Account Executive

Are you known for cultivating trusting relationships that help shape the future of how brands think about logistics in the 3PO space? Are you ready to be a pivotal team player in a group of dedicated professionals who enjoy competitive compensation and performance- based commissions?

If you are ready to contribute to the growth and success of a high-performing team and sit at the ground floor of a growing revenue organization and play an active role in shaping how we go to market, please keep reading.

Do you?

HAVE A HUNGRY, FORWARD-MOVING GROWTH ORIENTATION? You embody a hard-working and competitive attitude and you know how to push past plateaus, and aren’t satisfied with “good enough”. Hearing ‘NO’ doesn’t slow you down and you find new, creative ways to approach and check in on potential customers.

TAKE THE INITIATIVE AND ARE AUTONOMOUS, DISCIPLINED AND CREATIVE? You are motivated to complete cold calls, prospective meetings and emails and show the ability to consistently reach out to current customers. You are motivated to make calculated and creative decisions that are appropriate for your customers scope without oversight.

EMBODY DISCIPLINE AROUND PROCESSES AND FOLLOW-THROUGH? You use operating discipline as a performance advantage and focus on building trust internally and protecting the customer experience by enabling strong execution across teams.

ESSENTIAL DUTIES MAY INCLUDE:

Within the first 30 days:

• Brings knowledge of industry, and effective sales strategies, showing a competitive, hungry mindset when setting sales targets/behaviors.

• Learns how to successfully navigate the complexity and high demands of selling 3PL & 3PO solutions.

• Has completed minimum 15 calls on the outbound side, 15 SDR inbound calls, and sat in on minimum 10 sales calls.

• At 45 days: Is effectively handling their own sales calls, showing understanding of how to run the conversation, taking questions, and giving accurate pricing information.

3 months and ongoing:

• Has closed 1st deal, following Head of Growth's lead and shows 95% proficiency in sales calls.

• Shows proficiency with customer communication, answering routine questions from previous trainings, and is able to answer the objections that customers voice in prospecting calls.

• Has set monthly sales targets and benchmarks for quarterly & yearly sales goals, number of signed customers, how many contracts to send, number of sales meetings booked, and number of outbound leads to generate for the upcoming year.

• Has attended at least one industry event, brings learnings and industry trends to team.

6 months and ongoing:

• Displays momentum and confidence in sales conversations and shows a competitive drive to engage more customers and exceed last months' numbers.

• Gathers industry trends and discusses with Head of Growth how a shift in process/product will help ShipCalm to complete in light of new industry trends.

• Brings new ideas to improve the sales process, ie: revamp a pitch deck, taking on a ROCK to improve business outcomes, and contribute to a product.

9-12 months and ongoing:

• Shows expertise in focusing on the benefits and ROI of ShipCalm's solutions and services and anticipates & responds effectively to concerns from prospects in the negotiation process.

• Outbound pipeline is full, sourcing 5-10 prospective customers at a time.

• Has closed a "whale" of a deal (~100K+/month in revenue), or a few deals that add up to $100K/month.

EDUCATION, SKILLS & EXPERIENCE:

• 2+ years’ experience in an Account Executive/Sales role, with a working knowledge of full-cycle sales pipelines, including prospecting, discovery, negotiation, and close required

• Bachelor’s degree or coursework in Business, Marketing, Supply Chain Management, or related field preferred

• Proven understanding of logistics, fulfillment, or supply chain operations strongly preferred, with the ability to translate operational concepts into customer-facing value, strongly preferred

• Familiarity with CRM systems and sales technology, including HubSpot or similar platforms preferred

• Demonstrated foundational business acumen, with exposure to revenue generation, outstanding customer experience, and account management preferred

• Proficiency with Google Workspace applications and the ability to leverage digital tools to support productivity and collaboration preferred

• Professional presentation skills, demonstrating confidence, credibility, and composure in customer-facing interactions required

COMPANY BENEFITS & COMPENSATION INCLUDE:

•  $90-110K/year + commissions, DOE

•  Medical, Dental, Vision, 401(k), Life, Accident, EAP, PTO, Holidays, Sick Time

WHO WE ARE:

At ShipCalm we operate with an “Almost Monday” mindset, bringing energy and intention to the work week. We believe you can’t have “no” in your heart. Challenges are expected in a growing, complex operation, and resilience is a key part of our success. Speed matters here but only when aligned with accuracy. At ShipCalm, humanity is a daily practice, where we create a place of respect and enjoy a family feel. Leaders are trusted, problems are faced head-on, and calm, disciplined execution of work allows both people and the business to deliver on promises, consistently.