Founding Account Executive

United States Digital Space LLC; Warszawa; On-site; PLN 180,000 - 320,000; Full time

Benefits offered by this job

Lunch allowance

Equity program

Employee Assistance Program

Job summary

United States Digital Space LLC in Warsaw is seeking an Account Executive to build a new Poland territory, establish the first enterprise relationships, and shape how the company operates in the Polish market from the ground up.

You will drive complex, high-value enterprise deals with multi-stakeholder committees, orchestrate cross-functional teams, and define deal strategy to deliver differentiated, value-driven solutions at scale.

Qualifications

• 5++ years in complex, enterprise sales cycles
• Ability to close large, multi-stakeholder deals with long cycles
• Strong executive engagement and influence
• Advanced discovery, negotiation, and value-based selling skills
• High autonomy, strategic thinking, and commercial judgment

Responsibilities

• Own high-value, complex enterprise opportunities and meet quotas
• Build strategic pipeline via self-prospecting and account planning
• Identify whitespace and multi-entity expansion within target accounts
• Forecast and maintain opportunity hygiene in SFDC
• Lead executive discovery and design multi-product solutions aligned to priorities
• Own end-to-end deal strategy, pricing, and contracts
• Orchestrate internal stakeholders to progress deals efficiently
• Oversee onboarding and long-term customer success and expansion
• Represent the company as a strategic partner in enterprise pursuits
• Contribute to market strategy and playbooks for Poland

Skills

Enterprise sales

Executive presence

Negotiation

Multi-stakeholder deals

Autonomy

Polish market knowledge

English fluency

Job description

About the company:

At the company, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use the company technology to move more than $19B of merchandise across 112 countries a year.

The recent global supply chain crisis has put the company center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us.

About the role:

This role is based in the company’s new Warsaw office and is one of the first Account Executive positions on the ground in Poland. As part of the founding commercial team, you have the opportunity to build a completely new territory within the company — shaping the go-to-market approach, establishing the first enterprise relationships, and helping define how the company operates and wins in the Polish market from the ground up.

You will be responsible for driving complex, high-value enterprise deals and establishing long-term strategic partnerships with large customers. This role owns advanced, multi-stakeholder sales cycles that often span regions, business units, and decision layers.

You will be operating with a high degree of autonomy, shaping deal strategy, influencing executive stakeholders, and orchestrating cross-functional teams to deliver differentiated, value-driven solutions.

Pipeline & Opportunity Ownership

• Own and close high-value, complex enterprise opportunities, consistently meeting or exceeding individual quotas.
• Build a strategic pipeline through self-prospecting, account planning, and SDR partnership.
• Proactively identify whitespace, expansion potential, and multi-entity opportunities within target accounts.
• Maintain forecasting, opportunity hygiene, and deal governance in Salesforce (SFDC).

Strategic Discovery & Solution Architecture

• Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and long-term business objectives.
• Navigate complex buying groups across procurement, ops, finance, IT, and senior leadership.
• Design integrated, multi-product the company solutions aligned to customer priorities and business outcomes.
• Position the company as a strategic partner through compelling value narratives, business cases, and solution roadmaps.

Deal Strategy, Negotiation & Closing

• Own end-to-end deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans.
• Lead advanced commercial negotiation, pricing, contracts, and non-standard deal structures.
• Orchestrate internal stakeholders (Ops, Finance, Legal, Product) to progress deals efficiently

Onboarding, Expansion & Relationship Leadership

• Own the onboarding motion, ensuring enterprise customers are set up for scalable success.
• Establish and maintain trusted relationships with senior and executive customer stakeholders.
• Identify expansion opportunities together with Account Management to drive sustained growth.
• Serve as a point of escalation and strategic advisor during the customer lifecycle.

Enterprise Leadership & Market Impact

• Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally.
• Contribute to enterprise sales best practices, deal reviews, and peer coaching.
• Represent the company with credibility and confidence in high-stakes customer interactions.
• As part of the founding Poland team, help shape early market strategy and commercial playbooks that will define the company’s approach to the territory going forward.

Prerequisites

• 5+ years of experience managing complex, enterprise-level sales cycles with consistent quota attainment.
• Proven ability to close large, multi-stakeholder deals with long sales cycles and high deal complexity.
• Strong executive presence with the ability to influence senior decision-makers.
• Advanced discovery, negotiation, and value-based selling skills.
• High degree of autonomy, strategic thinking, and commercial judgment.
• Strong logistics, freight forwarding, or supply chain industry experience preferred.
• Self-sufficient learner with a track record of ramping quickly in new markets, products, or environments without an established playbook to follow.
• High level of intellectual curiosity — proactively seeks out market, product, and customer knowledge rather than waiting for it to be provided.
• Deep understanding of the Polish market and local business landscape, with the credibility to engage enterprise buyers from day one.
• Strong mix of supply chain/logistics industry knowledge and tech sales acumen, able to sell a platform-based solution with the same confidence as a traditional freight service.
• High degree of agility and adaptability — comfortable operating with ambiguity and evolving priorities as the Poland territory is built out.
• Fluent in Polish and English; additional languages are a plus.

What we offer:

• An opportunity to contribute to one of the fastest-growing companies, where you’ll have the chance to create a global impact while being a part of a thriving multinational environment
• Lunch allowance: Up to €12 per day.
• Equity program: every team member becomes a shareholder, aligning our success with yours. As a private company in a multi-trillion dollar industry, you have a direct stake in our collective growth and success.
• Employee Assistance Program through Aetna Resources for Living: the company provides an employer-sponsored program at no cost to you and your household members

Commitment to Equal Opportunity

At the company, our ability to fulfill our mission of making global commerce easy and accessible relies on having a diverse, dedicated and engaged workforce. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, age, physical and mental disability, health status, marital and family status, sexual orientation, gender identity and expression, military and veteran status, and any other characteristic protected by appli