Founding account executive in logistics

Flexport; Warszawa; On-site; PLN 600,000 - 1,000,000; Full time

Benefits offered by this job

Lunch allowance up to €12 per day

Equity program

Employee Assistance Program (Aetna)

Job summary

Flexport ищет опытного руководителя по продажам enterprise в Польшу. Ваша задача — управлять полным циклом продаж крупных корпоративных клиентов, формировать стратегию и координировать работу кросс‑функциональных команд, включая SDR и Account Management, для достижения и перевыполнения квот.

Кандидат должен иметь подтвержденный опыт работы с многокейсовыми покупателями, владеть навыками переговоров и ценностного продажа, владение Salesforce и знание рынка Польши.

Qualifications

• Опыт работы на руководящих позициях по продаже крупных корпоративных решений (enterprise) 5+ лет.
• Умение закрывать крупные сделки с участием нескольких стейкхолдеров и длинными цикл.
• Развитое исполнительное присутствие и способность влиять на принятие решений на высшем уровне.
• Продвинутые навыки разведки, переговоров и продажи на основе ценности.
• Высокий уровень автономии, стратегического мышления и коммерческого суждения.
• Готовность быстро осваивать новые рынки, продукты и подходы без готового плейбука.
• Глубокое понимание рынка Польши и местной бизнес-реальности.

Responsibilities

• Ведение и закрытие крупных, сложных enterprise‑сделок, достижение квот.
• Построение стратегического конвейера через самопоиск, планирование аккаунтов и партнерство с SDR.
• Идентификация пробелов, потенциала расширения и возможностей в целевых аккаунтах.
• Поддержка прогнозирования, чистоты возможностей и управления сделками в Salesforce.
• Проведение встреч на уровне руководителей для понимания стратегии и целей.
• Навигация по сложным группам покупателей через закупки, операции, финансы, IT и руководство.
• Разработка интегрированных решений Flexport, ориентированных на клиента.
• Представление Flexport как стратегического партнера с ценностными кейсами и дорожной картой решений.
• Разработка стратегии сделки от начала до закрытия, карта стейкхолдеров и критериев.
• Альтернативные переговоры, ценообразование, контракты и нестандартные структуры сделок.
• Координация внутренних отделов для прогресса сделок; сопровождение внедрения решения.
• Опыт внедрения процесса onboarding: настройка клиентов на масштабируемый успех.
• Поддержка доверительных отношений с руководителями клиентов на высшем уровне.
• Поиск возможностей расширения совместно с Account Management.
• Статус советника по эскалациям и жизненному циклу клиента.
• Внесение вклада в лучшие практики enterprise‑продаж, обзоры сделок и наставничество.

Tools

Salesforce SFDC

Job description

Описание:

At Flexport, 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 Flexport technology to move more than $19B of merchandise across 112 countries a year.

Задачи:

• 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).
• 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 Flexport solutions aligned to customer priorities and business outcomes.
• Position Flexport as a strategic partner through compelling value narratives, business cases, and solution roadmaps.
• 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.
• 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.
• 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 Flexport 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 Flexport’s approach to the territory going forward.

Требования:

• 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.
• 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 Будет плюсом: Strong logistics, freight forwarding, or supply chain industry experience preferred; additional languages are a plus

Условия:

• 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: Flexport provides an employer-sponsored program at no cost to you and your household members