Director of Sales

Pallet; États-Unis; À distance; USD 133 000 - 320 000; Plein temps

Avantages offerts par ce poste

Health benefits

Paid vacation

Equity compensation

401k plan

Résumé du poste

Pallet is hiring its first Enterprise Account Executive for the EMEA region. You will own the full sales cycle from prospecting to closure, build a robust European pipeline, and cultivate relationships with the continent's largest logistics providers.

The role is remote initially with London presence later, demanding deep industry knowledge and executive storytelling to drive ROI through Pallet's AI- powered workflow platform.

Qualifications

• 8+ years of enterpriseB2B SaaS or enterprise logistics sales experience.
• Business-fluent Portuguese you can run discovery, negotiate and present to executives in Portuguese.
• Proven track record of consistently closing six- and seven-figure enterprise software agreements.
• Strong consultative selling and value-based sales methodology.
• Experience navigating complex buying committees and long enterprise sales cycles.
• Executive presence with senior operators and technology leaders.
• Willingness to travel extensively across Europe.

Responsabilités

• Own the full enterprise sales cycle across EMEA, from outbound prospecting through contract signature.
• Build and maintain a 3x-4x qualified pipeline through disciplined outbound execution while self-sourcing at least 30% of opportunities.
• Develop relationships with executive stakeholders across Europe’s largest logistics providers.
• Lead consultative discovery sessions mapping operational workflows to Pallet’s AI capabilities.
• Scope and lead structured pilots showing measurable ROI and enterprise deployments.
• Build executive business cases aligning operational improvements with financial outcomes.
• Document repeatable customer use cases to shape Pallet’s product roadmap and GTM strategy.
• Help establish Pallet as the leading AI platform for enterprise logistics in Europe.
• Coordinate with US teams to align on timing and strategy.
• Travel ~75% across Europe for meetings, pilots, and events.

Connaissances

Enterprise B2B SaaS sales

Portuguese language

Closing large deals

Consultative selling

Executive relationship building

Travel across Europe

Understanding logistics ops

Territory building

Description du poste

Описание: Pallet is building AI Agents to transform the physical economy — a $12 trillion global industry. We’ve raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we’ve achieved 700% revenue growth and are just getting started. Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow supply chain teams down — from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time and integrate directly with customer systems. As companies across the physical economy look to generative AI to drive efficiency, many are turning to Pallet to lead the way. With deep supply chain expertise and cutting‑edge AI capabilities, we’re positioned to build the next $10B company powering the physical economy. Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of supply chain technology.

London, United Kingdom or Zurich, Switzerland (Remote to start, transitioning to 5 days/week in-office once our local office opens) You could be an Enterprise Account Executive anywhere.

Why us?

• Join a well-funded, high‑growth startup on a clear path to $100M ARR.
• Sell a category‑defining AI Agents platform with massive surface area across logistics.
• Build Pallet’s presence across Europe as one of the first commercial hires on the ground.
• Work directly with founders and senior leadership to define our international go‑to‑market strategy.
• Help transform one of the world’s largest industries while building toward a $10B+ outcome.

We’re hiring our first Enterprise Account Executives in EMEA to build Pallet’s commercial presence across Europe. You’ll own net‑new enterprise acquisition across the region, build relationships with the largest logistics providers in Europe, and help establish the playbook for our international expansion. This is a highly consultative enterprise sales role focused on educating customers on an entirely new category of AI‑powered workflow automation. You’ll partner closely with Sales, Product, Engineering, Solutions, and Customer Success to drive a solution‑selling motion centered around workflow discovery, AI use case identification, structured pilots, and measurable ROI. Initially, this role will be remote from London while we establish our UK presence. Once our London office opens, this role will transition to working from the office five days per week when not traveling to customer sites.

