sales quota and receive incentives based on performance achievement.

• Establish and uphold robust pipeline coverage through outbound prospecting and strategic account engagement.

• Initiate connections with key strategic logos and gradually extend the company's presence.

• Formulate account strategies aligned with LSP KPIs, including revenue per employee, operating margin, and loads per employee.

• Assist in refining the Ideal Customer Profile (ICP), messaging, conversation frameworks, and the sales process.

• Develop and enhance sales materials, including collateral, ROI stories, and discovery frameworks.

• Collaborate with Product and Engineering teams to convert customer requirements into roadmap contributions.

• Provide market insights and trends to influence Augment's go-to-market strategy.

⛳️ Requirements

• Over 10 years of experience in selling enterprise software or technology solutions.

• Demonstrated success in managing complex, multi-stakeholder strategic sales cycles.

• Ability to thrive in early-stage or growth environments, building pipelines and closing strategic deals with minimal inbound or enablement support.

• Strong business acumen with the capability to connect product value to operational and financial results.

• Comfort with ambiguity and the ability to create on the fly.

• Willingness to travel 50% of the time or more.

• Experience in selling to LSPs across various segments, including brokerages, OTR, LTL, and last-mile carriers (highly preferred).

• Familiarity with decision-makers such as COOs, VPs of Operations, CFOs, and IT leaders (highly preferred).

• Background in related fields such as TMS, ERP, process excellence, or operations leadership (highly preferred).

• Experience in selling complex, AI-driven, or data-intensive enterprise platforms (a plus).

• Knowledge of LSP platforms such as TMS, rating platforms, and telematics providers (a plus).

• Consultative, value-oriented selling approach with strong discovery capabilities (a plus).

• Technical curiosity in areas such as AI, ML, or systems-heavy workflows (a plus).

• Previous experience in consulting, solution engineering, or startups in their early stages (a plus).

🏝️ Benefits

• Competitive Salary + Commission + Stock Options.

• Comprehensive Health, Vision, and Dental Benefits.

• Flexible PTO.

• Monthly stipend.