Location Remote, United States

Reports to SVP of Sales

Type Individual contributor, quota carrying

About the role

This is a senior seller role. You own your book end to end: build the plan, build the pipeline, run the process, close the deal, then grow the account. There is no SDR handing you meetings. The expectation is that you would come with a hunter mentality and utilize previous relationships.

You are joining a team of two quota carrying reps that we expect to grow to six by the end of this year and double again by the middle of next year. Early team, evolving company, real category disruption. Extreme ownership is the job.

What you will own

You will be assigned 50-150 unassigned accounts from our target account list of F1000 retailers and 3PLs. You will also be assigned ~1-2 current spending accounts to expand.

From there you will:

• Create qualified opportunities and run them to close
• Grow the spending account you inherit, and grow every account you sign
• Log all activity in HubSpot so the pipeline is real and the forecast holds up
• Communicate clearly and often in Slack, because the team is remote and moves fast
• Build creative, specific account plans for the accounts you are given, and work them; in collaboration with Account Management and Account-Based Marketing teams
• Travel. Events are a big part of our go to market, and so are final pitches with major prospects and time on site with active customers

What you will sell

A usage based transportation product line:

• Our flagship middle mile product
• Full end to end delivery
• International
• Returns

Reps here sell all four. Stays here, goes there, or comes back.

Your first year

• Day 30: first qualified opportunity created
• Day 60: third qualified opportunity created
• Day 90: sixth qualified opportunity created
• Day 120: first new logo signed
• Day 360: tenth deal signed, new logos and expansions combined, including at least one tier 1 account

What we look for

• A track record of carrying and hitting an enterprise quota, end to end
• Creative account planning. Not a list of names, a real plan for how you win each one
• Strong HubSpot habits
• Industry expertise in parcel, logistics, or supply chain is a plus
• Comfort with ambiguity



How we work

Remote, senior, and accountable. You will get support, tooling, and a leadership team that will sell with you when it matters. What you will not get is cover for a quiet quarter. If that sounds right, we should talk.

Hiring Plan

• Phone Screen
• Hiring Manager Interview (SVP of Sales)
• Interview with an active Sr. Director of Sales
• Final Interview