Zадачи:

• Own the full enterprise sales cycle across EMEA, from outbound prospecting through contract signature.
• Build and maintain a 3x-4x qualified pipeline through disciplined outbound execution while self‑sourcing at least 30% of opportunities.
• Develop relationships with executive stakeholders across Europe’s largest logistics providers, including COO, CIO, VP Operations, VP Supply Chain, and VP Technology.
• Lead consultative discovery sessions that map operational workflows to Pallet’s AI agent capabilities.
• Scope and lead structured pilots that demonstrate measurable operational ROI and convert into enterprise deployments.
• Build executive business cases that align operational improvements with financial outcomes.
• Document repeatable customer use cases and market feedback to shape Pallet’s product roadmap and international GTM strategy.
• Help establish Pallet as the leading AI platform for enterprise logistics across Europe.
• Mornings and early afternoons working directly with European customers and prospects.
• Late afternoons collaborating with our US‑based Sales, Product, and Engineering teams during our daily overlap window.
• Approximately 75% of your time traveling across Europe for customer meetings, executive workshops, pilots, and industry events.

Interview Process

• Chat with Christy – Business Recruiter – 30 mins
• Deal Review – 30 mins
• Discovery Mock Interview – 45‑60 mins
• Final Interview – ~3 hours
• Brief Background Check and Reference Check

Требования:

• 8+ years of enterpriseB2B SaaS or enterprise logistics sales experience.
• Business‑fluent Portuguese you can run discovery, negotiate and present to executives in Portuguese.
• Proven track record of consistently closing six‑ and seven‑figure enterprise software agreements.
• Strong consultative selling and value‑based sales methodology.
• Experience navigating complex buying committees and long enterprise sales cycles.
• Executive presence with senior operators and technology leaders.
• Comfortable selling technical, workflow‑heavy software products.
• Ability to quickly understand complex logistics operations and translate them into compelling AI automation opportunities.
• Excellent outbound prospecting and territory‑building discipline.
• Willingness to travel extensively across Europe.
• Experience selling into logistics, supply chain, transportation, or warehouse operations is strongly preferred but not required. Candidates without logistics experience should demonstrate an ability to quickly learn operational workflows and become trusted advisors to customers.

Условия:

The estimated compensation range for this role is £100,000-£240,000 OTE, depending on experience and skill set. Our compensation follows a standard 50/50 enterprise sales structure consisting of base salary and target commission. High performers are eligible for uncapped commission accelerators above quota. In addition to cash compensation, we offer competitive equity, benefits, and significant growth opportunities as one of our earliest international commercial hires. Final compensation will be determined based on experience, qualifications, and demonstrated enterprise sales performance.

• Health, Vision, and Dental benefits
• Take‑what‑you‑need Paid Vacation
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option; helping you save for the future
• Paid parental leave to support growing families
• Yearly learning and development stipend
• Commuter benefits for Bay Area employees
• Uber ride stipend if you ever have to work late in the office
• Remote office home stipend to get you comfy in your space
• Daily catered lunches provided
• Onboarding trip to San Francisco HQ if you work remotely
• Monthly happy hours
• Annual Company Offsites; our last one was in Palm Springs CA

Work model

Working model: Working hours are generally 9:00am‑6:00pm London time, providing full coverage of the European business day while maintaining regular collaboration with our San Francisco headquarters.

Reporting structure

You’ll report directly to the General Manager, London for territory strategy, customer relationships, and international expansion. You’ll also work closely with our Head of Sales, participating in weekly pipeline reviews, forecasting, and sales process alignment with the US team.

Workplace Policy

We are an in‑person company. Our offices in San Francisco, New York City and London are where ideas get built, decisions get made, and the team gets stronger. We have invested in making them genuinely great places to spend your day, with catered lunches, monthly happy hours, and people who care about the work and each other. Most of our team works in office five days a week. For select roles, we hire remotely across the U.S. Remote employees come to one of our offices for their first week to onboard and meet the team, and we cover the full trip. Every role is different. Travel expectations are always shared upfront in the job description and confirmed in your first call with us.