Account Executive

Job Description Join a team reshaping how companies manage shipping spend. Founded in 2005, Lojistic is a shipping spend management platform helping businesses reduce costs through analytics, automation, and intelligence. We work with SMB and enterprise companies across industries, including brands like Chipotle, MillerCoors, Christian Louboutin, Electrolux, Royal Caribbean, and Toshiba, to help them uncover inefficiencies and make smarter, data-driven decisions. 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+. Hit your ramp targets and you're clearing six figures in year one before commission, that's what the performance milestones are for. This isn't a territory role where you inherit revenue on day one, you're building from scratch. Most people don’t make it through that phase. Not because the opportunity isn’t real, but because building pipeline from zero and staying consistent long enough to compound results is harder than most expect. For those who do, 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, it’s a long-term build. The reps who succeed here treat it like building a book, not chasing a quota. Who We’re Looking For: If you were producing at a carrier, 3PL, or shipping SaaS company and something changed (restructuring, comp changes, territory shifts, or capped upside), this is worth a serious look. This role is built for someone who can generate their own pipeline, run complex deals, and operate with full ownership. If you rely on inbound leads, expect a fast ramp without building pipeline, or prefer stability over long-term upside, this role is not for you. 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. 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 shippers with complex parcel and transportation spend. This is a consultative, value-driven sales role focused on uncovering inefficiencies, quantifying financial impact, and guiding prospects toward smarter, data-backed decisions. You’ll work closely with prospects across operations, finance, and executive leadership to position Lojistic as a long-term strategic partner, not just another vendor. Success in this role requires curiosity, discipline, and the ability to confidently navigate nuanced buying processes with multiple stakeholders. You’re expected to build pipeline, run effective discovery, and close business. While you’ll have strong support from marketing, sales leadership, and subject-matter experts, this is not a “wait for inbound” role. You own your number and your outcomes. This role is ideal for someone who thrives in complex B2B sales, is comfortable selling tech-enabled services, and takes pride in executing at a high level without being micromanaged. 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. Engaging stakeholders across operations, finance, and executive leadership to uncover inefficiencies, quantify financial impact, and build consensus. Running thoughtful discovery conversations to understand a prospect’s shipping environment, carrier relationships, and cost structure. Positioning Lojistic’s analytics, invoice management, and rate optimization services 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. Representing Lojistic at ~1 tradeshow per month, including travel, networking, and pipeline generation. 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 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 into complex buying environments with stakeholders across operations, finance, and leadership. Direct experience in parcel shipping or parcel environments (carrier, 3PL, SaaS) is required Comfort selling tech-enabled services 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). 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: Marketing Video Samples: