Enterprise Account Executive

About the role

ShipScience helps high-volume parcel shippers reduce shipping costs and operational friction through analytics and automation. We are a profitable, growing startup hiring a senior enterprise seller to close complex deals.

Responsibilities

• Own the full enterprise sales cycle: identify targets, work with Business Development to create demand, run discovery, build ROI, navigate procurement, and close enterprise agreements.
• Leverage your logistics network to generate high-quality meetings with enterprise shipping decision-makers (Transportation, Supply Chain, Ops, Logistics, DC/FC leaders).
• Build and execute named-account plans (top enterprise shippers) and develop multi-threaded relationships across each org.
• Partner with internal stakeholders (Product/Ops/CS) to run pilots, prove value, and convert to long-term customers.
• Maintain clean pipeline hygiene in CRM and provide accurate forecasting.
• Represent ShipScience at relevant logistics and parcel/shipping events, typically 1-2 per quarter.

Requirements

• 5-10+ years of quota-carrying sales experience in logistics-related environments such as: experience selling into enterprise transportation/parcel operations (rate shopping, analytics, carrier compliance, claims/refunds, invoice audit, shipping performance).
• Proven track record closing complex B2B deals (typically 6-7 figure TCV or meaningful enterprise ACV).
• Strong enterprise fundamentals: discovery, value messaging, mutual close plans, multi-threading, negotiation.

Nice-to-Have

• Existing relationships with decision-makers at large shippers (10k+ parcels/week) in Ops/Supply Chain/Transportation/Logistics.
• Experience selling to eCommerce, retail, CPG, manufacturing, or 3PL-heavy shipper networks.

What success looks like (first 6–12 months)

• No ramp. Work side-by-side with our Director of Sales moving already lined up SQL’s to Close/Won.
• Training wheels to come off upon Week 4. Must prove you know how to understand a product, demo, build rapport and move through to a signed agreement.
• Become the “go-to” relationship owner in the enterprise parcel shipper ecosystem.
• Work closely with post-sales to build a flywheel of add’l target introductions based on the customers you’ve closed and their network.

Pay

Compensation: Competitive compensation aligned with experience level and market expectations. Base Salary: $140,000–$160,000 (experience dependent), Variable Comp: 100% of Base (On Target), Total OTE: $280,000-$320,000, Equity: Meaningful options in a profitable, high-growth startup.

Schedule

Remote-friendly with opportunities for team offsites and collaboration.