Enterprise Warehouse Automation Account Executive

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

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