Account Executive

Fulfillment IQ; Toronto; Hybrid; CAD 140,000 - 160,000; Full time

Benefits offered by this job

Health benefits

Flexible work model

Paid time off

Learning & development budget

ESOP where applicable

Equipment allowances

Travel & events

Job summary

Fulfillment IQ is a supply chain engineering and transformation company helping brands, retailers, and 3PLs design, build, and scale high-performance logistics operations. The Account Executive (Studio) will scale revenue for Studio product initiatives, shaping ICP strategy and establishing a repeatable iPaaS GTM motion.

This role is a product-focused commercial leader, not a traditional services AE, and requires building an outbound pipeline, refining pricing, and accelerating ARR growth with

Qualifications

• 3-7+ years in B2B iPaaS or SaaS sales.
• Experience selling early-stage or growth-stage products.
• Strong enterprise selling discipline with multi-stakeholder deals.
• Experience influencing pricing and packaging.
• Comfort operating in ambiguity and with scalable product models.
• Executive presence and ability to engage senior client stakeholders.

Responsibilities

• Drive new ARR bookings and growth for Studio products.
• Build ICP segments and early outbound motion.
• Close complex B2B iPaaS deals and manage multi-threaded opportunities.
• Establish expansion motion within product accounts and pricing strategy.
• Partner with Product to prioritize revenue-driven features and packaging.

Skills

B2B SaaS sales

Enterprise selling

Pricing & packaging

ICP strategy

Outbound pipeline

Executive presence

Complex procurement

Education

Bachelor’s degree in Business or related field

Job description

Job Title:

Account Executive

Location:

Toronto (Onsite/ Hybrid)

Job Type:

Full-Time

Hiring Timeline:

Immediate

Reporting Line:

Chief Strategy Officer (CSO)

Existing Vacancy:

Yes

Application Deadline:

Open until Filled

Salary Range:

• Base: $140K - $160K CAD per year
• OTE: Up to 50% of base, paid on hitting targets

About Fulfillment IQ (FIQ):

Fulfillment IQ is a supply chain engineering and transformation company that helps brands, retailers, and 3PLs design, build, and scale high-performance logistics operations.

We work at the intersection of strategy, operations, and technology, where we solve complex, real-world problems across warehouse design, automation, order management, transportation, and end-to-end supply chain execution.

Our teams combine deep domain expertise with strong technical capability, delivering outcomes through consulting, systems implementation, and proprietary platforms that accelerate time-to-value and reduce delivery risk.

If you enjoy working in complex environments, partnering closely with clients, and seeing your work make a tangible impact on how global commerce moves, this is the place where your skills and judgment truly come to life.

Role Overview:

The Account Executive (Studio) is responsible for scaling revenue for Fulfillment IQ's product initiatives operating under the Studio model.

This role is not a traditional services AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable iPaaS GTM motion.

The AE operates with higher risk tolerance, greater ambiguity, and stronger ownership than a traditional services seller. This role will help transform validated MVP-stage software into scalable revenue engines.

Mandate:

• Own ARR growth for assigned Studio product(s)
• Refine ICP, pricing, packaging, and commercial positioning
• Build repeatable iPaaS sales motion
• Establish pipeline engine for product revenue
• Partner with Product on revenue-driven feature prioritization

Must Have:

• 3-7+ years in B2B iPaaS or SaaS sales
• Experience selling early-stage or growth-stage products
• Strong enterprise selling discipline - multi-stakeholder, multi-threaded deal management
• Experience in influencing pricing and packaging
• Comfort operating in ambiguity
• Builder mentality, not a caretaker
• Executive presence and the ability to build trusted relationships with senior client stakeholders
• Logistics, supply chain, WMS/OMS/TMS, or integration domain familiarity is strongly preferred
• Demonstrated ability to build an outbound pipeline
• Comfortable with enterprise sales cycles and complex procurement processes

Key Responsibilities:

ARR Growth & New Logo Acquisition

• Drive new ARR bookings
• Build and qualify early ICP segments
• Close complex B2B iPaaS deals
• Establish expansion motion within product accounts

Pricing & Packaging Development

• Shape pricing strategy based on deal feedback
• Identify monetization gaps
• Recommend packaging refinements
• Test enterprise vs mid-market positioning

Market Validation & Feedback Loop

• Gather structured market insights
• Submit revenue-backed feature requests
• Provide customer signal to Product leadership

GTM Infrastructure

• Build pipeline forecasting rigor
• Establish iPaaS sales process standards
• Define scalable playbooks for the future product team

What Success Looks Like in the First 90 Days:

