Strategic Sales

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

📋 Description

• Take charge of the entire cycle of enterprise/strategic sales, from initial outreach to closing, while driving the acquisition of new logos in your designated region.

• Develop and sustain a qualified pipeline that is three to four times your target by implementing a disciplined outbound strategy and sourcing at least 30 percent of opportunities independently.

• Direct a consultative and workflow-focused sales process that identifies operator challenges and aligns them with Pallet's applicable use cases.

• Propel 5 to 7 enterprise/strategic deals to a late stage within your initial six months while fostering relationships and aligning with key executives across COO, CIO, VP Ops, and VP IT stakeholders.

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

• Record deal patterns, replicable use cases, and expansion prospects to guide go-to-market strategy and stimulate growth within existing accounts.

⛳️ Requirements

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

• Proven history of successfully closing six- and seven-figure enterprise transactions.

• Excellent solution-selling and value-mapping capabilities.

• Proficient in discussing logistics workflows. If you lack logistics experience, we will assess your capacity to learn it swiftly.

• Comfortable 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 learn our platform rapidly.

• Experience in managing lengthy sales cycles, navigating internal politics, and dealing with complex buying committees.

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

• Capable of formulating clear business cases linked to measurable operational and financial impacts.

• Disciplined outbound seller with a strong focus on pipeline management.

• Ability to quickly grasp new industries and technologies and apply insights effectively.

🏝️ 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 if you ever have to work late in the office

• 🏡 Remote office home stipend to get you comfy in your space

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

• ✈️ Onboarding trip to San Francisco HQ if you work remotely

• 🥤 Monthly happy hours

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