Account Executive

Job Description

Job Description

General Information:

Job Title: Account Executive

Location: Toronto, ON (Hybrid)

Job Type: Full-Time

Reporting Line: Chief Strategy Officer (CSO)

Salary Range:

• Base: $140k–$160k CAD per year

• OTE: Up to 50% of base, paid on hitting targets

About Fulfillment IQ (FIQ):

Fulfillment IQ is a supply chain engineering and transformation company that helps brands, retailers, and 3PLs design, build, and scale high-performance logistics operations.

We work at the intersection of strategy, operations, and technology, where we solve complex, real-world problems across warehouse design, automation, order management, transportation, and end-to-end supply chain execution.

Our teams combine deep domain expertise with strong technical capability, delivering outcomes through consulting, systems implementation, and proprietary platforms that accelerate time-to-value and reduce delivery risk.

If you enjoy working in complex environments, partnering closely with clients, and seeing your work make a tangible impact on how global commerce moves, this is the place where your skills and judgment truly come to life.

Role Overview:

The 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 services AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable iPaaS GTM motion.

The AE operates with higher risk 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 iPaaS sales motion
• Establish pipeline engine for product revenue
• Partner with Product on revenue-driven feature prioritization

Must Have:

• 3-7+ years in B2B iPaaS 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:

ARR Growth & New Logo Acquisition

• Drive new ARR bookings
• Build and qualify early ICP segments
• Close complex B2B iPaaS deals
• Establish expansion motion within product accounts

Pricing & Packaging Development

• Shape pricing strategy based on deal feedback
• Identify monetization gaps
• 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
• Establish iPaaS sales process standards
• 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
• Pipeline coverage ratio
• Average contract value (ACV)
• Sales cycle length
• 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.

Here’s what makes Fulfillment IQ a rewarding place to work:

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.

A Collaborative Culture
You’ll work alongside experienced consultants, engineers, product leaders, and commercial professionals who value ownership, transparency, and high standards.

Perks you’ll appreciate:

Health & Wellness

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 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

Additional Perks

• 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 people-first company built on trust, collaboration, and ownership. We are proud to be an equal opportunity employer and are committed to building a diverse, inclusive, and high-performing workplace.

Learn More About Us:

Website: fulfillmentiq.com
LinkedIn: Fulfillment IQ
Spotify: eCom Logistics Podcast Spotify
YouTube: eCom Logistics Podcast YouTube