Account Executive

Octup; California (MO); On-site; USD 150,000 - 210,000; Full time

Job summary

Octup is hiring an Account Executive to drive net-new revenue from first conversation through signed agreement. You’ll build pipeline, develop relationships and craft compelling ROI stories for mid-market and enterprise 3PLs.

You’ll engage owners, executives, operations and finance teams to uncover meaningful problems and demonstrate measurable value, managing the full sales cycle with discipline and market insight.

Qualifications

• 5+ years of successful full-cycle B2B sales experience, preferably in SaaS or high-growth technology.
• Demonstrated ability to carry and achieve against a $1M+ annual quota.
• Self-source pipeline and close net-new logos.
• Experience selling complex, high-value solutions to mid-market and enterprise organizations.
• Strong command of value-based and consultative selling methodologies such as MEDDIC/MEDDPICC, Challenger or Sandler.
• Exceptional discovery, storytelling, business-case development and negotiation skills.
• Comfortable selling to executives while going deep with operational stakeholders.

Responsibilities

• Own the full sales cycle - prospecting, discovery, solution alignment, business case, negotiation and close.
• Generate your own pipeline while converting inbound, SDR-generated and partner-sourced opportunities.
• Run high-quality discovery focused on business impact, not feature demonstrations.
• Build ROI and financial business cases around revenue leakage, margins, labor efficiency, shipping costs and operational performance.
• Navigate multiple stakeholders across executive, finance, operations and technology teams.
• Develop champions and build consensus across complex buying groups.
• Partner with SDR, marketing, solutions and leadership to continuously improve our GTM motion.
• Maintain disciplined pipeline management and accurate forecasting.
• Bring market feedback back into the organization and help shape how Octup goes to market.

Skills

Full-cycle B2B sales

Pipeline development

Value-based selling

Executive relationships

Negotiation

Tools

HubSpot

Gong

Outreach

Job description

Octup is an AI-powered operational intelligence platform purpose-built for 3PLs.

We connect the systems 3PLs already rely on- WMS, financial, shipping, labor and other operational data - and turn that data into actionable intelligence. From automated billing and client profitability to shipping optimization, operational analytics and customer visibility, Octup helps 3PLs improve margins, accelerate cash flow and run better operations.

We’re growing our go-to-market team and looking for an Account Executive who knows how to create opportunities, navigate complex sales cycles and close meaningful business.

The Role-

As an Account Executive, you’ll own net-new revenue from first conversation through signed agreement.

This isn’t a role where you’ll simply work a queue of inbound leads. You’ll be expected to build pipeline, develop relationships and create compelling business cases with prospects.

You’ll sell into mid-market and enterprise 3PL organizations, working with owners, executives, operations leaders and finance teams to uncover meaningful business problems and demonstrate measurable value.

What You’ll Do-

• Own the full sales cycle - prospecting, discovery, solution alignment, business case, negotiation and close


• Generate your own pipeline while converting inbound, SDR-generated and partner-sourced opportunities


• Run high-quality discovery focused on business impact, not feature demonstrations


• Build ROI and financial business cases around revenue leakage, margins, labor efficiency, shipping costs and operational performance


• Navigate multiple stakeholders across executive, finance, operations and technology teams


• Develop champions and build consensus across complex buying groups


• Partner with SDR, marketing, solutions and leadership to continuously improve our GTM motion


• Maintain disciplined pipeline management and accurate forecasting


• Bring market feedback back into the organization and help shape how Octup goes to market

What We’re Looking For

• 5+ years of successful full-cycle B2B sales experience, preferably in SaaS or high-growth technology


• Proven history of carrying and achieving against a $1M+ annual quota


• Demonstrated ability to self-source pipeline and close net-new logos


• Experience selling complex, high-value solutions to mid-market and enterprise organizations


• Strong command of value-based and consultative selling methodologies such as MEDDIC/MEDDPICC, Challenger or Sandler


• Exceptional discovery, storytelling, business-case development and negotiation skills


• Comfortable selling to executives while going deep with operational stakeholders


• High level of curiosity, accountability and competitive drive


• A builder’s mindset - you’re comfortable operating in an environment that’s moving quickly and continuously improving

Nice to Have-

• Experience selling into 3PL, logistics, fulfillment, supply chain or warehouse operations


• Existing relationships within the 3PL/logistics ecosystem


• Experience selling analytics, AI, WMS, ERP, transportation, billing or other operational technology


• Familiarity with HubSpot, Gong, Outreach and modern sales technology

Why Octup-

This is an opportunity to join Octup at an important stage of growth and have a direct impact on how we scale.

You’ll be selling into an industry undergoing significant change, with AI, automation, margin pressure and rising customer expectations creating urgency for better technology.

• We’re looking for someone who wants more than a territory and a quota. We want someone who wants to help build the sales organization with us.