Account Executive

Join a team changing how companies audit, pay for, and control one of their biggest operating expenses. Find out exactly what skills, experience, and qualifications you will need to succeed in this role before applying below. Founded in 2005, Lojistic is a shipping spend management and payments company. We help businesses audit, pay, and reduce. what they spend with carriers like UPS, FedEx, and LTL providers through payments, analytics, automation, and contract optimization. Clients include brands like Chipotle, MillerCoors, Christian Louboutin, Electrolux, Royal Caribbean, and Toshiba. Our biggest growth engine is +PAY, a B2B payments program for carrier spend. If you’ve sold commercial card, virtual card, AP payments, or spend management, you already know how this sale works: card-based payments, rebates, working capital, and a CFO who wants control over a high-volume payables category. We’ll teach you the shipping side. The Role: As an Account Executive at Lojistic, you’ll own the full sales cycle—from initial outreach through close—selling into mid-market and enterprise companies with significant shipping spend, primarily through their finance and operations leaders. This is a consultative, value-driven sales role focused on uncovering inefficiencies in how companies audit, pay for, and control that spend, quantifying financial impact, and guiding prospects toward smarter, data-backed decisions. What You’ll Sell: You’ll sell the full Lojistic platform. +PAY leads, and our other solutions are frequently packaged with it. +PAY (Freight Audit & Payment): We audit carrier invoices and pay carriers on the client’s behalf. Clients choose a recurring cash incentive or 35 extra days to pay. Contract & Rate Optimization: We renegotiate clients’ carrier agreements with no upfront fees, paid from a share of the savings over a multi-year term. Often sold alongside +PAY. Shipping Analytics & Intelligence: We turn invoice and shipment data into reporting finance and operations leaders use to forecast and reduce spend. The Earnings Potential: Most sales roles reset every year. You close business, hit your number... and start over at zero. This one doesn’t. At Lojistic, you build a recurring book of business. Every deal you close continues to pay you—year after year. That’s the upside. The tradeoff is that you start from scratch. Our AE comp plan is built to get the right person to $250,000–$450,000 per year. That’s not a marketing number—it’s what the model produces when a real book of business is built. Here’s the honest version of how it works: Base salary: $90K–$115K depending on experience—your guaranteed floor while you build Monthly commission: 10% of commissionable revenue on your book—doubled to 20% for your first 12 months. Quarterly bonus: $2,500–$15,000 based on a points system tied to new business closed (can be $0 depending on performance) Performance milestones: $5K bonuses at 6, 9, and 12 months, tied to activity and deal targets—designed to reward the behaviors that build a book. The ramp is real. It takes 18–24 months to build the kind of book that generates $250K+, and if you’re coming from a fintech role with a defined OTE, year one will likely pay less than you’re used to. Hit your ramp targets and you’re clearing six figures in year one before commission—that’s what the performance milestones are for. Stay consistent long enough and the model compounds: recurring revenue, no cap, and commission paid for the life of every deal you close. This isn’t a transactional sales role—the reps who succeed here treat it like building a book, not chasing a quota. Who We’re Looking For: If you’ve been producing at a commercial card, virtual card, AP automation, B2B payments, spend management, or freight payment company—and something changed (layoffs, comp plan changes, territory cuts, or capped upside)—this is worth a serious look. Logistics experience is a plus, not a requirement. You’ll need to learn carrier pricing and contracts. We’ll train you on it, but you have to put in the work. This role is built for someone who can generate their own pipeline, run complex deals with multiple stakeholders, and stay composed when a CFO and an operations lead are pushing back on the same call. This role isn’t for you if your pipeline has mostly come from inbound or an SDR team, or if you’d rather have predictable pay than long-term upside. This role requires attending ~1 tradeshow per month (travel required), where you’ll be expected to actively generate pipeline, build relationships, and create opportunities on the floor. What You’ll Be Doing: Owning the full sales cycle from prospecting through close, including outbound outreach, discovery, solution design, proposal development, and contract execution. Running thoughtful discovery conversations to understand a prospect’s payables and payment workflows, spend controls, carrier relationships, and cost structure. Positioning Lojistic’s full platform (led by +PAY and supported by contract optimization and analytics) as strategic, ROI-driven solutions—not transactional tools. Managing a healthy pipeline by consistently generating new opportunities while advancing active deals through the sales process. Collaborating with internal subject-matter experts and sales leadership to craft compelling, data-backed recommendations. Confidently presenting to and negotiating with C-level decision-makers. Maintaining accurate opportunity data, forecasts, and activity tracking in Salesforce and related sales tools. Staying current on carrier pricing, payments trends, market dynamics, and Lojistic’s evolving product offerings. Executing with urgency, discipline, and accountability—because results matter here. Skills & Qualifications: Proven success in a quota-carrying B2B sales role. Experience selling B2B payments or finance solutions (commercial or virtual card, AP automation, spend management, treasury, or freight payment) is strongly preferred Experience selling into complex buying environments with stakeholders across finance, operations, and leadership, especially CFOs, controllers, and AP teams. Experience in parcel, freight, or logistics (carrier, 3PL, or shipping SaaS) is a plus, but not required. Comfort selling payments and tech-enabled financial solutions where value is tied to financial impact and ROI—not just features. Ability to run structured discovery, identify inefficiencies, and translate complexity into clear business value. Strong written and verbal communication skills, with the discipline to be clear, concise, and direct High level of personal accountability—you take ownership of your pipeline, forecast, and results. Experience using Salesforce and modern sales tools to manage opportunities and forecasting with accuracy. Bachelor’s degree is great, but performance matters more than pedigree. Benefits & Other Cool Stuff: We’re a high-performing team that sets big goals, celebrates victories, encourages personal development and professional growth, and has fun along the way. 401(k) with company match (because island retirement parties don’t pay for themselves) Health and dental benefits (promoting healthy bodies, minds, and smiles). Generous paid time off, including your birthday (because everyone deserves a personal holiday) Fully remote work environment (because daily office commutes are so 2019). Company-sponsored personal development initiative (learn something new, surprise yourself, expand your universe). Community “greater good” service programs (good karma always finds its way back). Quarterly health challenges (our co-founder swears good health makes life better...and he’s probably right). Annual company event in Southern California (let’s all get together and have some fun) Monthly allowance for home-office must-haves (coffee, more coffee, sticky notes, and whatever else fuels your genius). xmvmafu High-performance, low-ego culture focused on results, ownership, and continuous improvement. Life at Lojistic – Get a Feel for the Vibe: • Culture Overview: • Meet the Company: • Giving Back – Greater Good: • First Fridays: Video Samples: o