Account Executive

Flock Freight; Encinitas (CA); Hybrid; USD 70,000 - 80,000; Full time

Benefits offered by this job

Equity package

Hybrid work model

Medical, Dental & Vision

401(k)

Job summary

Flock Freight is seeking an Account Executive to own the end-to-end sales process in a highly outbound, prospecting-driven role. You will generate pipeline through self-sourced prospecting and drive bookings and revenue from new and existing customers.

You will lead discovery conversations, position FlockDirect and Shared Truckload as differentiated solutions, and manage account plans to maximize long-term revenue. A hybrid work model and equity are part of the package.

Qualifications

• Bachelor’s degree preferred.
• 1+ year of direct, customer-facing sales experience in an outbound environment with prospecting, discovery, and closing responsibilities.
• Strong understanding of LTL freight; experience with partial or network-based solutions is a plus.
• Proven ability to consistently meet or exceed sales and activity quotas.
• Competitive, self-motivated, and driven by performance, achievement, and earning potential.
• Enjoys outbound selling and creating opportunities rather than waiting for them.
• Comfortable with cold calling and proactive outbound selling.
• Strong communication, negotiation, and problem-solving skills.
• Ability to quickly learn and confidently sell new, technology-driven products.
• Motivation driven by results and ownership of outcomes.
• Desire to work in a fast-paced, high-growth environment.

Responsibilities

• Own the end-to-end sales process, converting qualified prospects into long-term customers.
• Drive bookings and revenue growth from both new and existing customers.
• Lead discovery conversations to understand customer freight profiles, pain points, and annual freight spend.
• Position FlockDirect and Shared Truckload as differentiated, industry-changing solutions tailored to each customer’s needs.
• Maintain a high level of prospect and customer talk time through calls, meetings, demos, and follow-up activities.
• Develop and execute account plans to maximize wallet share and long-term revenue potential.
• Build credibility and trust through strong communication, follow-through, and account management.
• Partner with internal teams to ensure successful freight execution, including managing accessorials, overrides, and approvals.
• Support new customers through onboarding and contract execution, including coordination with legal when required.
• Accurately track pipeline, account activity, and customer communications within Flock systems.
• Consistently achieve or exceed monthly gross profit and shipment volume targets.

Skills

Outbound selling

Prospecting

Communication

Negotiation

Self-motivated

Results-driven

Learning agility

Education

Bachelor’s degree

Job description

• Own the end-to-end sales process, converting qualified prospects into long-term customers.
• This is a highly outbound, prospecting-driven role. Account Executives are expected to generate the majority of their pipeline through self-sourced prospecting. Success requires comfort with autonomy, ambiguity, and creating opportunities from scratch.
• Drive bookings and revenue growth from both new and existing customers.
• Lead discovery conversations to understand customer freight profiles, pain points, and annual freight spend.
• Position FlockDirect and Shared Truckload as differentiated, industry-changing solutions tailored to each customer’s needs.
• Maintain a high level of prospect and customer talk time through calls, meetings, demos, and follow-up activities.
• Develop and execute account plans to maximize wallet share and long-term revenue potential.
• Build credibility and trust through strong communication, follow-through, and account management.
• Partner with internal teams to ensure successful freight execution, including managing accessorials, overrides, and approvals.
• Support new customers through onboarding and contract execution, including coordination with legal when required.
• Accurately track pipeline, account activity, and customer communications within Flock systems.
• Consistently achieve or exceed monthly gross profit and shipment volume targets.

Core Responsibilities

• Own the end-to-end sales process, converting qualified prospects into long-term customers.
• This is a highly outbound, prospecting-driven role. Account Executives are expected to generate the majority of their pipeline through self-sourced prospecting. Success requires comfort with autonomy, ambiguity, and creating opportunities from scratch.
• Drive bookings and revenue growth from both new and existing customers.
• Lead discovery conversations to understand customer freight profiles, pain points, and annual freight spend.
• Position FlockDirect and Shared Truckload as differentiated, industry-changing solutions tailored to each customer’s needs.
• Maintain a high level of prospect and customer talk time through calls, meetings, demos, and follow-up activities.
• Develop and execute account plans to maximize wallet share and long-term revenue potential.
• Build credibility and trust through strong communication, follow-through, and account management.
• Partner with internal teams to ensure successful freight execution, including managing accessorials, overrides, and approvals.
• Support new customers through onboarding and contract execution, including coordination with legal when required.
• Accurately track pipeline, account activity, and customer communications within Flock systems.
• Consistently achieve or exceed monthly gross profit and shipment volume targets.

What Success Looks Like

• A consistently full pipeline driven by high outbound activity and smart prospecting.
• Strong close rates and sustained revenue growth across a book of business.
• Customers who clearly understand and see value in Flock’s differentiated freight model.
• Reliable achievement of activity, shipment, and gross profit goals.
• Long-term customer relationships built on trust, performance, and strategic partnership.

Qualifications

• Bachelor’s degree preferred
• 1+ year of direct, customer-facing sales experience in an outbound or mixed outbound environment, with responsibility for prospecting, discovery, and closing
• Strong understanding of LTL freight; experience with Partial or network-based solutions is a plus
• Proven ability to consistently meet or exceed sales and activity quotas
• Competitive, self-motivated, and driven by performance, achievement, and earning potential.
• Enjoys the hunt of outbound selling and takes pride in creating opportunities rather than waiting for them
• Comfortable with cold calling and proactive outbound selling
• Strong communication, negotiation, and problem-solving skills
• Ability to quickly learn and confidently sell new, technology-driven products
• Motivation driven by results and ownership of outcomes
• Desire to work in a fast-paced, high-growth environment

Compensation

The base salary range for this position is $70,000 - $80,000 per year + commission opportunity with meaningful upside. This reflects typical earning potential in this role based on market data and individual factors including skill sets, experience, and geographic location. In addition to salary, full-time employees are eligible for an equity package and competitive benefits that support you and your family as part of your total rewards package at Flock Freight.

Life & Benefits Of The Flock

• Hybrid Work Model: As an organization we value in-office collaboration, working cross-functionally, and winning together. Through scheduled in-office and work from home days, we are able to work more efficiently and collaboratively.
• 401(k): We know Flock may just be a stepping stone in your epic journey, but we want to be sure you’re setting your future self up for success!
• Medical, Dental & Vision: Generous coverage for employees and dependents. Both HMO and PPO options provided.

Our promise to you

Flock Freight is committed to creating an environment that’s fair and inclusive. We fill our open positions based on qualifications, merit, and business needs. We value the skills of people from all backgrounds and are proud to hire, promote, and retain talent from a diverse candidate pool. Diverse perspectives are central to innovation at Flock Freight and make our team better. We're interested in your inherent abilities, not just the skills you bring from your last role - if you think you have what it takes to succeed in the role but don't check every box, please still get in touch. We'd love to start a conversation with you.

Flock Freight has zero tolerance for behavior that negatively impacts marginalized groups, including women, people of color, veterans, immigrants, people with disabilities, and members of the LGBTQIA+ community. We invite people of all identities to join the Flock!

We are targeting talent in the San Diego AND Chicagoland Area.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.