FourKites is looking for a
Strategic Account Executive to join our US Sales Team. This individual will be responsible for selling to both new and existing accounts. The ideal candidate will have a successful track record in selling SAAS Supply Chain and Logistics Transportation solutions to Fortune 1000 customers in the United States. We are looking for a self motivated, collaborative, team player with a track record of exceeding quota throughout their career. Experience in successfully selling across multiple verticals is a plus, most notably to large customers within the CPG, Retail, Industrial and Manufacturing segments. Knowledge of Supply Chain business process across the end to end supply chain is required along with experience in both inbound, outbound and facility processes. Familiarity with Global Execution focused Control Towers and Agentic Workforce solutions is desired as well. The selected Account Executive will manage between 15-25 accounts and be responsible for coordinating go to market efforts and collaborating with a variety of business stakeholders including Solution Consulting, Customer Support, Inside Sales, Customer Support, and Services personnel. This position will report to the Regional VP of Sales.
Account Executive Responsibilities- Exceed assigned quota on a quarterly and annual basis
- Increase ARR for existing accounts while securing profitable revenue for new customers
- Develop trusted partnership relationships across various divisions and at various levels across assigned accounts
- Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives
- Facilitate stakeholder mapping plans for all key accounts outlining key Supply Chain targets across the enterprise along with strategies for establishing relationships
- Engage with Value Delivery team to understand customer's SOP's, map FourKites solutions to them and codify the value that our solutions can deliver
- Work with Regional Sales VP, Services, Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts
- Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives
- Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets.
- Clearly communicate "go to market" strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE's plans for subject account
- Leverage FourKites' internal AI tools to maximize productivity and improve customer facing activities.
- Update Salesforce on a regular basis (no less than weekly) to ensure all qualified deals and target accounts are regularly updated with appropriate deal specifics (action plans, close dates, revenue etc.) and account plans and strategies
Basic Qualifications- Minimum 5+ years selling enterprise supply chain software solutions to Fortune 1000 customers across multiple verticals
- Track record of consistently exceeding sales objectives throughout career
- Strong "hunter" capabilities enabling AE to successfully capture new business with assigned prospect accounts
- Strong "Account Management" skillset enabling AE to develop strategic plans enabling them to expand market share with existing accounts
- History of developing key coach and executive sponsor relationships to drive successful transactions and "win/win" partnerships
- Complex selling experience to support objectives of selling FK solutions to disparate stakeholders across different segments of the supply chain i.e. Transportation, Logistics, Execution, Planning, International, Finance, Operations etc.
- Strong verbal and written communication skills
- Ability to travel 25% or more of the time
Preferred Qualifications- Excellent listening skills to facilitate clear understanding of customer, their business, SOP's, and strategic objectives
- Presentation skills that enable the effective presentation of FourKites' solutions to customers and prospective clients
- Experience in selling "value" focused solutions vs. pitching tactical products
- Competitive driven self starter who can lead and influence across cross-functional teams within FourKites
- Experience in leveraging key Business Development/CRM tools including Salesforce, Linked In Sales Navigator, Zoominfo etc. to support commercial efforts
CompensationThe expected annual base salary range for this role is $140,000 - $170,000. Actual compensation will be determined based on several factors, including but not limited to experience, qualifications, skills, and business needs. In addition to base salary, this position is eligible for bonus and incentive compensation as well as participation in FourKites' employee stock option program.
BenefitsFourKites provides competitive compensation with stock options, outstanding benefits and a collaborative culture for all employees around the globe. To help you be your best, we have 5 global recharge days, in addition to generous PTO and standard holidays. Parental leave for all parents, an annual wellness stipend and volunteer days also provide you with time and resources for self care and to care for others. Throughout the year, FourKites sets aside time during the workday to learn and celebrate diversity. We're always listening for new ways to support everyone in and out of the office.
Benefits include:
- Medical, Dental & Vision benefits starting on first day of employment
- 401k Retirement savings with employer match
- Bonus and incentive compensation as well as employee stock option program
- Employer paid life insurance and short term disability insurance
- Generous PTO, global recharge days, and volunteer days
- Paid parental leave for all parents
- Family planning and inclusive wellbeing resources
- Technology reimbursement
- Commuter benefits for in-office employees (Chicago)
- Annual Wellness Stipend
- Ongoing learning & development opportunities
