Senior Account Executive
GoFreight · United States
- Hybrid
- Full-time
- $175,000 / year
- United States
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Job highlights
- Own the sales process from prospecting to close.
- Focus on small to medium businesses initially.
- Manage complex sales cycles with multiple stakeholders.
- Leverage value-based selling and outbound campaigns.
- Enjoy remote flexibility and startup growth opportunities.
About the role
About GoFreight
GoFreight revolutionizes the freight forwarding industry as the world's largest cloud-based all-in-one software. Our mission is to empower the $300 billion international freight forwarding market by redefining the operating system through cutting-edge technology. We provide comprehensive solutions that simplify, streamline, and optimize freight forwarding operations, delivering unparalleled efficiency and profitability. With GoFreight's innovative products, freight forwarders can reduce costs, increase sales, effortlessly adapt to the digital era, and gain a competitive edge in the global market. We are a series-A tech startup with around 100 team members across the US and Taiwan. We are looking for innovative and driven people who are passionate about building delightful software to join our rapidly growing team!Role Summary
We're looking for a Senior Account Executive to own the entire sales process from prospecting to close. You'll gain exposure to different parts of the business, have a say in developing processes, and overall have a more entrepreneurial experience here than at larger companies. To be perceived as credible experts and trusted advisors, the sales team must master specific details. In the initial phase, this role will focus on small and mini-sized enterprises in the United States and Canada. However, as GoFreight continues to move upmarket, we anticipate that you will eventually work with larger, more complex, and potentially enterprise-level clients alongside us. That's why we are seeking a well-rounded AE who can diagnose and recommend the right processes for the applicable market segment. This role is also responsible for building and executing multi-channel outbound campaigns with cross-functional teams to identify buyer needs and intent, engage with buyer interest/decision-makers, and close deals. Senior Account Executives at GoFreight must also conduct outbound prospecting to ensure pipeline coverage remains at a safe level and not solely rely on inbound deals.Key Responsibilities
- Define and communicate GoFreight's value proposition to ensure consistent sales communication across all stakeholders, both internally and externally.
- Assess and qualify prospects’ business goals to determine if GoFreight aligns with their growth strategy. If so, educate and guide them through the buyer's journey, culminating in contract signing. Afterward, facilitate a seamless handover to the customer success team to ensure the delivery of value throughout the end-to-end process.
- Negotiate and close new opportunities to drive growth.
- Collaborate closely with the customer success team to identify cross-selling opportunities and jointly build the sales pipeline.
- Provide insightful market intelligence and data analysis to support internal and external stakeholders.
- Embrace a high-energy, entrepreneurial approach in your role, working collaboratively with global functions to drive strategic priorities and achieve objectives.
- Contribute innovative thinking, strategies, and ideas that advance our company's values, unique culture, and vision for the future.
Qualifications
- A minimum of 4 years of full-time hunter sales experience with a proven track record in closing new business deals.
- A basic understanding of the operational processes and business models in the international freight forwarding or international trade industries is required.
- Strong knowledge or experience in SaaS sales.
- Proven experience managing complex sales cycles, including deals involving 4 or more stakeholders across different departments or seniority levels.
- Proficiency in presenting to C-level executives.
- Experience delivering product demos independently, without reliance on sales engineers or other senior team members.
- Proven expertise in value-based selling methodologies, such as The Challenger Sale and MEDDIC, with a track record of helping customers justify ROI and navigate complex decision-making processes.
- A competitive and creative drive to outperform competitors and think outside the box to secure deals.
- A strong desire to win customers away from competitors.
- The ability to handle a broad range of responsibilities independently and adapt rapidly in a fast-growing company.
- Highly effective communication skills and excellent interpersonal abilities, enabling you to build trust and collaborate effectively with local and international stakeholders.
- Exceptional organizational skills, self-motivation, attention to detail, and a commitment to follow through on projects of all sizes.
- Intellectual curiosity and the ability to adapt to a new way of operating within a traditional industry.
- Comfort with working in a startup environment characterized by rapid change and growth.
- The courage to challenge the status quo when logic and reason dictate. If something is broken, take the initiative to fix it.
- Proficiency in spoken Chinese is a plus.
