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Strategic Account Executive, Enterprise… at ShipScience · California
Skills
Job Description
Strategic Account Executive, Enterprise Parcel Shippers (New Logos)
Location: Remote (US) Reports to: VP of Sales
About ShipScience
ShipScience helps high-volume parcel shippers reduce shipping costs and operational friction through analytics and automation (e.g., parcel spend visibility, performance issues, and workflow automation around refunds/claims/reconciliation).
We’re profitable, growing quickly, and hiring a senior enterprise seller who can close complex deals that have been set-up via our Business Development team and leveraging deep logistics relationships.
Our value-proposition is crystal clear upon analysis which leads to data-driven ROI presentations showcasing exact savings opportunities going overlooked that ShipScience can correct/improve and maintain.
The mission
Bring in new enterprise logos that ship 10,000+ parcels/week by leveraging your existing network and running a high-quality, consultative enterprise sales cycle.
What you’ll do
- Own the full enterprise sales cycle: identify targets, work with Business Development to create demand, run discovery, build ROI, navigate procurement, and close enterprise agreements.
- Leverage your logistics network to generate high-quality meetings with enterprise shipping decision-makers (Transportation, Supply Chain, Ops, Logistics, DC/FC leaders).
- Build and execute named-account plans (top enterprise shippers) and develop multi-threaded relationships across each org.
- Partner with internal stakeholders (Product/Ops/CS) to run pilots, prove value, and convert to long-term customers.
- Maintain clean pipeline hygiene in CRM and provide accurate forecasting.
- Represent ShipScience at relevant logistics and parcel/shipping events, typically 1-2/Qtr.
What we’re looking for
Must-have
5-10+ years of quota-carrying sales experience in logistics-related environments such as:
- Experience selling into enterprise transportation/parcel operations (rate shopping, analytics, carrier compliance, claims/refunds, invoice audit, shipping performance).
Proven track record closing complex B2B deals (typically 6-7 figure TCV or meaningful enterprise ACV).
Strong enterprise fundamentals: discovery, value messaging, mutual close plans, multi-threading, negotiation.
Nice-to-have
- Existing relationships with decision-makers at large shippers (10k+ parcels/week) in Ops/Supply Chain/Transportation/Logistics.
- Experience selling to eCommerce, retail, CPG, manufacturing, or 3PL-heavy shipper networks.
What success looks like (first 6–12 months)
- No ramp. Work side-by-side with our Director of Sales moving already lined up SQL’s to Close/Won. Training wheels to come off upon Week 4. Must prove you know how to understand a product, demo, build rapport and move through to a signed agreement.
- Become the “go-to” relationship owner in the enterprise parcel shipper ecosystem.
- Work closely with post-sales to build a flywheel of add’l target introductions based on the customers you’ve closed and their network.
Compensation
We offer competitive compensation aligned with experience level and market expectations:
- Base Salary: $140,000–$160,000 (experience dependent)
- Variable Comp: 100% of Base (On Target)
- Total OTE (On Target Earnings): $280,000-$320,000
- Equity: Meaningful options in a profitable, high-growth startup
- Medical, dental, vision, 401(k), and flexible PTO
- Remote-friendly with opportunities for team offsites and collaboration
Why ShipScience?
- Profitable, fast-growing, and building a defensible niche in shipping intelligence.
- A strong, supportive leadership team that values clarity, speed, integrity, and ownership.
- A role that gives you visibility and impact across the entire company.
- The chance to help build a category-defining platform from the inside.
- Zero bureaucracy - high agency, high trust, and meaningful work every day.
How to Apply
Apply on our website (do not contact our team members directly).
Tell us about:
- A deal you closed in the last 12 months that you’re most proud of
- Your history of performance against quota (last 3 years)
- What excites you about joining ShipScience
We can’t wait to meet you.