Senior Account Executive – Enterprise

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

📋 Description

• Take charge of the entire sales process. From qualifying incoming leads to conducting your own outbound efforts, through discovery, technical validation, AI committee signoff, procurement, and closure. You see it through to the end without handing off responsibilities.

• Engage in consultative selling rather than transactional approaches. This is not a straightforward SaaS offering. Our clients engage in complex, deeply integrated operational processes, and AI is a new concept for many. You'll need to grasp the challenges and intricacies within each organization, pinpoint where AI can bring substantial benefits, and work closely with our team of forward-deployed engineers to tailor a solution that meets the customer's genuine needs.

• Build trust with stakeholders. Your clients are VP-level leaders in operations and supply chain at global manufacturers and distributors. Your success will hinge on understanding their true operational hurdles: communication breakdowns with suppliers, missed deadlines, and ad hoc crisis management, while connecting them to the outcomes that Glacis can provide.

• Develop and enhance the go-to-market strategy. There is no pre-existing framework. You'll navigate a blend of mid-market and enterprise deals, with every transaction offering insights: what messaging resonates, which industries convert, and what objections arise. You'll document effective strategies, share lessons learned, and assist in shaping a scalable methodology.

• Ensure disciplined pipeline management and precise forecasting. You’ll manage sales cycles spanning 3-12 months with significant deal sizes. The business relies on understanding what is closing, when, and at what value.

• Relay market insights back to the product team. You interact with clients daily. When you receive consistent feedback regarding integrations, pricing, or onboarding, you bring that information back to help us develop solutions that drive deal closures.

⛳️ Requirements

• You have experience selling software to supply chain, procurement, or logistics teams within mid-market or enterprise manufacturing and distribution sectors, comprehending the domain beyond just the software aspect, including the operational realities involved.

• You possess over 5 years of experience successfully closing mid-market or enterprise transactions with US or European clients, dealing with a minimum of $75k ACV, multiple stakeholders, 3+ month sales cycles, technical validation, and executive approvals.

• You have previously owned and effectively managed the complete lifecycle from pipeline development to customer rollout.

• Ideally, but not mandatory: you have experience in supply chain operations, logistics, or procurement or have consulted for those teams before transitioning into sales. You have firsthand experience managing operational chaos.

• You are a proactive individual who thrives without needing a predefined structure. You're adept at creating processes on the fly, learning from mistakes, and iterating quickly.

• You practice intellectual honesty regarding your pipeline. You disqualify unviable deals and address stalled opportunities directly. You do not manage expectations by concealing issues.

• You aspire to contribute to building a company, not merely fulfilling a sales quota. The chance to influence the company's selling strategy and share in its growth is important to you.

🏝️ Benefits

• High Ownership & Real Impact: Shape essential solutions utilized by global enterprises, directly influencing supply chain performance on a large scale.

• Entrepreneurial Growth: An ideal transition if you’ve ever thought about starting your own business—gain firsthand insights from experienced entrepreneurs and former Googlers.

• Learn Fast in Enterprise B2B: Extensive exposure to supply chain, logistics, and AI; you’ll master how to articulate complex operational challenges and solutions.

• Foundational Team: Join at an early stage, directly contributing to company development and sharing in the journey of rapid growth.

• Mission-Driven Culture: A fast-paced, ambitious environment with collaborative colleagues dedicated to delivering meaningful and impactful technology.