Strategic Account Executive, Enterprise Parcel Shippers

Strategic Account Executive, Enterprise Parcel Shippers

Location: Remote (US) Reports to: VP of Sales

About ShipScience

ShipScience helps high-volume parcel shippers reduce shipping costs and operational friction through analytics and automation (e.g., parcel spend visibility, performance issues, and workflow automation around refunds/claims/reconciliation).

We're profitable, growing quickly, and hiring a senior enterprise seller who can close complex deals that have been set-up via our Business Development team and leveraging deep logistics relationships. Our value-proposition is crystal clear upon analysis which leads to data-driven ROI presentations showcasing exact savings opportunities going overlooked that ShipScience can correct/improve and maintain.

The Mission

Bring in new enterprise logos that ship 10,000+ parcels/week by leveraging your existing network and running a high-quality, consultative enterprise sales cycle.

What You'll Do

• Own the full enterprise sales cycle: identify targets, work with Business Development to create demand, run discovery, build ROI, navigate procurement, and close enterprise agreements.
• Leverage your logistics network to generate high-quality meetings with enterprise shipping decision-makers (Transportation, Supply Chain, Ops, Logistics, DC/FC leaders).
• Build and execute named-account plans (top enterprise shippers) and develop multi-threaded relationships across each org.
• Partner with internal stakeholders (Product/Ops/CS) to run pilots, prove value, and convert to long-term customers.
• Maintain clean pipeline hygiene in CRM and provide accurate forecasting.
• Represent ShipScience at relevant logistics and parcel/shipping events, typically 1-2/Qtr.

What We're Looking For

Must-have

• 5-10+ years of quota-carrying sales experience in logistics-related environments such as: experience selling into enterprise transportation/parcel operations (rate shopping, analytics, carrier compliance, claims/refunds, invoice audit, shipping performance).
• Proven track record closing complex B2B deals (typically 6-7 figure TCV or meaningful enterprise ACV).
• Strong enterprise fundamentals: discovery, value messaging, mutual close plans, multi-threading, negotiation.

Nice-to-have

• Existing relationships with decision-makers at large shippers (10k+ parcels/week) in Ops/Supply Chain/Transportation/Logistics.
• Experience selling to eCommerce, retail, CPG, manufacturing, or 3PL-heavy shipper networks.

What Success Looks Like (First 6–12 Months)

• No ramp. Work side-by-side with our Director of Sales moving already lined up SQL's to Close/Won. Training wheels to come off upon Week 4. Must prove you know how to understand a product, demo, build rapport and move through to a signed agreement.
• Become the "go-to" relationship owner in the enterprise parcel shipper ecosystem.
• Work closely with post-sales to build a flywheel of add'l target introductions based on the customers you've closed and their network.

Compensation

We offer competitive compensation aligned with experience level and market expectations:

• Base Salary: $140,000–$160,000 (experience dependent)
• Variable Comp: 100% of Base (On Target)
• Total OTE (On Target Earnings): $280,000-$320,000
• Equity: Meaningful options in a profitable, high-growth startup
• Medical, dental, vision, 401(k), and flexible PTO
• Remote-friendly with opportunities for team offsites and collaboration

Why ShipScience?

• Profitable, fast-growing, and building a defensible niche in shipping intelligence.
• A strong, supportive leadership team that values clarity, speed, integrity, and ownership.
• A role that gives you visibility and impact across the entire company.
• The chance to help build a category-defining platform from the inside.
• Zero bureaucracy - high agency, high trust, and meaningful work every day.

How to Apply

Apply on our website (do not contact our team members directly).

Tell us about:

• A deal you closed in the last 12 months that you're most proud of
• Your history of performance against quota (last 3 years)
• What excites you about joining ShipScience

We can't wait to meet you.