Strategic Sales - Remote

About Pallet

Pallet is building AI Agents to transform logistics, a $12 trillion global industry. We've raised $50M from top investors including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we've achieved 700% revenue growth and are just getting started.

Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow logistics teams down – from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time and integrate directly with customer systems.

With deep industry expertise and cutting‑edge AI capabilities, we're positioned to build the next $10B company in logistics.

You could do Strategic Sales anywhere. Why us?

• Join a well‑funded, high‑growth startup on a clear path to $100M ARR.
• Sell a category‑defining AI Agents platform with massive surface area across logistics.
• Help transform a huge industry and scale the business toward a $10B+ outcome.
• High visibility, direct access to founders, and meaningful influence over ICP strategy and sales motion.

About the opportunity

We're hiring Strategic Sales for the Central, West and East regions. You’ll own net‑new enterprise acquisition, run complex multi‑threaded cycles, and help define our enterprise playbook. This role is fully remote with travel to customers and events.

You will partner closely with Sales, SDR, Product, Engineering, and Solutions to drive a solution‑selling motion focused on identifying high‑value workflows, mapping use cases, and proving ROI through structured evaluations and pilots.

How you will make an impact

• Own full‑cycle enterprise/strategic sales, from outbound to close, and drive net‑new logo acquisition across your region.
• Build and maintain a 3x‑4x qualified pipeline by running a disciplined outbound motion and self‑sourcing at least 30% of opportunities.
• Lead a consultative, workflow‑driven sales process that uncovers operator pain and maps it to Pallet’s use cases.
• Advance 5‑7 enterprise/strategic deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders.
• Build CFO‑ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet.
• Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts.

Preferred experience

• 8+ years of experience in enterprise B2B SaaS or enterprise logistics sales.
• Track record of closing six‑ and seven‑figure enterprise deals.
• Strong solution‑selling and value‑mapping skills.
• Ability to speak fluently about logistics workflows. If you don’t have logistics experience, we’ll test your ability to learn it.
• Comfortable selling technical, workflow‑heavy products with a baseline understanding of LLM/AI. If you have logistics experience but less technical exposure, we’ll test your aptitude to learn our platform quickly.
• Experience navigating long sales cycles, internal politics, and complex buying committees.Executive presence with operators and technology leaders (COO, CIO, VP Ops, VP IT).
• Can build clear business cases tied to measurable ops and financial impact.
• Disciplined outbound operator with strong pipeline hygiene.
• Ability to learn new industries and technologies quickly and apply insights immediately.

Benefits

• Health, vision, and dental benefits.
• Flexible paid time off.
• Life insurance and accidental insurance.
• Short‑term disability coverage.
• Generous salary and equity for all staff.
• 401(k) option; helping you save for the future.
• Yearly learning and development stipend.
• Commuter benefits for Bay Area employees.
• Uber ride stipend for late‑night office work.
• Remote office home stipend to get comfortable in your space.
• Daily catered lunches provided by Sharebite; each meal you order, one meal gets donated.
• Onboarding trip to San Francisco headquarters if you work remotely.
• Monthly happy hours.
• Annual company off‑sites.

Interview Process

• Chat with Christy – Business Recruiter – 30 minutes.
• Coffee chat with sales team – 30 minutes.
• Discovery mock interview – 45–60 minutes.
• Final interview – ~4 hours.
• Brief background check and reference check.

Compensation

The estimated salary range for this role is $250,000 to $350,000 OTE, depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and growth opportunities. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location.

Pallet is proud to be an Equal Employment Opportunity and affirmative action employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.