Enterprise Account Executive (UK/EU)

ABOUT the company

The company is last-mile delivery infrastructure. We help the world's largest retailers and commerce companies orchestrate, optimize, and manage their delivery operations. Founded in San Francisco in 2021, backed by Andreessen Horowitz and Y Combinator, the company works with enterprise customers across North America, Europe, APAC, and the Middle East.

Our platform sits at the center of complex delivery operations: connecting carriers, optimizing routes, managing fleets, and giving operators the visibility and control they need to run delivery at scale. We're not a marketplace. We're the infrastructure layer that makes the whole system work.

Every enterprise customer presents a different operational reality. A grocery chain running same-day delivery from hundreds of stores has different constraints than a retailer consolidating three carrier networks into one. The company doesn't sell a fixed product off a price sheet. We design and configure solutions around how each customer actually operates, then deploy with dedicated engineering and product support. The sales process is inseparable from the solution design process.

THE OPPORTUNITY

The company has an established and growing UK and European business anchored by strategic enterprise work in the UK. The next phase is building a repeatable enterprise revenue engine across the region, and that starts with this role.

You'll own a set of named enterprise accounts across the UK and Europe's grocery, retail, convenience, pharmacy, quick commerce, and logistics sectors, and run the full sales cycle: identifying the right targets, opening doors, running discovery, shaping the solution with our product team, negotiating, and closing. This is a quota-carrying role with real support behind it, from product and engineering through to regional leadership, in a market where delivery has moved from an afterthought to core infrastructure.

Deals at the company aren't won on features. A signed partnership here means you understood a customer's operation deeply enough to design something they couldn't build with their current stack, and you built the commercial case that made the investment obvious.

WHAT YOU'LL DO

BUILD PIPELINE FROM ZERO

Build and manage a pipeline of high-value enterprise opportunities across the UK and Europe. That means identifying and prioritizing named accounts, developing a high-touch plan for each one, and running a disciplined outbound motion: strategic networking, targeted outreach, and well-prepared first meetings. The company already works with one of the UK's leading grocery retailers. Your job is to convert that credibility into new partnerships, account by account.

RUN FULL SALES CYCLES, END TO END

Own each opportunity from first conversation to signed partnership. Each deal starts with understanding a customer's delivery operation in detail: how orders flow, which carriers run which zones, where manual workarounds mask systemic problems, what their cost structure actually looks like. From there you shape the proposal with the company's product and engineering teams: which products apply, how they integrate with existing systems, what the deployment sequence looks like, what outcomes the customer should expect and when. Then you negotiate and close.

BUILD EXECUTIVE RELATIONSHIPS

Establish and grow C-level relationships within your named accounts. Enterprise buying in the UK and Europe runs on structured procurement as much as relationships: RFPs, security reviews, data protection assessments, pilots with defined success criteria. You know how to build champions who carry a deal through that process rather than around it. You'll also spend real time in the field, with operators as well as executives, because the people running the delivery operation day to day are the ones who tell you where the deal actually is.

RUN A DISCIPLINED PIPELINE

Maintain accurate pipeline data, deal stages, forecasts, and next steps in the CRM. Feed what you learn in the field back to product and marketing: which objections repeat, where competitors win, what the market is asking for that we don't build yet. Your deal notes shape our roadmap.

WHAT SUCCESS LOOKS LIKE

First 6 months

• A qualified pipeline of named enterprise accounts with clear next steps and honest stage data

• First new deals closed or in final stages

• A documented outbound playbook for the region: messaging, sequencing, and what converts

• Strong working relationships with the company's product and engineering teams

First 12 months

• Meaningful new revenue closed against quota, with complex, high-value transactions in the mix

• Multi-threaded executive relationships across your account set

• A repeatable enterprise sales motion for the UK and Europe that the next hire can run

WHO YOU ARE

You have 7+ years in a full-cycle, closing sales role, with a track record of consistent quota over-achievement on complex enterprise deals, including transactions of $1M+ ARR. You've owned C-level relationships, and you're comfortable building pipeline through your own outbound rather than waiting for marketing to hand it to you.

You sell by understanding, not by pitching. When a Head of Supply Chain describes their delivery model, you listen for the constraints and trade-offs, not just the pain points. You ask the questions that uncover the real problem, and you can hold a technical conversation about integrations and deployment without handing it off.

You communicate clearly at every level, from the C-suite to the engineers scoping the integration, and you can carry a complex value story without jargon.

An existing network in UK or European retail, grocery, quick commerce, or logistics is valuable. Fluency in a major European language is a plus as we grow on the continent. A consulting or solution-engineering background is also a plus, not a prerequisite. What matters is that you've closed, repeatedly, in deals where the solution had to be designed rather than picked off a price sheet.

This role is probably not right for: Sellers who need a mature playbook, an SDR team, and marketing-sourced pipeline. The support here is real, but the motion is build-it-yourself: you find the accounts, you open them, you close them.

HOW THIS ROLE WORKS

You join a small, high-performing UK/EU team alongside a Customer Success function and regional leadership. The company is a startup. The team is lean. You'll have significant autonomy and direct access to the company's founders, product leaders, and engineering team. That access isn't ceremonial. You'll be in product discussions regularly, shaping what the company builds based on what you're learning in the field.

The role is based in London, with regular travel across the UK and Europe.

The first 90 days are weighted toward account mapping, first meetings, and pipeline build. Closing follows the work.

More about the company [link for members]

The company IS THE PLATFORM THAT POWERS MODERN LOGISTICS.

Commerce has inverted. For decades, customers came to where products and services were. Now products and services come to them, on their terms, in real time. That shift has turned every company into a logistics company, even though almost none of them were built to be one. Couriers, fleets, gig workers, parcel carriers, in-store labor, and increasingly autonomous systems all have to be coordinated in real time, against tighter windows and rising expectations, with hard-fought customer trust on the line.

The company unifies decisioning, execution, and capacity into a single programmable platform. Real-time, AI-native intelligence determines what should happen, operational control executes it, and the platform dynamically orchestrates capacity from any source: a company's own fleets, partners, or the company delivery network. Whether a job involves a courier, a gig driver, an internal fleet, a store employee, a technician, or an autonomous vehicle, the company selects the right resource and manages execution through completion.

We power delivery and logistics for some of the most recognizable brands in commerce, including Walmart, Urban Outfitters, 7-Eleven, and Woolworths, alongside platforms like Shopify and Toast. Over the next decade, logistics will become as foundational to commerce as payments, cloud, and connectivity. The company is the platform that powers it.

The company was founded in 2021 by Mahmoud Ghulman (2x Founder, MIT) and Aziz Alghunaim (2x Founder, 2x YC, Ex-Palantir, MIT) and is backed by Y Combinator, a16z, and other top investors. We are headquartered in San Francisco.

WHAT YOU’LL LOVE ABOUT US

✅ Early-stage, well-funded startup – directly impact the company and grow your career!

✅ Quarterly broader team on-sites to bond with teammates

✅ Competitive compensation and opportunity for equity

✅ Flexible paid time off

✅ Health, dental, and vision insurance for US employees