Enterprise Account Executive — North America

Location: United States (Remote, preference for a major logistics hub: Chicago, Dallas, Atlanta, or the Northeast corridor)

Reporting to: Head of Sales, North America

Quota: Individual, quota-carrying new-logo target. Ramped Year-1 quota of $800K–$1.2M in closed new ARR, growing to $1.5M at full productivity

Deal Profile: Six-figure ACV enterprise SaaS contracts ($200K–$600K+) with Tier-1 Shippers, 3PLs, CPG, FMCG & Retail

Travel: Up to 50% for customer visits, on-site discovery & POCs, and industry conferences

About Mojro

Mojro is an AI-powered logistics planning and optimization platform headquartered in Bengaluru, India, with a growing presence in North America. Our core products—PlanWyse (transportation planning & optimization) and ExecuteWyse (execution & tracking)—help enterprise shippers reduce freight costs, maximize asset utilization, and automate dispatch operations through a network of AI agents. Mojro complements existing Transportation Management Systems (TMS) rather than replacing them. The platform layers advanced route optimization, load building, dynamic planning, and AI-assisted decision support on top of existing logistics infrastructure to unlock additional efficiencies spanning first/mid/last-mile movement types and both private-dedicated and third-party carriers.

Mojro serves many marquee enterprises, including Fortune 500 companies across the US, India, and Southeast Asia, and offers deep capabilities in the strategic planning space alongside premium consulting firms modeling complex logistics problems.

The Role

This is a quota-carrying, full-cycle enterprise sales role and one of the founding seller seats in Mojro's North American go-to-market. You will own a defined book of named enterprise accounts and be personally responsible for generating pipeline, running complex evaluations, and closing six-figure ACV deals with shippers and 3PLs running or evaluating a TMS. You will not be inheriting a mature playbook or a full inbound funnel. This role suits a self-sourcing, builder-seller who is energized by early-stage ambiguity—someone who can create their own pipeline, tell a differentiated optimization story to VP-level buyers, and quarterback a deal through a multi-stakeholder buying committee. You will carry your own number; you will not be managing a team.

Responsibilities

• Full-Cycle Enterprise Selling
  • Own a book of named enterprise accounts end-to-end from outbound sourcing and executive discovery through multi-stakeholder evaluation, POC, commercial negotiation, and contract execution.
  • Personally carry and deliver an individual new-logo ACV quota across enterprise shipper, 3PL, and managed-transportation accounts.
  • Target six-figure ACV deals with Tier-1 shippers; maintain a personal pipeline of 3–4× quota with rigorous forecasting discipline.
• Pipeline Generation & Territory Ownership
  • Self-source the majority of your pipeline through targeted outbound, referrals, events, and partner-sourced leads supplemented by SDR and marketing support as the team scales.
  • Build and maintain a territory/named-account plan: prioritize ICP-fit accounts, map buying committees, and sequence outreach against clear qualification criteria.
  • Represent Mojro at key industry conferences and regional events for pipeline generation and brand presence.
• Deal Execution & Value Selling
  • Navigate complex buying committees spanning VP/SVP Supply Chain, VP Logistics, IT, Finance, and Procurement; identify and develop internal champions at each account.
  • Develop and deliver compelling, ROI-anchored business cases tailored to each shipper's KPIs: freight cost per unit, OTIF, asset utilization, and planning headcount.
  • Partner with pre-sales/solutions engineering to run high-quality discovery sessions and technical POCs; position Mojro as the optimization layer on top of the customer's TMS.
• Cross-Functional Collaboration
  • Work alongside consulting, TMS, and visibility-platform partners on co-sell and referral motions to accelerate access and credibility.
  • Feed structured competitive intelligence, buyer feedback, and market signals back to product and leadership from the field.
  • Maintain disciplined CRM hygiene and provide accurate, timely forecasts and deal reviews to sales leadership.

Requirements

• Non-Negotiable Requirements
  • 7–10 years of enterprise B2B SaaS sales experience in a full-cycle, quota-carrying closing role.
  • Proven six-figure deal closer: a consistent track record of closing $200K–$600K+ ACV enterprise SaaS contracts with shippers, 3PLs, or CPG/FMCG/Retail accounts.
  • Freight & transportation planning domain knowledge: VRP/route optimization, load planning, the TMS ecosystem, FTL/LTL/intermodal, and fleet operations—you can speak the language of a VP Logistics without a solutions engineer in the room.
  • Consistent quota attainment: a documented history of meeting or exceeding an individual enterprise quota (President's Club or equivalent recognition a plus).
  • Self-sourcing hunter: comfortable and effective generating your own pipeline via outbound, rather than relying on inbound demand.
  • Well-networked in the North American logistics ecosystem: active relationships with VP/SVP/C-suite supply chain and logistics leaders at shippers, 3PLs, and freight brokers.
• Strongly Preferred
  • Experience selling into or alongside TMS platforms, especially in an augmentation or optimization positioning.
  • Familiarity with AI/ML-powered logistics platforms, digital-twin concepts, or autonomous planning workflows.
  • Experience in a Series A/B startup environment: comfortable with ambiguity, lean resources, and limited air cover.
  • Fluency in a structured sales methodology (MEDDIC, Challenger, or equivalent).
  • Active presence at CSCMP, TMSA, Manifest, Gartner Supply Chain, or FreightWaves.

The Person We're Hiring

• A hunter mentality: you build your own pipeline and thrive without a full inbound funnel or inherited playbook.
• Executive presence: you can sit across from a VP or SVP Supply Chain and command credibility on your own.
• Data-driven: pipeline math and forecast accuracy are non-negotiable habits, not afterthoughts.
• Patient strategist, impatient executor: able to navigate 6–9 month enterprise cycles while maintaining short-term pipeline momentum.
• Collaborative with product and engineering: brings structured field feedback that sharpens Mojro's platform roadmap.

Success Metrics: First 12 Months

These milestones assume a standard enterprise ramp and will be calibrated with sales leadership at onboarding.

• 30 Days
  • Primary Outcome: Ramp & territory plan complete.
  • Supporting Activities: Platform, product, and ICP onboarding done; territory/named-account plan built for 25–30 target accounts.
• 90 Days
  • Primary Outcome: Qualified pipeline generated.
  • Supporting Activities: 6–8 qualified enterprise opportunities sourced; first 1–2 POCs/deep discoveries initiated; active outbound cadence running.
• 6 Months
  • Primary Outcome: First enterprise logo(s) closed.
  • Supporting Activities: 1–2 new logos closed; pipeline sustained at 3–4× remaining quota; repeatable discovery-to-POC motion demonstrated.
• 12 Months
  • Primary Outcome: Quota attainment.
  • Supporting Activities: $800K–$1.2M in new ARR closed; healthy multi-quarter pipeline; Mojro represented at 1–2 industry events/regional field activity.

Why Mojro

• Proven enterprise product: Not a prototype—30+ enterprise deployments, validated by Fortune 500 shippers and premium consulting firms.
• Real US traction to sell into: Production-grade platform at scale with a live US reference base you inherit—proof points, not a cold start.
• Uncrowded positioning: AI-powered optimization layered on top of the TMS is a genuinely differentiated, defensible wedge—a clean story to sell.
• Founding-seller impact: Among the first quota-carrying AEs in North America—your deals define the playbook and your comp scales with the ramp.
• Direct founder & pre-sales support: Co-sell air cover, solutions-engineering support on POCs, and a direct line to product for roadmap influence.
• Macro tailwind: Enterprise shippers are actively investing in AI-driven logistics optimization—demand is real, growing, and budgeted.