Mid Market Account Executive
About The Position
ShipBob is hiring an Account Executive - Mid Market that will add tremendous value to larger merchants that are ready to make their supply chain strategy a competitive advantage. You will be a value-add matchmaker between ShipBob's global capabilities and the growth goals of Mid-Market Merchants. We have just scratched the surface of our total addressable market, so the right high-performing seller will have the chance to build, manage, and deliver a significant book of business. You will exercise your discretion to negotiate contract terms as well as work cross functionally to provide full stack operations, pricing, and product solutions. This role reports to the Director, Sales – Mid Market.
Requirements
- 7+ years of Account Executive experience with a consistent track record of net-new logo acquisition.
- Demonstrated experience closing complex deals with average deal sizes of $500K–$1M+ ARR.
- Experience navigating 6–12 month sales cycles with multi-stakeholder buying committees including C-suite economic buyers.
- A defined, repeatable sales methodology (MEDDIC, Sandler, Challenger, or equivalent) — you can articulate your process, not just your results.
- Ability to build and present a strategic business case.
- Excellent CRM hygiene and forecasting discipline.
Nice To Haves
- Background in logistics, 3PL, supply chain, e-commerce, or adjacent industries is highly preferred.
Responsibilities
- Creatively connect with potential customers, both self-sourced and pre-vetted by the Business Development or Partnerships team, to understand the Merchant's goals and determine a mutual fit.
- Work with Sales Engineer to construct a full stack solution for potential customers.
- Work with pricing and analytics teams to ensure competitive pricing while maintaining positive margins.
- Identify the nuances of customer’s business and consult on partners and integrations which could help facilitate a partnership with ShipBob as well as greater efficiencies for the business.
- Follow Mid-Market Sales Process, keeping up with any iterations made by the business.
- Move customers efficiently through the sales process, ensuring all expectations are properly set and understood.
- Negotiate contract terms and general partnership agreements.
- Have a thorough understanding of both our tech offerings and Operational capabilities.
- Maintain an updated, clean and thorough pipeline to ensure proper forecasting and up to date CRM notes so account status is clear.
- Provide feedback to management to continue to improve the sales process and Merchant experience.
- Facilitate proper handoff to the post sales team.
- Additional duties and responsibilities as necessary.
Benefits
- Medical, Dental, Vision & Basic Life Insurance
- Paid Maternity/Parental Leave Program
- Paid Holidays & Flexible Time Off Program
- Paid Sick Leave
- Wellness Days (1 day/quarter)
- 401K Match
- Comprehensive Benefits Package
- Competitive total compensation package with a pay for performance approach
- Opportunity to receive and/or earn sales incentives based on Company’s plans and in accordance with Company’s policies.
- Access to AI and productivity tools from Day 1 at no cost.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
