Enterprise Account Executive I - Vaux SA

ArcBest; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

ArcBest is seeking an Enterprise Account Executive to drive strategic growth across warehouse automation, intralogistics, and material handling. You will navigate executives and technical stakeholders to uncover opportunities, lead pilots, and expand multi-site implementations.

The role requires deep operations understanding, ROI-focused storytelling, and collaboration with Solutions Engineering to design tailored, scalable solutions that deliver measurable outcomes.

Qualifications

• 3+ years of B2B sales experience with complex enterprise deals.
• Proven ability to manage a long, multi-stakeholder sales cycle.
• Experience selling solutions with technical components and ROI objectives.

Responsibilities

• Develop and execute strategic territory and account plans for enterprise warehouse, distribution, and manufacturing ops.
• Identify and engage senior stakeholders across operations, engineering, IT, finance, and executives.
• Lead opportunities through discovery, pilots, and expansion with cross-functional teams.

Skills

B2B sales

Stakeholder engagement

Sales lifecycle

Strategic planning

Education

Bachelor's degree in Business

Equivalent experience considered

Tools

Salesforce

Microsoft Office

CRM tools

Job description

Job Description

The Enterprise Account Executive is responsible for driving strategic growth by identifying, developing, and closing complex enterprise opportunities across warehouse automation, intralogistics, and material handling operations. This position requires a highly consultative seller capable of navigating operational, technical, and executive stakeholders while leading opportunities from discovery through pilot deployment and enterprise expansion. The Enterprise Account Executive requires the ability to understand customer operations deeply, diagnose workflow inefficiencies, build ROI-driven business cases, and partner cross-functionally to deliver measurable operational outcomes.

Responsibilities

• Develop and execute strategic territory and account plans focused on enterprise warehouse, distribution, and manufacturing operations.
• Prospect aggressively through networking, industry events, referrals, outbound engagement, and existing ArcBest relationships.
• Identify and engage operational, engineering, supply chain, IT, finance, and executive stakeholders within target accounts.
• Build and maintain long-term relationships with senior decision-makers across strategic verticals.
• Conduct discovery calls, operational walkthroughs, and onsite assessments to understand customer workflows, constraints, KPIs, and material handling challenges.
• Diagnose operational pain points related to labor volatility, throughput, transportation costs, warehouse efficiency, trailer utilization, safety, and automation scalability.
• Position Vaux solutions through value-based, operationally grounded business cases tied to measurable customer outcomes.
• Lead executive presentations, customer workshops, and operational reviews throughout the sales cycle.
• Collaborate closely with Solutions Engineering to scope workflows, validate technical fit, and design customer-specific solutions.
• Lead opportunities through the full commercial lifecycle.
• Define pilot objectives, success criteria, operational KPIs, and expansion pathways alongside customers and internal stakeholders.
• Coordinate internal cross-functional teams including Solutions Engineering, Legal, Customer Success, Deployment, and Leadership throughout the sales process.
• Support proposal development, pricing strategy, RFP responses, and commercial negotiations.
• Drive post-pilot expansion opportunities and multi-site growth strategies.
• Develop expertise across the Vaux Technology Suite.
• Maintain awareness of warehouse automation, robotics, supply chain, and intralogistics market trends.
• Represent Vaux at customer events, trade shows, industry conferences, and strategic meetings.
• Maintain disciplined pipeline management, CRM documentation, and forecasting accuracy within Salesforce.
• Other duties and projects, as assigned.

Requirements

Education

• Bachelor's Degree in Business, Supply Chain, Marketing, or related field, preferred
• Equivalent experience may also be considered in lieu of education.

Experience

• 3 years of B2B sales experience, preferably in warehouse automation, robotics, intralogistics, material handling equipment, industrial technology, supply chain technology, WMS/warehouse software, operational technology, or complex industrial solutions.
• Demonstrated ability to manage a complex sales process from lead generation through closing.
• Experience selling solutions with technical components and long sales cycles, preferred

Computer Skills

• Proficient in Microsoft Office Suite, Atlassian Suite, Salesforce, or similar CRM platforms.

Additional Requirements

• Excellent verbal and written communication skills.
• Commitment to exceptional customer service.

Competencies

• Addressing Customer Needs
• Cross-Selling
• Negotiating
• Perseverance and Follow-Through
• Problem Solving
• Relationship Management
• Sales Closing and Agreements
• Selling

Other Details

Work Hours

• Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.

Travel Requirements

• Moderate (50%-75%) To customer sites, industry events, and internal meetings.

Compensation

• This is a salary position paid biweekly.
• Variable compensation is included.

About Us

ArcBest is a multibillion-dollar integrated logistics company that's helped businesses build better supply chains for over a century. With 14,000+ employees across 230 campuses and service centers, we connect owned assets, a broad brokerage network and innovative technology to deliver end-to-end supply chain solutions for customers around the world.