Strategic Account Executive, AI and Insights

Transflo | Freight Technology SaaS

The information below covers the role requirements, expected candidate experience, and accompanying qualifications.

About the Role

Transflo is looking for an elite, hunter-minded Strategic Account Executive to lead new business growth for our AI and insights portfolio, including Workflow AI (WFAI) and the Transflo Intelligence Suite. This is a high-visibility, quota-carrying role for a seller who wants to bring AI-driven automation and market insights to the freight industry's largest carriers, brokers, factors, and LTL fleets.

You will lead the strategic pursuits and often partner directly with Transflo's C-suite on strategic pursuits, working alongside our Solution Engineers, Product, Marketing, and Leadership teams to win complex, enterprise-level deals. You will be comfortable leading conversations from the CEO's office to the front line, and relentless about converting opportunity into Closed Won revenue.

What You'll Do

• Deliver against your assigned quota, per the comp plan, by selling WFAI, the Transflo Intelligence Suite, and the broader Transflo/ATI SaaS portfolio
• Hunt and build pipeline organically, targeting strategic enterprise accounts assigned by Sales Leadership
• Map each assigned account by identifying a minimum of 10 contacts, from Director to C-level, to ensure strong multi-threaded ownership
• Meet Opportunity Identification (OI) targets with disciplined, consistent prospecting
• Lead discovery and executive-level conversations that connect Transflo's AI and insights solutions to each customer's operational and strategic priorities
• Run a team-selling motion, coordinating onsite meetings and activities with Solution Engineers, Subject Matter Experts, Product, and Transflo executives to drive deals to close
• Collaborate with Account Management, Customer Success, and Marketing to define target contacts and accelerate account strategy
• Include the full Transflo/ATI and partner solution set in the initial sales cycle (post-contract upsell belongs to the AM and CSM teams, and the SAE quota does not include "farming")
• Support Account Management, RAE, and RSM colleagues with post-sale activities when needed to protect customer satisfaction
• Maintain a clean, accurate pipeline in Salesforce, with correct dates, stages, and commitment levels, and thorough activity notes to support daily and weekly executive reporting
• Build trust as a client advocate and maintain deep proficiency across the Transflo portfolio
• Travel 25 to 50% of the time for customer onsites, executive meetings, trade shows, and industry events, representing Transflo at the highest level, per the Transflo Employee Agreement
• Uphold Transflo's core values, policies, and procedures

What We're Looking For

We are hiring A+ talent. The ideal candidate combines a proven record of results with polished professionalism, flawless follow-through, and relentless pursuit of the win.

Minimum Qualifications

• 5+ years of consultative sales experience in a SaaS business model, with SaaS sales experience within the freight or transportation industry
• Proven, consistent track record of quota achievement, with annual quotas typically ranging from $1M to $5M
• History of independently leading and closing new deals larger than $1.5M TCV
• Demonstrated ability to lead conversations with confidence and credibility at every level, from CEO to front line
• Hunter mentality, with a record of building pipeline organically
• Strong team-selling instincts and a genuine willingness to collaborate
• Outstanding written and verbal communication skills, with tact, diplomacy, and executive presence
• Resourceful, self-directed, and highly motivated, with a desire to advance
• Ability to manage a heavy workload in a highly competitive, highly visible environment
• Bachelor's degree in Business, Marketing, Information Technology, or a related field

Preferred Qualifications

• Experience selling data solutions, analytics, or market intelligence solutions, or other AI and logistics automation applications
• Existing relationships or selling experience within the Transport Topics Top 500, carriers, brokers, factors, and LTL fleets
• Familiarity with FMCSA requirements, telematics, and TMS software

Why Transflo

You'll sell differentiated, market-leading technology in a category where AI is reshaping freight, with direct access to senior leadership and a real voice in how we pursue and win the industry's most important accounts. xhyhwjd

• Physical demands: sit, stand, listen, hear, read, talk, use a computer and phone, and travel up to 50% of the time.