Enterprise Account Executive

Account Executive Responsibilities

Exceed assigned quota on a quarterly and annual basis
Increase ARR for existing accounts while securing profitable revenue for new customers
Develop trusted partnership relationships across various divisions and at various levels across assigned accounts
Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives
Facilitate stakeholder mapping plans for all key accounts outlining key Supply Chain targets across the enterprise along with strategies for establishing relationships
Engage with Value Delivery team to understand customer’s SOP’s, map FourKites solutions to them and codify the value that our solutions can deliver
Work with Regional Sales VP, Services, Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts
Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives
Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets.
Clearly communicate “go to market” strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE’s plans for subject account
Leverage FourKites’ internal AI tools to maximize productivity and improve customer facing activities.
Update Salesforce on a regular basis (no less than weekly) to ensure all qualified deals and target accounts are regularly updated with appropriate deal specifics (action plans, close dates, revenue etc.) and account plans and strategies
Basic Qualifications

Minimum 8+ years selling enterprise supply chain software solutions to Fortune 1000 customers across multiple verticals
Track record of consistently exceeding sales objectives throughout career
Strong “hunter” capabilities enabling AE to successfully capture new business with assigned prospect accounts
Strong “Account Management” skillset enabling AE to develop strategic plans enabling them to expand market share with existing accounts
History of developing key coach and executive sponsor relationships to drive successful transactions and “win/win” partnerships
Complex selling experience to support objectives of selling FK solutions to disparate stakeholders across different segments of the supply chain i.e. Transportation, Logistics, Execution, Planning, International, Finance, Operations etc.
Strong verbal and written communication skills
Ability to travel 25% or more of the time
Preferred Qualifications

Excellent listening skills to facilitate clear understanding of customer, their business, SOP’s, and strategic objectives
Presentation skills that enable the effective presentation of FourKites’ solutions to customers and prospective clients
Experience in selling “value” focused solutions vs. pitching tactical products
Competitive driven self starter who can lead and influence across cross-functional teams within FourKites
Experience in leveraging key Business Development/CRM tools including Salesforce, Linked In Sales Navigator, Zoominfo etc. to support commercial efforts
Compensation
The expected annual base salary range for this role is $140,000 - $170,000. Actual compensation will be determined based on several factors, including but not limited to experience, qualifications, skills, and business needs. In addition to base salary, this position is eligible for bonus and incentive compensation as well as participation in FourKites' employee stock option program.

Benefits include:

Medical, Dental & Vision benefits starting on first day of employment

401k Retirement savings with employer match

Bonus and incentive compensation as well as employee stock option program

Employer paid life insurance and short term disability insurance

Generous PTO, global recharge days, and volunteer days

Paid parental leave for all parents

Family planning and inclusive wellbeing resources

Technology reimbursement

Commuter benefits for in-office employees (Chicago)

Annual Wellness Stipend

Ongoing learning & development opportunities

About FourKites

Skills Required
Experience selling SaaS supply chain and logistics transportation solutions to Fortune 1000 customers in the United States
Minimum 5+ years selling enterprise supply chain software solutions
Track record of consistently exceeding sales objectives
Strong hunter capabilities to capture new business
Strong account management skillset to expand market share with existing accounts
History of developing key coach and executive sponsor relationships
Complex selling experience across supply chain stakeholders (Transportation, Logistics, Execution, Planning, International, Finance, Operations)
Knowledge of end-to-end supply chain business processes including inbound, outbound and facility processes
Strong verbal and written communication skills
Ability to travel 25% or more
Excellent listening skills to understand customer SOPs and strategic objectives
Presentation skills for effective solution demonstrations to customers and prospects
Experience selling value-focused solutions rather than tactical products
Experience leveraging CRM and business development tools (Salesforce, LinkedIn Sales Navigator, ZoomInfo)
Familiarity with Global Execution focused Control Towers and Agentic Workforce solutions