Enterprise Account Executive - with background selling SaaS to Freight Forwarders

Wisor

9d•Remote

About The Position

Wisor.AI is a fast-growing B2B SaaS startup revolutionising how freight forwarders sell, quote, and win business. Our AI-powered platform automates RFQ handling, rate management, and customer engagement — enabling freight forwarders to respond faster, smarter, and at scale. We are backed by strong investors, growing rapidly across Europe, and building a world-class sales team to match our ambition. The Role We are looking for a hands-on, hungry Enterprise Account Executive to drive new logo acquisition across Europe. You will manage the full sales cycle end to end — from identifying and engaging target accounts to navigating complex procurement processes and closing multi-stakeholder enterprise deals. This is not a role for someone who hands off to others at every stage. You will be in the room (or on the call), you will run the demo, you will negotiate the contract, and you will bring home the deal. You'll work closely with our VP of Sales, Marketing, and Product teams — but the pipeline and the quota are yours.

Requirements

5 years of quota-carrying B2B SaaS sales experience, with a focus on enterprise accounts
Background selling SaaS to freight forwarders, logistics, or supply chain companies is a strong requirement
Demonstrated track record of consistently meeting or exceeding quota - we will ask for numbers
Proven ability to manage complex, multi-stakeholder sales cycles of 3–9 months
Experience closing deals in the $200K - $1M ARR range
Hands-on approach - you don't wait for others to move the deal forward
Mastery of consultative, value-based selling - you sell outcomes, not features
Strong command of a sales methodology (MEDDIC, MEDDPICC, Challenger, SPIN, or similar)
Sharp qualification instincts - you know when to push forward and when to walk away
Excellent at building business cases that resonate with economic buyers and procurement teams
Skilled negotiator who protects deal value while keeping relationships intact
Exceptional communicator in English — written, verbal, and in formal presentations; additional European language a strong advantage
Confident and credible in the room with C-level executives — you earn trust quickly
Clear and concise async communicator — you document your deals, update your CRM, and keep stakeholders informed without being chased
Authentic relationship builder who plays the long game, not just the quarter
Genuine enthusiasm for AI and the ability to articulate its business value to non-technical buyers
Comfortable running live product demos of AI-powered software with confidence and clarity
Data-driven approach to pipeline management — you live in your CRM and use data to priorities
Familiarity with modern sales tools: HubSpot or Salesforce, LinkedIn Sales Navigator, Outreach/Salesloft, Notion, Slack
Curiosity about how AI is reshaping logistics — you use it as a competitive talking point, not a buzzword
Proven track record of hitting quota in a fully remote environment — you don't need an office to perform
Exceptionally self-motivated and organized — your pipeline hygiene and follow-up discipline reflect your professionalism
Comfortable with async-first collaboration across teams and time zones
Reliable home office setup and confident video presence for customer-facing calls

Nice To Haves

Experience at a Series A–C SaaS startup in a foundational sales hire capacity
Existing network of decision-makers within European freight forwarding or logistics
Background in logistics technology, TMS, rate management, or freight procurement software
Experience building or contributing to sales playbooks, ICP definitions, or outbound sequences

Responsibilities

Own your outbound pipeline - proactively identify, research, and engage enterprise freight forwarders across Europe
Build and maintain a healthy pipeline at 3–4x quota coverage through disciplined prospecting
Leverage your network, industry events, and conferences to open doors and create opportunities
Lead all stages of the enterprise sales cycle: discovery, solution design, demo, proposal, negotiation, and close
Run sharp, consultative discovery sessions to understand business pain, decision criteria, and competitive landscape
Deliver tailored, compelling product demonstrations that speak to operations, technology, and C-suite stakeholders
Build and manage multi-threaded relationships across complex buying committees
Own commercial negotiations — pricing, terms, and contracting — through to signature
Accurately forecast your pipeline and commit to a monthly and quarterly number
Develop detailed account plans for top target enterprises — mapping org structures, identifying champions, and anticipating objections
Partner with the Account Management team on smooth post-sale handoffs to protect customer experience
Feed market intelligence back to Product and Marketing — you are on the front line and your insight matters
Manage your time, priorities, and outreach with the self-discipline of a top remote performer
Travel to customer sites, trade shows, and industry events across Europe as needed
Operate effectively in a fast-moving startup — iterate quickly, handle ambiguity, and help build the playbook as you go