As a Field Strategist, Logistics, your role is to bridge the gap between how freight and logistics operations actually run and how FlowX designs, positions, and sells AI solutions into that market. You'll bring firsthand operator credibility into the sales cycle, build the business case that gets a VP or C-level economic buyer to say yes, and make sure what we sell reflects how the work really gets done on the ground.
What you will do on a daily basis:- Partner with sales and presales teams to run discovery and gap-analysis workshops with logistics, transportation, and 3PL prospects.
- Translate operational pain (tender management, billing, dispatch, KPIs) into a defensible, dollar-denominated business case for economic buyers.
- Represent the operator's point of view in front of ops VPs and procurement leaders, speaking their language on OTIF, tender acceptance, cost-per-mile, and claims ratio.
- Map customer tech stacks (TMS, load boards, visibility tools) to FlowX's platform capabilities and identify integration and automation opportunities.
- Support RFP and bid desk conversations, drawing on direct experience with rate negotiations, lane awards, and contract cycles.
- Design and validate Proof of Concepts that reflect real warehousing, transportation, or brokerage workflows.
- Stay current on the competitive landscape of AI-in-logistics vendors and position FlowX's differentiation accordingly.
- Feed field and operator insight back into product and marketing to keep messaging credible and specific.
You're very likely to succeed if you have:- 7-10+ years of combined experience split across logistics/freight operations and a client-facing strategy, transformation, or sales-engineering role.
- Real operational time in warehousing/DC environments or transportation ops - you've lived inside the workflows you'll be selling against, not just studied them.
- Deep familiarity with the tender/RFP process - bid desk, carrier procurement, or freight sourcing - and a working understanding of how rate negotiations, lane awards, and contract cycles actually play out.
- A track record of owning or being measured against customer-facing KPIs (OTIF, on-time pickup/delivery, tender acceptance, claims ratio, cost-per-mile/cost-per-unit) and reporting them up to a customer's ops or procurement team.
- P&L or budget experience for a book of business, lane, or facility, with a real grasp of margin, not just volume.
- Fluency in the freight tech stack: TMS platforms (McLeod, Tai TMS, Trimble, Descartes), load boards (DAT), and adjacent tools (Parade, MacroPoint, Highway, Carrier Assure).
- Confidence building and defending a $-denominated business case in front of a VP/C-level economic buyer.
- Experience running structured discovery/gap-analysis workshops (Gap Selling or equivalent).
- Working knowledge of the AI-in-logistics competitive set (Augment, Vooma, Arnata, Boon, Drumkit, HappyRobot, Pallet).
Strong pluses:- Direct experience in dedicated/private fleet, asset-based trucking, freight brokerage, or 3PL/warehouse ops.
- Exposure to invoice reconciliation, CMR/BOL document workflows, or driver/HOS planning problems.
- Hands-on experience negotiating and managing customer or carrier contracts: rate agreements, SLAs, accessorials, detention/demurrage terms.
What's in it for you:- Direct impact on how the company scales and delivers multi-million-dollar enterprise transformation deals.
- Competitive compensation with an early-stage equity package.
- Work alongside an ambitious leadership team driving category creation in enterprise AI.
- Collaborative, fast-paced culture with room to grow and make an impact.
Location: New York CityBenefits- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Training & Development
