Senior Enterprise Account Executive

ABOUT THIS ROLE

As a Senior Enterprise Account Executive at the company, you will help large enterprises reimagine how they manage last-mile delivery. This is a strategic, high-impact role focused on closing complex, high-value deals and shaping how our most important customers adopt the company’s AI-powered logistics infrastructure.

You will play a crucial role on our Go-To-Market (GTM) team in scaling the company’s enterprise sales motion, building predictable revenue streams with aggressive quotas. Your focus will be on industries where the company has already established strong traction: Grocery, Retail, Convenience, Food, and Pharmaceuticals. You will leverage our technical edge, agility, and grit to drive further success in these markets.

This role reports to our CEO and Co-Founder and will work closely with our Head of Growth and CFO. Your passion and expertise will help us build the the company brand and further accelerate our rapid expansion. This is a full-cycle role with support from marketing, product, and data, and your work will help customers evolve from fragmented delivery workflows to unified, intelligent logistics infrastructure.

KEY RESPONSIBILITIES

• Build and manage a complex sales pipeline from scratch, focusing on high-value, enterprise-level deals. This includes identifying, prospecting, demoing, negotiating, and closing deals with a strategic approach.

• Develop and execute a high-touch playbook for each target account that leverages a strong outbound motion, strategic networking, and targeted messaging to engage and convert key enterprise accounts.

• Establish and grow relationships with enterprise companies in the grocery, convenience, pharmaceutical, and retail industries, positioning the company as a trusted partner in their delivery operations.

• Lead the technical scoping process to understand and map client needs to the company’s technical capabilities, customizing solutions to address specific challenges and deliver measurable value.

• Collaborate closely with product, marketing, and engineering teams to align the company’s offerings with customer needs. Provide actionable feedback that refines sales strategies and supports product development.

• Maintain a deep understanding of target markets and customer pain points. Contribute to internal feedback loops that drive product development and marketing strategies, keeping the company ahead of market demands.

• Routinely update CRM and other sales tools with accurate activity data, deal progressions, revenue projections and next steps, maintaining transparency and strong sales hygiene.

REQUIREMENTS

• Proven track record in selling complex, technical products to B2B enterprises, particularly in AI, SaaS, logistics, retail, or equivalent. Experience managing and closing high value, complex deals over a 6-12+ month period.

• Strong technical background, especially in selling API-driven solutions. Ability to understand and articulate complex product offerings to both technical and non-technical stakeholders.

• A self-starter with a high level of motivation who sees themselves as a major stakeholder in the company's growth. Demonstrated ability to manage responsibilities independently while contributing to team success.

• Strong curiosity in understanding customer needs and challenges, with the ability to ask insightful questions that uncover deeper issues and craft tailored solutions.

• Proficient in analyzing data to extract key insights that demonstrate the company’s value. Experience working with complex data sets and collaborating with the data team to develop advanced reporting.

• Exceptional communication skills, with the ability to convey complex ideas and technical concepts clearly to stakeholders at all levels, from C-suite executives to technical teams. Capable of presenting the company’s value proposition persuasively and handling objections effectively.

• A history of exceeding expectations, whether in academic achievements, career milestones, or other significant accomplishments.

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 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