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Enterprise Account Executive
You will be a zero-to-one revenue builder who owns the territory, writes the playbook, and closes US enterprise accounts. You'll sell an agentic AI freight platform, backed by Delhivery (NSE-listed, $1B+ revenue, backed by SoftBank and FedEx), to mid-market and enterprise shippers. If your best days were building a territory or a market from nothing, keep reading.
- Identify, qualify and develop a pipeline of enterprise shippers ($20M–$250M freight spend) across Manufacturing, Retail, CPG, Chemicals, O&G, F&B, A&D and EPC specialty contractors
- Own the full sales cycle from outreach to close. No hand-offs.
- Run face-to-face cluster-day selling: multi-meeting road trips to industrial hubs like Houston, Dallas, Pittsburgh, Nashville, Detroit, Chicago and the NJ/NYC corridor
- Navigate multi-stakeholder deals involving VP Supply Chain, VP Logistics, VP Finance/CFO and CIO concurrently
- Build the enterprise sales playbook from scratch: ICP definition, discovery framework, demo flow, objection bank, commercial terms and closing motion
- Develop a partner channel (SIs, SAP ecosystem, freight audit & payment vendors) as a parallel pipeline
- Establish vertical-specific value cases: quantified ROI, named case studies, reference customers
- Feed product intelligence back to engineering: what's winning, what's losing, what gaps exist
- 7+ years of enterprise B2B SaaS sales, consistently at or above 100% of quota
- Proven experience selling to VP Supply Chain, VP Logistics and/or CFO at manufacturers or industrial companies
- At least one zero-to-one experience: built a territory, a vertical or a market from scratch
- Closed multi-year enterprise deals ($150K–$500K+ ACV) with 3–6 month sales cycles
- Comfortable with extensive travel (40–60%); this is a field-selling role
- US-based and eligible to work without sponsorship
- Domain knowledge in freight, supply chain, logistics or manufacturing operations
- Experience navigating the ERP / TMS selling motion
- Partner and channel development experience: co-selling with SIs or consulting firms
- Prior experience at project44, FourKites, Pando, Loop, Uber Freight/Transplace, Blue Yonder or a freight audit firm
- Existing relationships with VP Supply Chain / VP Logistics / CFO at chemical, O&G, CPG or industrial manufacturers
- Fluent in consultative selling: business case, ROI model, multi-stakeholder consensus building
Transparency upfront: this role is not for everyone, and we'd rather lose a candidate early than hire the wrong person:
- No playbook on day one; you write it
- No comfort; this is an intensity-first role for someone who thrives in ambiguity
- A genuinely differentiated product that goes live in weeks on any operating stack, with zero system replacement
- A funded, credible parent: Delhivery (NSE-listed, backed by SoftBank and FedEx). You're not selling for an unknown startup.
- A strategic foundation already in place: named pipeline, partner relationships, competitive intelligence, pricing models
- The chance to hire and lead the team behind you, with an explicit path to sales leadership as the business scales
- Competitive salary and commission
- Medical, dental and vision insurance
- 401(k) with employer match from day 1
- MacBook Pro, Salesforce CRM, LinkedIn Sales Navigator
TransportOne / Delhivery is an Equal Opportunity Employer. We evaluate all candidates without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic. Direct candidate applications only; no unsolicited agency submissions.