Employee Benefits
Fully Work-From-Home remote flexibility, Paid holidays, paid parental leave, affordable health insurance options.Compensation and OTE Structure
Our On-Target Earnings (OTE) range for this position is USD $140,000 - $210,000 per year, with a 50:50 split between base salary and commission.Equal Opportunity Employer
GoFreight is an equal opportunity employer and does not discriminate based on race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, or any other protected status.To Apply
Please submit your resume and a cover letter outlining your relevant experience and interest in this role. To ensure your application is received, please submit your resume through Teamdoor : https://GoFreight.teamdoor.io/s/qIucQyEo. We only accept applications submitted via this channel. Thank you for your cooperation. We are committed to creating a diverse and inclusive workplace and encourage applications from all qualified individuals.Key skills/competency
- Senior Account Executive
- SaaS Sales
- Freight Forwarding
- Value-Based Selling
- Complex Sales Cycles
- Outbound Prospecting
- New Business Development
- Client Relationship Management
- Enterprise Sales
- Negotiation and Closing
Skills & topics
- Senior Account Executive
- SaaS
- Sales
- Account Management
- Business Development
- Freight Forwarding
- Cloud Software
- B2B Sales
- Hunter Sales
- Enterprise Sales
- Remote Work
- Tech Startup
- Value Selling
- MEDDIC
- Challenger Sale
- Salesforce
- CRM
- Logistics Tech
- International Trade
- New Business
How to get hired
- Tailor your resume: Highlight hunter sales experience, SaaS expertise, and freight forwarding knowledge. Quantify achievements in closing new business deals.
- Craft a compelling cover letter: Emphasize your competitive drive, ability to handle complex sales cycles, and interest in a startup environment.
- Prepare for the interview: Be ready to discuss value-based selling methodologies like Challenger Sale and MEDDIC. Showcase your ability to present to C-level executives and conduct demos independently.
- Demonstrate adaptability: Highlight your intellectual curiosity, comfort with rapid change, and initiative in fixing problems within a fast-growing company.
- Apply strategically: Submit your application strictly through the provided Teamdoor link: https://GoFreight.teamdoor.io/s/qIucQyEo.
Technical preparation
Master SaaS sales and value-based selling methodologies.,Understand freight forwarding operations and business models.,Practice delivering independent product demos confidently.,Prepare to discuss complex sales cycles and C-level presentations.
Behavioral questions
How do you approach outbound prospecting?,Describe a complex sales cycle you managed.,How do you handle competition and win deals?,Share an example of challenging the status quo.
Frequently asked questions
- What is the typical career path for a Senior Account Executive at GoFreight?
- As a Senior Account Executive at GoFreight, you'll start by focusing on small to medium-sized businesses in the US and Canada. With GoFreight's growth, you'll have opportunities to move upmarket and work with larger, more complex, and potentially enterprise-level clients. Your entrepreneurial experience here means you can influence process development and contribute significantly to the company's strategic priorities, paving the way for leadership roles.
- What kind of product demonstrations are expected for the Senior Account Executive role at GoFreight?
- The Senior Account Executive is expected to deliver product demos independently, without the reliance on sales engineers or other senior team members. This demonstrates a deep understanding of the GoFreight software and its value proposition, allowing you to effectively tailor presentations to potential clients' specific needs and business goals.
- How does GoFreight support its remote employees?
- GoFreight offers fully work-from-home remote flexibility, ensuring a comfortable and productive work environment. Additionally, employees benefit from paid holidays, paid parental leave, and affordable health insurance options, reflecting a commitment to work-life balance and employee well-being.
- What are the key sales methodologies used at GoFreight for the Senior Account Executive position?
- GoFreight emphasizes proven value-based selling methodologies such as The Challenger Sale and MEDDIC. Senior Account Executives are expected to have expertise in these approaches to help customers justify ROI, navigate complex decision-making processes, and secure new business deals.
- What does GoFreight look for in terms of a candidate's drive and initiative?
- GoFreight seeks candidates with a competitive and creative drive to outperform competitors and a strong desire to win customers. They value individuals who possess the courage to challenge the status quo, take the initiative to fix problems, and adapt rapidly in a fast-growing, entrepreneurial startup environment.
- How does GoFreight handle the sales pipeline for Senior Account Executives?
- Senior Account Executives at GoFreight are responsible for building and executing multi-channel outbound campaigns to ensure pipeline coverage remains at a safe level. While inbound deals contribute, proactive outbound prospecting is crucial to identify buyer needs, engage decision-makers, and consistently close deals.
- What is the compensation structure for a Senior Account Executive at GoFreight?
- The On-Target Earnings (OTE) for this position range from $140,000 to $210,000 per year. This is structured with a 50:50 split between base salary and commission, providing a solid foundation with strong earning potential based on performance.
- What industry knowledge is beneficial for a Senior Account Executive at GoFreight?
- A basic understanding of the operational processes and business models in the international freight forwarding or international trade industries is required. This domain knowledge allows you to better grasp prospect challenges and effectively communicate GoFreight's value proposition as a specialized SaaS solution.