Account Executive

About the role

The Account Executive (Studio) is responsible for scaling revenue for Fulfillment IQ's product initiatives operating under the Studio model. This role is not a traditional services AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable SaaS GTM motion. The AE operates with higher risk tolerance, greater ambiguity, and stronger ownership than a traditional services seller. This role will help transform validated MVP-stage software into scalable revenue engines.

Mandate

• Own ARR growth for assigned Studio product(s)
• Refine ICP, pricing, packaging, and commercial positioning
• Build repeatable SaaS sales motion
• Establish pipeline engine for product revenue
• Partner with Product on revenue-driven feature prioritization

Key Responsibilities

• ARR Growth & New Logo Acquisition
• Drive new ARR bookings
• Build and qualify early ICP segments
• Close complex B2B SaaS deals
• Establish expansion motion within product accounts
• Pricing & Packaging Development
• Shape pricing strategy based on deal feedback
• Identify monetization gaps
• Recommend packaging refinements
• Test enterprise vs mid-market positioning
• Market Validation & Feedback Loop
• Gather structured market insights
• Submit revenue-backed feature requests
• Provide customer signal to Product leadership
• Build GTM infrastructure
• Pipeline forecasting rigor
• Establish SaaS sales process standards
• Define scalable playbooks for the future product team

What Success Looks Like in the First 90 Days

• 30 Days In:
• Become demo-certified on the core product and deliver a full product walkthrough by Day 30
• Map the competitive landscape: understand where Zynque wins, loses, and is not yet being considered
• Shadow existing customer conversations to understand buyer language and objection patterns
• Build initial target account list: 100+ ICP-qualified accounts with outbound sequencing logic
• Build strong working relationships with Delivery, Practice Leads, and Pre-Sales
• Identify immediate expansion opportunities and delivery risks within existing accounts
• Develop a deep understanding of assigned accounts, contracts, delivery scope, and margin profile
• 60 Days In:
• Establish quarterly business review (QBR) cadence, account plans, and executive stakeholder maps for owned accounts
• Actively generate and qualify new pipeline through outbound activity, referrals, and partner collaboration
• Launch full outbound motion and start building a qualified pipeline
• Refined outbound messaging based on early discovery signal
• Improve visibility into account health, margin, and delivery capacity constraints
• Engage Pre-Sales and Technical Sales on early-stage new logo opportunities
• 90 Days In:
• Show measurable revenue impact across both new logos and expansion
• Build a balanced pipeline covering new acquisitions and account growth
• Improve executive-level engagement across existing and prospective clients
• Deliver 12-month ARR forecast and a first draft of the GTM playbook
• Present ICP refinement recommendations and pricing feedback to Product leadership
• Show forecast accuracy and disciplined opportunity qualification

Key Performance Indicators (KPIs)

• Net new ARR
• Expansion ARR
• Pipeline coverage ratio
• Average contract value (ACV)
• Sales cycle length
• Forecast accuracy

Why You'll Love Working Here

• Work That Matters
• Career Growth That Matters
• Flexibility to Thrive
• We Celebrate Impact
• A Collaborative Culture

Perks you'll appreciate

• Health & Wellness
• Employee wellness programs, where applicable
• Time Off
• Competitive paid time off (PTO), sick leave, and public holidays
• Flexible leave policies that respect local labor standards
• Retirement & Financial Security
• Retirement savings programs and employer contributions
• Region-specific plans (401(k) in the U.S., CPP and supplementary plans in Canada)
• Dedicated learning and development budget
• Support for skills development, leadership growth, and career progression
• Flexible Work
• Remote and hybrid work options
• Flexible working hours aligned to role and client needs
• Equipment and workstation allowances
• Internet and business travel reimbursements
• Employee stock options (ESOP), where applicable
• Team events, meetups, and company offsites

Life at Fulfillment IQ

• At Fulfillment IQ, we don't just build supply chain solutions; we build long-term careers.
• We believe in giving our people real ownership, real influence, and meaningful responsibility.
• We operate with a high-trust, high-standards culture that values clear thinking, collaboration, and accountability without unnecessary hierarchy or bureaucracy.

Learn More About Us

Website: fulfillmentiq.com

LinkedIn: Fulfillment IQ

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