Account Executive

Octup; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

Octup, an AI-powered operational intelligence platform, is seeking an Account Executive to own net-new revenue from first conversation to signed agreement. You’ll build pipeline, develop relationships, and create compelling business cases with mid-market and enterprise 3PL prospects.

You’ll sell to owners, executives, operations, and finance teams, uncovering meaningful business problems and delivering measurable value with a data-driven, MEDDIC-informed approach.

Qualifications

• 5+ years of successful full-cycle B2B sales in SaaS or tech
• History of achieving a $1M+ annual quota
• Ability to self-source pipeline and close net-new logos
• Experience selling to mid-market and enterprise executives
• Proficient in value-based/consultative selling methods (MEDDIC/MEDDPICC/Sandler)
• Strong discovery, business-case development and negotiation skills
• Comfort selling to executives and operating teams

Responsibilities

• Own the full sales cycle from prospecting to close
• Build and manage your own pipeline; convert inbound and partner-sourced opportunities
• Lead discovery focused on business impact and ROI
• Develop ROI and financial business cases around margins and costs
• Navigate multiple stakeholders across executive, finance, and operations
• Develop champions and drive consensus in complex buying groups
• Collaborate with SDR, marketing, and leadership to improve GTM motion
• Maintain disciplined pipeline management and accurate forecasting

Skills

Full-cycle B2B sales

SaaS sales

Pipeline development

Executive selling

MEDDIC/MEDDPICC/Challenger selling

Negotiation & storytelling

Stakeholder management

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.