Enterprise Account Executive - Vaux

ArcBest; United States; On-site; USD 120,000 - 150,000; Full time

Job summary

ArcBest is seeking an Enterprise Account Executive to identify, develop, and close strategic enterprise opportunities in warehouse automation and intralogistics. You will navigate stakeholders across operations, engineering, IT, and finance, delivering ROI-driven business cases and leading pilots from discovery to deployment.

You will manage a full sales lifecycle, collaborate with Solutions Engineering, and drive expansion across multi-site accounts, with frequent field leadership and a heavy

Qualifications

• 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.

Responsibilities

• Develop and execute strategic territory & account plans targeting enterprise operations.
• Prospect through networking, events, referrals, and ArcBest relationships.
• Engage stakeholders across operations, engineering, IT, finance, and executives.
• Build relationships with senior decision-makers across strategic verticals.
• Conduct discovery calls, walkthroughs, and onsite assessments of workflows and KPIs.
• Diagnose pain points like labor volatility, throughput, costs, and automation scalability.
• Position ROI-driven business cases for Vaux solutions.
• Lead executive presentations and customer workshops throughout sales cycle.
• Collaborate with Solutions Engineering to scope workflows and validate fit.
• Lead opportunities through full commercial lifecycle.
• Define pilot objectives and expansion pathways with customers.
• Coordinate cross-functional teams during sales process.
• Support proposal development, pricing, and RFP responses.
• Drive post-pilot expansion and multi-site growth.
• Maintain knowledge of warehouse automation and intralogistics trends.
• Represent Vaux at events and conferences.
• Maintain pipeline management and CRM forecasting in Salesforce.
• Other duties as assigned.

Skills

B2B sales

Complex sales cycles

Technical solution selling

CRM (Salesforce)

Relationship management

Negotiation

Education

Bachelor's degree

Tools

Salesforce

Microsoft Office

Atlassian Suite

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.
• 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.