Enterprise Account Executive

Revenova LLC; California; On-site; USD 150,000 - 230,000; Full time

Job summary

Revenova LLC is seeking an Enterprise Account Executive to manage a portfolio of active enterprise opportunities across freight brokerages, fleets, shippers, and 3PL/4PL logistics sectors. You will apply Challenger and Gap Selling to teach customers and translate complex operational challenges into value-driven use cases for Revenova's Salesforce-native TMS.

You will close strategically in a high-stakes, B2B environment and engage with C-level leaders, balancing price and ROI discussions to

Qualifications

• 8-10+ years of software or services sales in complex environments.
• Bachelor's degree preferred; demonstrated success matters more than major.
• Experience selling Salesforce-native or Salesforce-ecosystem software is a plus.

Responsibilities

• Enterprise Pipeline Ownership: identify, develop, and close new opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL sectors.
• Portfolio Management: manage a portfolio of active enterprise opportunities with multiple stakeholders and long sales cycles.
• Executive Engagement: lead conversations with operational and executive stakeholders to uncover challenges and present Revenova's value proposition.
• Value-Based Selling: use Challenger and Gap Selling to teach customers, tailor messaging, and control the deal.
• Use Case Translation: translate operational issues into clear, value-driven use cases powered by Revenova TMS.
• Salesforce Ecosystem Selling: build a pipeline within Salesforce ecosystem and leverage Revenova's native platform.

Skills

Enterprise sales

Multi-stakeholder

Executive presence

Challenger selling

Gap selling

Value-based selling

Education

Bachelor's degree

Tools

Salesforce

Job description

ROLE OVERVIEW

As the Enterprise Account Executive, you will manage a portfolio of active enterprise opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors - each involving multiple internal and external stakeholders and a longer, more strategic sales cycle. Your primary mission is to use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal, translating complex operational challenges into clear, value-driven use cases for Revenova's Salesforce-native TMS.

You will act as a strategic closer who leads with insight, challenges conventional thinking, and thrives in complex B2B environments. Individuals who prove they can consistently carry a value-based, multi-threaded sales cycle have a clear path to Senior Enterprise Account Executive.

KEY RESPONSIBILITIES:

Enterprise Pipeline Ownership

• Pipeline Generation: Identify, develop, and close new business opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors.
• Portfolio Management: Manage a portfolio of active enterprise opportunities, each involving multiple internal and external stakeholders and a longer, more strategic sales cycle.
• Executive Engagement: Lead high-impact conversations with operational and executive stakeholders to uncover business challenges and present Revenova's differentiated value proposition.

Sales Execution & Methodology

• Value-Based Selling: Use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal.
• Use Case Translation: Translate complex operational issues - freight cost pressure, labor shortages, compliance requirements, fragmented visibility - into clear, value-driven use cases powered by Revenova TMS.
• Salesforce Ecosystem Selling: Build and manage a pipeline within the Salesforce ecosystem, leveraging Revenova's native platform advantage in sales conversations with prospects already invested in Salesforce.

Cross-Functional Collaboration

• Customer Handoff: Collaborate with Sales Engineers, Customer Success, and Product teams to ensure seamless customer onboarding and long-term satisfaction.
• Culture Contribution: Contribute to a high-performance sales culture built on accountability, autonomy, and speed.

QUALIFICATIONS & SKILLS:

• Experience: 8-10+ years of successful software or services sales, ideally in complex, multi-stakeholder environments.
• Track Record: Proven ability to consistently meet or exceed sales targets in high-growth or competitive markets.
• Industry Background: SaaS and/or supply chain experience selling into TMS, freight brokerage, fleet/trucking, supply chain, or logistics environments; familiarity with transportation or freight brokerage industry dynamics preferred.
• Executive Presence: Strong executive presence and the ability to engage confidently with C-level leaders; comfortable discussing pricing and ROI at an executive level and holding firm on value-based pricing.
• Sales Approach: Training or experience in Challenger, Gap Selling, or other value-based sales methodologies preferred.
• Working Style: Critical thinker with strong business acumen and a proactive, strategic mindset; high adaptability and comfort working in a fast-paced, entrepreneurial environment.
• Education: Bachelor's degree preferred, any field; demonstrated success matters more than major.
• Platform Experience (Preferred): Experience selling Salesforce-native or Salesforce-ecosystem software.