Senior Enterprise Account Executive

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

📋 Description

• Take ownership of the complete enterprise sales cycle, from initial outreach to closing deals, while driving new logo acquisition within your designated region.

• Establish and sustain a qualified pipeline that is 3x–4x your targets by executing a disciplined outbound strategy and sourcing at least 30 percent of opportunities on your own.

• Lead a consultative sales approach that focuses on workflow-driven processes to identify operator challenges and align them with Pallet's solutions.

• Propel 5–7 enterprise deals to advanced stages within your first six months, fostering relationships with champions and aligning with executive stakeholders including COO, CIO, VP Ops, and VP IT.

• Create CFO-ready business cases and conduct structured evaluations, including discovery, workflow mapping, pilot scoping, and ROI modeling that lead to conversions for Pallet.

• Document sales patterns, repeatable use cases, and expansion opportunities to guide go-to-market strategies and stimulate growth within current accounts.

⛳️ Requirements

• A minimum of 8 years of experience in enterprise B2B SaaS or logistics sales.

• Proven history of closing enterprise deals valued in the six- and seven-figure range.

• Strong skills in solution selling and value mapping.

• Ability to discuss logistics workflows fluently; if logistics experience is lacking, we will assess your capacity to learn.

• Comfort in selling technical, workflow-intensive products with a foundational understanding of LLM/AI; if you have logistics experience but limited technical exposure, we will evaluate your ability to quickly learn our platform.

• Experience in navigating long sales cycles, organizational politics, and complex purchasing committees.

• Executive presence when interacting with operators and technology leaders (COO, CIO, VP Ops, VP IT).

• Capability to construct clear business cases linked to measurable operational and financial impacts.

• A disciplined outbound approach with robust pipeline management practices.

• Quick learner of new industries and technologies, with the ability to apply insights promptly.

🏝️ Benefits

• 🩺 Health, Vision, and Dental benefits

• 🏝️ Flexible PTO

• ➕ Life Insurance and Accidental Insurance

• ❤️‍🩹 Short-Term Disability Coverage

• 💸 Generous salary and equity for all staff

• 🪜 401k option; helping you save for the future

• 📚 Yearly learning and development stipend

• 🚌 Commuter benefits for Bay Area employees

• 🚘 Uber ride stipend for late office work

• 🏡 Remote office home stipend to enhance your workspace

• 🍔 Daily catered lunches provided by Sharebite (for every meal you order, one meal is donated)

• ✈️ Onboarding trip to San Francisco HQ for remote employees

• 🥤 Monthly happy hours

• 🎉 Annual company off-sites, including our last one in Palm Springs 🌴🍹