Account Executive

Justworks, Inc.; Tulsa (OK); On-site; USD 120,000 - 180,000; Full time

Job summary

Dockware is seeking an Account Executive to build and close the pipeline for its Vision product, an autonomous computer vision sensor suite deployed on docks. You will own the full sales cycle, from initial contact to signed contracts, splitting time between prospecting and on-site visits at terminals and events.

You will report to Head of Business Operations and collaborate with founders and the engineering team to maximize revenue growth and customer value across North America.

Qualifications

• Experience selling technology products in a B2B sales or account executive role.
• Proven track record closing enterprise deals.
• Strong communication and relationship-building abilities.

Responsibilities

• Pipeline Generation: identify, research and engage target accounts across logistics and related sectors.
• Field Qualification: visit facilities to assess dock layout, throughput and workflows.
• Deal Execution: scope deployments, build business case and negotiate to contracts.
• Industry Presence: represent on trade shows, conferences and events and build relationships with leaders.
• Market Feedback: keep CRM updated and share field insights with product and leadership.
• Playbook Building: help shape ICP, messaging, and territory plan.

Skills

B2B sales

Enterprise deals

Tech products

Communication

Travel

Job description

Dockware is relentlessly driving toward the error free dock.

Every day across the world, millions of freight handlers scan, count, inspect, measure, photograph, label, read, and transcribe shipment data tens of millions of times, and errors are the rule, not the exception. Every error on the dock ripples across the rest of the value chain, leading to inventory management discrepancies, misroutes, under/over pricing, disputes, sub-optimal asset utilization, and many flavors of claims and chargebacks. As logistics underpins roughly 10% of global GDP, even marginal improvements at the dock translate into massive gains for businesses, workers, and consumers everywhere.

Using computer vision, edge hardware, and real-time ML systems, Dockware captures dimensions, condition, and identifiers for every shipment - in seconds. That data becomes a verifiable digital twin: a continuously updated, shareable record that moves with the shipment from origin to destination.

Our platform integrates directly into existing workflows, eliminating manual data entry, barcode dependency, and costly delays - while turning messy, real-world freight into clean, actionable data. The result is a system that reduces disputes, improves operational accuracy, and unlocks better decisions across the supply chain. For the full company vision, read here.

Our Culture

Dockware has deep Midwestern roots. Jerks, credit hogs, and elitists need not apply. We come to work and give everything because we know our teammates are doing the same. Similarly, the logistics professionals we serve make modern life possible – full stop. They deserve tech that works and real humans who answer the phone.

The Role

We are seeking a talented and driven Account Executive to build and close the pipeline for our core Vision product. The Vision system is an autonomous computer vision sensor suite deployed directly on the dock. It identifies, locates, inspects, dimensions, and photographs shipments, reducing errors and driving optimization downstream.

In this role, you will own the full sales cycle, from first conversation to signed contract. You'll split your time between prospecting and time on the road: walking terminals and distribution centers and meeting operators at industry events. You'll report to our Head of Business Operations and work closely with our founders and engineering team.

What You'll Do

Pipeline Generation: Identify, research and engage target accounts across LTL carriers, 3PLs, manufacturers, distributors and air cargo ground handlers, using email, phone, LinkedIn and in-person outreach.

Field Qualification: Visit customer facilities to understand dock layout, door counts, freight profile, current scanning and dimensioning workflows, and where errors are costing them money.

Deal Execution: Scope deployments, build the business case, navigate multiple stakeholders, and negotiate through to signed contracts. Stay involved through deployment to set the account up for expansion.

Industry Presence: Represent Dockware at trade shows, conferences and industry events, and build relationships with operations and technology leaders.

Market Feedback: Keep the CRM accurate, and bring what you hear in the field back to product, engineering and leadership.

Playbook Building: Help shape our ICP, messaging, outreach sequences and territory plan. There's no playbook to inherit yet, and you'll help write it.

What You Bring

Experience: 3–5 years selling technology products in a B2B sales or account executive role, with experience closing enterprise deals.

Proven Track Record: Consistent quota attainment, with numbers you can walk us through.

Industry Background: Experience in transportation, logistics, supply chain and/or manufacturing, ideally selling hardware, IoT, computer vision or operational software into those environments.

Travel: Willing to travel up to 50% of the time to customer sites, industry events and our Tulsa headquarters.

Communication: Equally credible with a terminal manager on the dock floor and with a VP of Operations in the boardroom.

Bonus: An existing network at carriers, 3PLs or air cargo handlers, and familiarity with LTL terms such as PRO numbers, OD&L, WNI and reweigh/reclass.

Who You Are

You don't wait for leads to show up. You commit and follow through. You're comfortable with ambiguity and can make progress without a script. You ask "why" before pitching "how," and you'd rather hear a hard no than chase a soft maybe.

This is a high-ownership environment where your work directly impacts customers and revenue. You'll have autonomy, but you'll also be expected to take initiative and drive opportunities to signed contracts.

Location & Travel

This role can be based at our HQ in Tulsa, OK or in a major freight or industrial hub (e.g. Dallas–Fort Worth, Chicago, Atlanta, Memphis, Indianapolis, Columbus, Kansas City). It requires travel of up to 50% to customer sites, industry events and our Tulsa headquarters.

Join Us

Dockware is building the primary data capture layer for global logistics. If you're ready to put computer vision on docks across North America and know how to earn an operator's trust, we want to hear from you.

Dockware is committed to providing equal employment opportunities to all applicants and employees. Employment decisions are made without regard to race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, reproductive health decisions, sexual orientation, gender identity or expression), national origin, ancestry, age, disability, genetic information, marital status, veteran or military status, citizenship or immigration status (where protected by law), or any other characteristic protected by applicable federal, state, or local law. We are committed to fostering an inclusive workplace where all individuals are treated with dignity and respect. Dockware also provides reasonable accommodations to qualified applicants and employees with disabilities and for sincerely held religious beliefs, practices, or observances, consistent with applicable law.

Dockware is committed to providing equal employment opportunities to all applicants and employees. Employment decisions are made without regard to race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, reproductive health decisions, sexual orientation, gender identity or expression), national origin, ancestry, age, disability, genetic information, marital status, veteran or military status, citizenship or immigration status (where protected by law), or any other characteristic protected by applicable federal, state, or local law.We are committed to fostering an inclusive workplace where all individuals are treated with dignity and respect. Dockware also provides reasonable accommodations to qualified applicants and employees with disabilities and for sincerely held religious beliefs, practices, or observances, consistent with applicable law.