Senior Enterprise Account Executive - B2B SaaS Firm

About Company: It is a leading Artificial Intelligence (AI) and Machine Learning (ML) enabled logistics management platform, dedicated to transforming goods transportation and supply chain operations for enterprises. It provides end-to-end automation, from first-mile to last-mile, offering cutting-edge solutions like dynamic route optimization, real-time fleet visibility (Digital Twin technology), and predictive analytics. Trusted by major brands in FMCG, Retail, and Dairy, it helps companies significantly reduce logistics costs, boost operational efficiency, and enhance customer service. The Role: Sr Enterprise Account Executive Looking for a high-performing and results-driven Sr Enterprise Account Executive to join the growing commercial team. The ideal candidate will be a seasoned hunter responsible for identifying, qualifying, and closing new logo business within key enterprise segments. This role requires a deep understanding of the logistics, supply chain, or SaaS technology landscape and the ability to articulate complex value propositions to senior executives (VP/CXO level). Key Responsibilities: 1. New Business Acquisition (Hunting): - Independently prospect, qualify, and generate new sales pipeline within target enterprise accounts (FMCG, Retail, CPG, 3PL) using a multi-channel approach. - Develop and execute strategic account plans to identify key decision-makers and organizational structures within prospective clients. - Take full ownership of the sales cycle, from initial contact to contract closure. 2. Value Selling & Solution Consulting: - Conduct thorough needs assessments to deeply understand the prospect's logistics pain points (e.g., cost per delivery, fleet utilization, ETA accuracy). - Expertly position AI/ML-driven solutions (like PlanWyse, ExecuteWyse, and GeoWyse) as strategic differentiators that deliver tangible ROI (e.g., 15% cost savings, 12% service level improvements). - Collaborate closely with Solution Engineers and Product teams to customize presentations, demos, and proof-of-concept proposals. 3. Forecasting & Reporting: - Maintain meticulous and up-to-date records of all sales activity and pipeline status in the CRM (e.g., Salesforce). - Accurately forecast quarterly and annual revenue, demonstrating a clear path to achieving and exceeding assigned sales quotas. - Provide regular, concise reporting to Sales Leadership on pipeline metrics, deal status, and critical roadblocks. 4. Market Expertise & Partnership: - Act as a subject matter expert on the logistics technology market, competitive landscape, and key industry trends (e.g., D2C, continuous planning). - Work collaboratively with Marketing to refine messaging, create compelling case studies, and execute targeted campaigns. - Facilitate a smooth handover of new accounts to the Customer Success team post-closure. Required Qualifications: - 7+ years of successful quota-carrying B2B sales experience, with a minimum of 3 years selling Enterprise SaaS solutions. - Proven track record of consistently meeting or exceeding annual sales targets ($500K+ ARR quota experience preferred). - Demonstrable experience navigating complex, multi-stakeholder sales cycles (6-12 months). - Deep understanding of supply chain, logistics, transportation, or warehousing processes. Experience selling Route Optimization or TMS (Transportation Management Systems) is highly valued. - Exceptional presentation, negotiation, and written communication skills. - Bachelor's degree in Business, Engineering, or a related field. - Experience selling solutions incorporating Artificial Intelligence (AI) or Machine Learning (ML). - Established network within the target industries (FMCG, Retail, Dairy) in the MENA and India region.