ROLE OVERVIEW
As the Enterprise Account Executive, you will manage a portfolio of active enterprise opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors - each involving multiple internal and external stakeholders and a longer, more strategic sales cycle. Your primary mission is to use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal, translating complex operational challenges into clear, value-driven use cases for Revenova's Salesforce-native TMS.
You will act as a strategic closer who leads with insight, challenges conventional thinking, and thrives in complex B2B environments. Individuals who prove they can consistently carry a value-based, multi-threaded sales cycle have a clear path to Senior Enterprise Account Executive.
KEY RESPONSIBILITIES:
Enterprise Pipeline Ownership
- Pipeline Generation: Identify, develop, and close new business opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors.
- Portfolio Management: Manage a portfolio of active enterprise opportunities, each involving multiple internal and external stakeholders and a longer, more strategic sales cycle.
- Executive Engagement: Lead high-impact conversations with operational and executive stakeholders to uncover business challenges and present Revenova's differentiated value proposition.
Sales Execution & Methodology
- Value-Based Selling: Use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal.
- Use Case Translation: Translate complex operational issues - freight cost pressure, labor shortages, compliance requirements, fragmented visibility - into clear, value-driven use cases powered by Revenova TMS.
- Salesforce Ecosystem Selling: Build and manage a pipeline within the Salesforce ecosystem, leveraging Revenova's native platform advantage in sales conversations with prospects already invested in Salesforce.
Cross-Functional Collaboration
- Customer Handoff: Collaborate with Sales Engineers, Customer Success, and Product teams to ensure seamless customer onboarding and long-term satisfaction.
- Culture Contribution: Contribute to a high-performance sales culture built on accountability, autonomy, and speed.
QUALIFICATIONS & SKILLS:
- Experience: 8-10+ years of successful software or services sales, ideally in complex, multi-stakeholder environments.
- Track Record: Proven ability to consistently meet or exceed sales targets in high-growth or competitive markets.
- Industry Background: SaaS and/or supply chain experience selling into TMS, freight brokerage, fleet/trucking, supply chain, or logistics environments; familiarity with transportation or freight brokerage industry dynamics preferred.
- Executive Presence: Strong executive presence and the ability to engage confidently with C-level leaders; comfortable discussing pricing and ROI at an executive level and holding firm on value-based pricing.
- Sales Approach: Training or experience in Challenger, Gap Selling, or other value-based sales methodologies preferred.
- Working Style: Critical thinker with strong business acumen and a proactive, strategic mindset; high adaptability and comfort working in a fast-paced, entrepreneurial environment.
- Education: Bachelor's degree preferred, any field; demonstrated success matters more than major.
- Platform Experience (Preferred): Experience selling Salesforce-native or Salesforce-ecosystem software.