Account Executive, Enterprise

About the company

At the company, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use the company technology to move more than $19B of merchandise across 112 countries a year.

The recent global supply chain crisis has put the company center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us.

Build and grow with us! Join the company Germany as an Account Executive and supercharge your career!

The opportunity

The Enterprise Account Executive (ENT) is responsible for driving complex, high-value enterprise deals and establishing long-term strategic partnerships with large customers. This role owns advanced, multi-stakeholder sales cycles that often span regions, business units, and decision layers. The ENT AE operates with a high degree of autonomy, shaping deal strategy, influencing executive stakeholders, and orchestrating cross-functional teams to deliver differentiated, value-driven solutions.

Your responsibilities as an Account Executive, ENT include, but are not limited to the following:

Pipeline & Opportunity Ownership

• Own and close high-value, complex enterprise opportunities, consistently meeting or exceeding individual quotas.

• Build a strategic pipeline through self-prospecting, account planning, and SDR partnership.

• Proactively identify whitespace, expansion potential, and multi-entity opportunities within target accounts.

• Maintain forecasting, opportunity hygiene, and deal governance in Salesforce (SFDC).

Strategic Discovery & Solution Architecture

• Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and long-term business objectives.

• Navigate complex buying groups across procurement, ops, finance, IT, and senior leadership.

• Design integrated, multi-product the company solutions aligned to customer priorities and business outcomes.

• Position the company as a strategic partner through compelling value narratives, business cases, and solution roadmaps.

Deal Strategy, Negotiation & Closing

• Own end-to-end deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans.

• Lead advanced commercial negotiation, pricing, contracts, and non-standard deal structures.

• Orchestrate internal stakeholders (Ops, Finance, Legal, Product) to progress deals efficiently

Onboarding, Expansion & Relationship Leadership

• Own the onboarding motion, ensuring enterprise customers are set up for scalable success.

• Establish and maintain trusted relationships with senior and executive customer stakeholders.

• Identify expansion opportunities together with Account Management to drive sustained growth.

• Serve as a point of escalation and strategic advisor during the customer lifecycle.

Enterprise Leadership & Market Impact

• Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally.

• Contribute to enterprise sales best practices, deal reviews, and peer coaching.

• Represent the company with credibility and confidence in high-stakes customer interactions.

You should have

• 5+ years of experience managing complex, enterprise-level sales cycles with consistent quota attainment.

• Proven ability to close large, multi-stakeholder deals with long sales cycles and high deal complexity.

• Strong executive presence with the ability to influence senior decision-makers.

• Advanced discovery, negotiation, and value-based selling skills.

• High degree of autonomy, strategic thinking, and commercial judgment.

• Strong logistics, freight forwarding, or supply chain industry experience preferred.

• Intermediate in English; additional languages are a plus depending on region.

We kindly ask our candidates to apply with a CV in English!

What's in there for you

• An opportunity to contribute to one of the fastest-growing companies, where you’ll have the chance to create a global impact while being a part of a  thriving multinational environment

• Lunch food delivery 4 days a week incl. vegetarian options, a salad bar and special menu options, plus breakfast options, snacks, soft drinks and barista coffee.

• Health insurance:  employee contribution part is covered by the company

• 25 paid vacation days

• Equity program: every team member becomes a shareholder, aligning our success with yours. As a private company in a multi-trillion dollar industry, you have a direct stake in our collective growth and success.

• Employee Assistance Program through Aetna Resources for Living: the company provides an employer-sponsored program at no cost to you and your household members

• Parental leave benefit: the company is here to support you and your families in one of the most important times in life – the birth of a child! Our parental leave program allows both mothers and partners to take time off from work for pregnancy, childbirth, and to bond with your new child.

• Monthly reimbursement of mobile phone expenses.

• Car allowance: the company offers its sales team a monthly car allowance, allowing you to rent or lease a vehicle for both personal and professional use. This approach provides you flexibility and personalization, letting you choose a car that suits your needs.

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Commitment to Equal Opportunity

At the company, our ability to fulfill our mission of making global commerce easy and accessible relies on having a diverse, dedicated and engaged workforce. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, age, physical and mental disability, health status, marital and family status, sexual orientation, gender identity and expression, military and veteran status, and any other characteristic protected by applicable law.

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