Account Executive

Job Description

If you have led sales at a freight brokerage or sold technology to freight brokers, this role is for you.

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About Kargen

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Freight brokers still run carrier operations on phone calls, email threads, and load boards. Kargen automates that side of the load lifecycle. It's an AI-native platform that handles carrier sourcing, quoting, and coverage so brokers can move more freight without adding headcount. In a market where tender rejection is running near 14%, the broker who quotes fastest wins the load. That's what we sell.

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We're early enough that the sales motion isn't built yet. That's the job.

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About the role

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This is a founding sales seat. You'll own revenue growth at Kargen and work directly with the founder to build the sales motion from scratch: full cycle, first conversation to signed contract, with US SMB brokerages.

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You'll also be the face of Kargen in the industry. That means conferences, trade shows, dinners, and the kind of long-run relationship building that freight actually runs on. This is not a seat for someone who wants qualified leads dropped into their calendar. It's for someone who already knows the industry, knows the people in it, and would rather be in the room than behind a screen.

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What you'll do

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Full-cycle sales

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• Own it end to end: prospecting, discovery, demos, proposal, negotiation, close
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• Build pipeline through outbound, referrals, and your own network
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• Run ROI conversations anchored in real broker economics: loads covered per rep, time to quote, and the cost of the coverage team they're staffing today
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• Work with the founder on pricing and contract structure as deals mature
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Industry presence

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• Represent Kargen at conferences, trade shows, and industry events through the year
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• Host dinners and gatherings that build our name in the brokerage community
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• Develop long-term relationships with brokerage owners and operators, including the ones who aren't ready to buy yet
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• Travel regularly. This role is built around being where the industry is
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Building the engine

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• Define and document the playbook: ICP, messaging, discovery frameworks, objection handling, competitive positioning
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• Keep HubSpot clean and the forecast honest. The founder should be able to trust the number
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• Feed the market back into the company: what brokers ask for, where deals stall, what competitors are doing
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• Partner with product and engineering so what you sell is what we ship
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What we're looking for

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• A freight sales background. Ideally you've led sales at a brokerage or sold freight technology to brokers. You know the personas and you know the pain.
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• An existing network in the brokerage world, and the instinct to keep growing it
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• High EQ. You build trust fast, read a room, and turn first conversations into lasting relationships
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• Comfortable being the face of the company. Energized by conferences and dinners, not drained by them
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• Willing to travel regularly
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• Strong full-cycle fundamentals: disciplined discovery, clean pipeline, sharp negotiation, consistent closing
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• Genuinely curious about AI. You don't need to be technical, but you need to be credible with skeptical operators
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• Comfortable with ambiguity. An empty playbook reads as opportunity, not risk
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Why Kargen AI

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• Work directly with an experienced, previously exited founder building the revenue engine of the company
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• Early enough that the person who builds this leads it
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• Real ownership: your call notes shape the roadmap, your first customers become the case studies everything else is sold on
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• Freight brokerage is a $100B+ market still running on phone calls and email. The AI layer is genuinely undecided
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• Competitive base, uncapped commission, and equity
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