Account Executive

Job Description

About Freight Hero

FreightHero is an AI-native services company built to support the freight brokerage industry, which is in dire need of it. Robin, our autonomous AI agent, handles back-office work end to end. Our Heroes, a sharp human-in-the-loop team, catch the edge cases. Brokers pay us per load, see ROI in weeks, and reassign or eliminate the teams they used to rent.

We are backed by incredible investors, Dynamo Ventures, AI Fund, Field Ventures, Flybridge Capital and other major names in VC.

The thesis is proven. What is next is growth, and that means building a team of incredible people around us to push the company to the next level. The product is real, the customers are real, the revenue is real, and joining now means shaping how this company runs.

About the Role

This is a founding sales seat. As Account Executive, you will own revenue growth for Freight Hero and work directly with the CEO to build the sales motion from the ground up. You will run the full sales cycle with mid-market freight brokers, from first conversation to signed contract, and you will be the face of the company in the market. That means being on the road, hosting events, working conferences, and building the kind of relationships that this industry runs on.

This is not a seat for someone who wants to work leads handed to them from a mature demand engine. It is a seat for someone who knows freight, knows the people in it, and gets energy from being in the room. The freight brokerage world is a relationship business, and we are looking for someone who already speaks the language, whether that comes from leading sales at a brokerage or selling technology into one.

As the sales function matures, you will have the opportunity to shape it, and there is a clear path to sales leadership for the person who builds this engine with us.

What Success Looks Like

A high-functioning Account Executive at Freight Hero looks like this:

• The pipeline is real and it is yours. You are sourcing, qualifying, and advancing opportunities with mid-market brokers, and the CEO is no longer the only person closing deals.
• Freight Hero has a visible presence in the industry. You are at the conferences that matter, hosting dinners and events, and brokers know who we are because they know you.
• Deals close cleanly. Discovery is sharp, ROI conversations are grounded in real numbers, and contracts move through negotiation without stalling.
• Customer relationships start strong. Handoffs to onboarding and customer success are smooth, and the accounts you close become references.
• The sales playbook is taking shape because you helped write it. You contribute to messaging, objection handling, pricing conversations, and pipeline hygiene, working with the CEO to make the sales motion documented and repeatable.

Your job is to make all five of those things true.

Key Responsibilities

Full-Cycle Sales

• Own the sales cycle end to end: prospecting, discovery, demos alongside the product team, proposal, negotiation, and close.
• Build and maintain a healthy pipeline of mid-market freight brokerage prospects through outbound effort, referrals, and industry relationships.
• Lead ROI-driven sales conversations, anchoring on per-load economics and the cost of the back-office teams brokers rent today.
• Work with the CEO on pricing, SOW structures, and contract negotiations as deals mature.

Industry Presence and Relationships

• Be the face of Freight Hero in the market. Represent the company at industry conferences, trade shows, and events throughout the year.
• Host dinners, happy hours, and Freight Hero events that build our network and our brand within the brokerage community.
• Develop and nurture long-term relationships with brokerage owners, executives, and operators, including the ones who are not ready to buy yet.
• Travel regularly. This role is built around being where the industry is, not behind a screen.

Building the Sales Engine

• Contribute to developing and documenting the sales playbook: ICP definition, messaging, discovery frameworks, objection handling, and competitive positioning.
• Keep the CRM clean and the pipeline honest. Forecasting should be something the CEO can trust.
• Feed market intelligence back into the company: what brokers are asking for, where deals get stuck, and what the competition is doing.
• Partner with operations and customer success to ensure what you sell is what we deliver.

AI-Forward Ways of Working

• Use AI tools and AI agents actively in your day to day, from prospect research and outreach drafting to call prep, follow-ups, and pipeline analysis.
• Sell an AI product credibly. You should be able to explain what Robin does, where the Heroes fit, and why the model works, without needing an engineer in every room.
• Continuously look for ways to use AI to do your job faster, more accurately, and at greater scale.

What We Are Looking For

• A background in freight sales. Ideally you have been a sales leader at a freight brokerage or spent meaningful time selling freight technology into brokers. You know the industry, the personas, and the pain.
• An existing network in the brokerage world, and the instinct to keep growing it.
• High EQ. You build trust quickly, read a room well, and turn first conversations into lasting relationships. People enjoy buying from you.
• Comfortable being the face of the company. You are energized by events, conferences, and dinners, not drained by them.
• Willingness to travel regularly and represent Freight Hero wherever the industry gathers.
• Strong full-cycle sales fundamentals: disciplined discovery, clean pipeline management, sharp negotiation, and consistent closing.
• Excellent written and verbal communicator. You can run a boardroom pitch one moment and a barstool conversation the next, and both land.
• Genuinely curious about AI and technology. You do not need to be technical, but you need to understand what we sell well enough to be credible with skeptical operators.
• Comfortable operating in an environment with ambiguity and rapid change. You see an empty playbook as an opportunity to write it.

Why Freight Hero

• Work directly with an experienced, previously exited founder building the revenue engine of the company.
• Get in on the ground level of a venture-backed startup with strong PMF signal and real customer traction.
• Real ownership of revenue and the customer relationships that define this company's trajectory.
• A clear path to sales leadership as the team scales around the engine you build.
• A front-row seat to AI and logistics, two of the most consequential spaces in B2B tech right now.
• Competitive salary, uncapped commission potential, and equity in a venture-backed company with significant upside.