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Pallet · 10 hours ago

Senior Enterprise Account Executive (West)

United States

Full-time

Remote

Senior Level, Lead/Staff

$250K/yr - $350K/yr

8+ years exp

Pallet is building AI Agents to transform logistics, having achieved significant revenue growth and funding. They are seeking a Senior Enterprise Account Executive to own enterprise acquisition and drive sales through a consultative approach.

Artificial Intelligence (AI)Business IntelligenceFleet ManagementLogisticsSaaSSupply Chain ManagementWarehousing

Responsibilities

Own full-cycle enterprise sales, from outbound to close, and drive net-new logo acquisition across your region

Build and maintain a 3x–4x qualified pipeline by running a disciplined outbound motion and self-sourcing at least 30 percent of opportunities

Lead a consultative, workflow-driven sales process that uncovers operator pain and maps it to Pallet's use cases

Advance 5–7 enterprise deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders

Build CFO-ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet

Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts

Qualification

Enterprise B2B SaaS salesSolution-sellingLogistics workflows knowledgeTechnical product sellingPipeline managementExecutive presenceLearn quickly

Required

8+ years of experience in enterprise B2B SaaS or enterprise logistics sales

Track record of closing six- and seven-figure enterprise deals

Strong solution-selling and value-mapping skills

Ability to speak fluently about logistics workflows. If you don't have logistics experience, we'll test your ability to learn it

Comfortable selling technical, workflow-heavy products with a baseline understanding of LLM/AI, if you have logistics experience but less technical exposure, we'll test your aptitude to learn our platform quickly

Experience navigating long sales cycles, internal politics, and complex buying committees

Executive presence with operators and technology leaders (COO, CIO, VP Ops, VP IT)

Can build clear business cases tied to measurable ops and financial impact

Disciplined outbound operator with strong pipeline hygiene

Ability to learn new industries and technologies quickly and apply insights immediately