Senior Account Executive

This is a fully remote position, open to applicants in Arizona, +25 more states.

📋 Description

• Take ownership of the entire sales cycle — identify, close new clients, ensure a successful launch, and facilitate post-sale growth with Customer Success.

• Secure complex, multi-stakeholder agreements (from Director to C-level) within Shipium’s B2B sector.

• Conduct precise discovery: identify pain points, assess impact, and connect Shipium to quantifiable ROI (cost, speed, conversion, efficiency).

• Develop and implement account and territory strategies; manage the pipeline comprehensively with precise forecasting and CRM maintenance.

• Customize messaging, demonstrations, proposals, and business cases for each buyer.

• Lead customer Quarterly Business Reviews (QBRs) alongside Customer Success to foster retention and growth.

• Identify potential deal impediments early and address them to enhance speed and success rates.

• Negotiate enterprise agreements that establish long-lasting partnerships while allowing for upsell opportunities.

• Maintain up-to-date activity in the CRM (e.g., Salesforce) and consistently refresh the pipeline.

• Mentor colleagues on managing objections and assist in refining the sales process and go-to-market strategy.

• Represent Shipium at industry events and trade shows.

⛳️ Requirements

• Bachelor’s degree and/or 5–8 years of experience in a SaaS or technical sales position, or an equivalent mix of education and experience.

• Demonstrated success in surpassing sales quotas in B2B SaaS or technical enterprise sales — preferably targeting retail, e-commerce, supply chain, or logistics sectors.

• Experience managing consultative, multi-stakeholder sales cycles with ACVs exceeding six figures.

• Proficient CRM skills (e.g., Salesforce, HubSpot) for effective pipeline management and accurate forecasting.

• Exceptional skills in discovery, negotiation, and executive-level presentations.

• Familiarity with shipping, fulfillment, parcel/carrier operations, or related platforms (OMS, WMS, TMS, ERP) is a significant advantage.

🏝️ Benefits

• Full medical, dental & vision coverage (with 65% coverage for dependents).

• Optional life insurance and long-term disability coverage.

• 401(k) retirement plan.

• Fully remote work-from-home options available in 28 states.

• 8 paid weeks of parental leave.

• Paid holidays each year.

• Self-managed vacation time.

• Sick & safety leave.

• Volunteer time off.