30 Days In

• Become demo-certified on the core product and deliver a full product walkthrough by Day 30
• Map the competitive landscape: understand where Zynque wins, loses, and is not yet being considered
• Shadow existing customer conversations to understand buyer language and objection patterns
• Build initial target account list: 100+ ICP-qualified accounts with outbound sequencing logic
• Define your outbound messaging hypothesis and validate before launch
• Build strong working relationships with Delivery, Practice Leads, and Pre-Sales
• Identify immediate expansion opportunities and delivery risks within existing accounts
• Develop a deep understanding of assigned accounts, contracts, delivery scope, and margin profile

60 Days In

• Establish quarterly business review (QBR) cadence, account plans, and executive stakeholder maps for owned accounts
• Actively generate and qualify new pipeline through outbound activity, referrals, and partner collaboration
• Launch full outbound motion and start building a qualified pipeline
• Refine outbound messaging based on early discovery signal
• Improve visibility into account health, margin, and delivery capacity constraints
• Engage Pre-Sales and Technical Sales on early-stage new logo opportunities

90 Days In

• Demonstrate measurable revenue impact across both new logos and expansion
• Build a balanced pipeline covering new acquisitions and account growth
• Improve executive-level engagement across existing and prospective clients
• Deliver 12-month ARR forecast and a first draft of the GTM playbook
• Present ICP refinement recommendations and pricing feedback to Product leadership
• Show forecast accuracy and disciplined opportunity qualification

Key Performance Indicators (KPIs):

• Net new ARR
• Expansion ARR
• Pipeline coverage ratio
• Average contract value (ACV)
• Sales cycle length
• Forecast accuracy

Why You'll Love Working Here:

At Fulfillment IQ, we don't just build supply chain solutions; we build long-term careers.

We believe in giving our people real ownership, real influence, and meaningful responsibility. Whether you're leading a client relationship, shaping a solution, or building internal capability, your decisions have a visible impact.

We operate with a high-trust, high-standards culture that values clear thinking, collaboration, and accountability without unnecessary hierarchy or bureaucracy.

Work That Matters

You'll help solve real operational challenges that directly impact global commerce, customer experience, and supply chain performance.

Career Growth That Matters

We invest in mentorship, leadership development, and continuous learning - supporting both vertical growth and long-term career progression.

Flexibility to Thrive

We support remote and hybrid work models, flexible schedules, and trust our teams to manage their time responsibly.

We Celebrate Impact

From project wins to personal milestones, we recognize contribution, celebrate progress, and value consistency over heroics.

A Collaborative Culture

You'll work alongside experienced consultants, engineers, product leaders, and commercial professionals who value ownership, transparency, and high standards.

Perks you'll appreciate:

• Employee Health: Comprehensive health and dental coverage for you and your family
• Time Off: Competitive paid time off and flexible leave policies
• Retirement: Retirement savings programs and employer contributions
• Professional Growth: Dedicated learning and development budget
• Flexible Work: Remote and hybrid work options
• Perks: Equipment allowances, internet reimbursements, business travel coverage, and employee stock options (ESOP), where applicable.
• Community Engagement: Team events, meetups, and company offsites

Additional Perks

• Equipment and workstation allowances
• Internet and business travel reimbursements
• Employee stock options (ESOP), where applicable
• Team events, meetups, and company offsites

Use of Artificial Intelligence in Hiring:

FIQ uses artificial intelligence to assist in the screening, assessment, and shortlisting of applications for this position, including features within our applicant tracking system. AI supports human reviewers and does not make hiring decisions on its own. Final hiring decisions are made by FIQ personnel. If you have questions about how AI is used in this process, contact [e-mail].

Accommodations:

FIQ is committed to an inclusive and accessible recruitment process. Consistent with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code, accommodations are available on request at any stage of recruitment and assessment. Contact [e-mail] and we will work with you to meet your needs.

Candidate Privacy:

Your personal information is collected and used for recruitment purposes in accordance with FIQ's Candidate Privacy Notice, available here, and in accordance with applicable Canadian privacy law (PIPEDA). This includes the use of AI-assisted screening described above and cross-border storage or processing that may occur in the United States. By applying, you acknowledge this notice. Questions: [e-mail].

Equal Opportunity:

Fulfillment IQ is a people-first company built on trust, collaboration, and ownership. We are proud to be an equal opportunity employer and are committed to building a diverse, inclusive, and high-performing workplace. We consider all qualified applicants without regard to any ground protected under the Ontario Human Rights Code, including race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, marital status, family status, or disability.

Learn More About Us:

Website: fulfillmentiq.com

LinkedIn: Fulfillment IQ

Spotify: eCom Logistics Podcast Spotify

YouTube: eCom Logistics Podcast YouTube