Account Executive (Freight & Logistics Tech)

CS Recruiting; Oakland (CA); Hybrid; USD 90,000 - 150,000; Full time

Job summary

CS Recruiting is seeking a Founding Account Executive in the United States to own the full sales cycle from prospecting to closing. You will generate your own pipeline through outbound channels and run discovery calls to map customer freight operations and budgets.

The role targets mid-market accounts in freight forwarding and logistics, with a six-figure ARR target and a founding equity grant. This is an early-stage opportunity requiring proactive pipeline building and travel for conferences.

Qualifications

• 1–4 years of B2B SaaS sales experience.
• At least 12 months as SDR/BDR selling to mid-market.
• Top-quartile performance on pipeline generation or quota attainment.
• Strong outbound prospecting via email, LinkedIn, phone.
• Experience selling to freight forwarding or logistics preferred.
• Seed/Series A startup experience preferred.
• Experience with Apollo/Outreach/HubSpot is beneficial.
• Able to build pipeline in an early-stage environment.

Responsibilities

• Own full sales cycle from prospecting to signed contract.
• Generate your own pipeline via outbound channels.
• Run discovery calls to understand prospect operations and budgets.
• Lead product demos tailored to freight forwarders and workflows.
• Manage negotiations, security reviews, and contracts through close.
• Maintain pipeline, forecasting, and CRM activity.

Skills

B2B SaaS sales

Outbound prospecting

Closing deals

SDR/BDR background

Freight/logistics domain

Tools

Apollo

Outreach

HubSpot

Job description

• Location: Oakland, California
• Type: Direct Hire
• Job 12122

Company Description: Our client is a seed-stage freight technology company

building an AI-powered software platform for the global trade and freight

forwarding industry. The company's technology automates traditionally manual and

time-intensive freight workflows, allowing forwarding organizations to respond to

customers faster and operate more efficiently. The company serves mid-market

freight forwarders across North America, Europe, and Asia and is backed by venture

capital investors. The organization is building out its early commercial team as it

continues to scale its go-to-market strategy.

The Position

Job Title: Founding Account Executive

Job Type: Full-time

Responsibilities

Own the full sales cycle from initial prospecting through signed contract,

negotiation, and closing.

Generate the majority of your own pipeline through email, LinkedIn, phone,

industry conferences, and other outbound channels.

Run discovery calls to understand prospective customers' freight operations,

business challenges, decision-making process, budget, and timeline.

Lead product demonstrations tailored to freight forwarders and their quoting

and operational workflows.

Manage commercial negotiations, security reviews, procurement processes,

and contracts through signature.

Carry an annual new ARR quota of approximately $600K in Year 1 with a

structured six-month ramp.

Partner with the New York-based SDR and Toronto-based SDR team for

additional pipeline support while continuing to own personal outbound

Transition closed accounts to the Director of Implementation for post-sale

onboarding and implementation.

Represent the company at industry conferences and customer events,

including occasional domestic and international travel.

Provide feedback to Product and Marketing on customer needs, competitive

intelligence, ICP refinement, and product opportunities.

Maintain accurate pipeline, forecasting, and CRM activity.

Experience

1-4 years of B2B SaaS sales experience.

At least 12 months of experience as an SDR or BDR selling into mid-market

accounts.

Demonstrated top-quartile performance against pipeline generation or quota

goals.

Strong outbound prospecting experience across email, LinkedIn, phone, and

other channels.

Ideal candidates are either top-performing SDRs/BDRs ready to move into a

closing role or recently promoted AEs with approximately 6-18 months of

closing experience.

Experience selling into freight forwarding, logistics, supply chain, or adjacent

vertical software markets is strongly preferred.

Seed- or Series A-stage startup experience is preferred.

Experience with sales platforms such as Apollo, Outreach, HubSpot, or

comparable tools is beneficial.

Must be comfortable operating in an early-stage environment where the AE is

expected to build pipeline rather than rely on pre-qualified opportunities.

Authorization to work in the United States is required.

Location: New York City, New York (on site at this location), Oakland/San Fran, CA

(remote), and Los Angeles, CA (remote)

Compensation Details: Competitive base salary plus uncapped variable

compensation, accelerators above quota, and a founding equity grant.