Founding Account Executive

Location: Atlanta, GA / Toronto, ON (onsite/hybrid); for exceptional candidates, fully remote is also an option. Job Type: Full-Time Salary Range: • Base: $140k–$160k CAD per year • OTE: Up to 50% of base, paid on hitting targets Job Description Job Roles & Responsibilities Role Overview The Founding Account Executive (Studio) is responsible for scaling revenue for Fulfillment IQ’s product initiatives operating under the Studio model. This role is not a traditional service of AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable SaaS GTM motion. The Founding AE operates with higher risk of tolerance, greater ambiguity, and stronger ownership than a traditional services seller. This role will help transform validated MVP-stage software into scalable revenue engines. Mandate Own ARR growth for assigned Studio product(s) Refine ICP, pricing, packaging, and commercial positioning Build repeatable SaaS sales motion Partner with Product on revenue-driven feature prioritization Must Have 3-7+ years in B2B SaaS sales Experience selling early-stage or growth-stage products Strong enterprise selling discipline - multi-stakeholder, multi-threaded deal management Experience in influencing pricing and packaging Comfort operating in ambiguity Builder mentality, not a caretaker Executive presence and the ability to build trusted relationships with senior client stakeholders Logistics, supply chain, WMS/OMS/TMS, or integration domain familiarity is strongly preferred Demonstrated ability to build an outbound pipeline Comfortable with enterprise sales cycles and complex procurement processes. Key Responsibilities Drive new ARR bookings Build and qualify early ICP segments Close complex B2B SaaS deals Establish expansion motion within product accounts Shape pricing strategy based on deal feedback Recommend packaging refinements Test enterprise vs mid-market positioning Market Validation & Feedback Loop Gather structured market insights Submit revenue-backed feature requests Provide customer signal to Product leadership GTM Infrastructure Build pipeline forecasting rigor Define scalable playbooks for the future product team What Success Looks Like in the First 90 Days 30 Days In Become demo-certified on the core product and deliver a full product walkthrough by Day 30 Map the competitive landscape: understand where Zynque wins, loses, and is not yet being considered Shadow existing customer conversations to understand buyer language and objection patterns Build initial target account list: 100+ ICP-qualified accounts with outbound sequencing logic Define your outbound messaging hypothesis and validate before launch Build strong working relationships with Delivery, Practice Leads, and Pre-Sales Identify immediate expansion opportunities and delivery risks within existing accounts Develop a deep understanding of assigned accounts, contracts, delivery scope, and margin profile 60 Days In Establish quarterly business review (QBR) cadence, account plans, and executive stakeholder maps for owned accounts Actively generate and qualify new pipeline through outbound activity, referrals, and partner collaboration Launch full outbound motion and start building a qualified pipeline Refine outbound messaging based on early discovery signal Improve visibility into account health, margin, and delivery capacity constraints Engage Pre-Sales and Technical Sales on early-stage new logo opportunities 90 Days In Demonstrate measurable revenue impact across both new logos and expansion Build a balanced pipeline covering new acquisitions and account growth Improve executive-level engagement across existing and prospective clients Deliver 12-month ARR forecast and a first draft of the GTM playbook Present ICP refinement recommendations and pricing feedback to Product leadership Show forecast accuracy and disciplined opportunity qualification Key Performance Indicators (KPIs) Net new ARR Expansion ARR Forecast accuracy Why You’ll Love Working Here At Fulfillment IQ, we don’t just build supply chain solutions; we build long-term careers. We believe in giving our people real ownership, real influence, and meaningful responsibility. Whether you’re leading a client relationship, shaping a solution, or building internal capability, your decisions have a visible impact. We operate with a high-trust, high-standards culture that values clear thinking, collaboration, and accountability without unnecessary hierarchy or bureaucracy. Work That Matters You’ll help solve real operational challenges that directly impact global commerce, customer experience, and supply chain performance. Career Growth That Matters We invest in mentorship, leadership development, and continuous learning — supporting both vertical growth and long-term career progression. Flexibility to Thrive We support remote and hybrid work models, flexible schedules, and trust our teams to manage their time responsibly. We Celebrate Impact From project wins to personal milestones, we recognize contribution, celebrate progress, and value consistency over heroics. Perks you’ll appreciate Comprehensive health and dental coverage for you and your family (region‑specific plans) Employee wellness programs where applicable Time Off Competitive paid time off (PTO), sick leave, and public holidays Flexible leave policies that respect local labor standards Retirement savings programs and employer contributions Region-specific plans (401(k) in the U.S., CPP and supplementary plans in Canada) Professional Growth Dedicated learning and development budget Support for skills development, leadership growth, and career progression Flexible Work Remote and hybrid work options Flexible working hours aligned to role and client needs Equipment and workstation allowances Internet and business travel reimbursements Employee stock options (ESOP), where applicable Team events, meetups, and company offsites Life at Fulfillment IQ Fulfillment IQ is a company that values its people, and we work together as a team while being a remote company. Fulfillment IQ is an equal opportunity employer. We celebrate diversity, inclusivity, and are committed to creating a culture of equitable opportunities for all employees. #J-18808-Ljbffr