Founding Enterprise Account Executive (GTM) - Amari AI

Pear VC•Austin, CA

3d•Onsite

About The Position

Global trade still runs on outdated, time-consuming manual workflows. We’re fixing that. Amari AI is building AI agents for logistics. Our AI works alongside humans, automating the work they do so logistics companies can process more shipments, faster, with fewer errors. We’re growing fast, backed by First Round Capital (early investors in Flexport), Pear VC, and other top investors. The timing is perfect: with changes from the current administration and increased scrutiny on tariffs and compliance, the market is waking up to AI. The Role We’re hiring a Founding Enterprise AE to help us win our first wave of enterprise customers and build the enterprise motion from the ground up. This is not a “run the playbook” job—our enterprise playbook is still being created. You’ll work directly with the founders to sharpen enterprise messaging, build pipeline, and close early enterprise logos. You’ll be expected to move fast, open doors, multithread across complex orgs (Ops, IT, Compliance, Finance), and run structured enterprise sales cycles (including pilots, security reviews, procurement, and legal). Over time, you’ll help shape how we land and expand within larger accounts.

Requirements

7–12+ years of B2B SaaS sales experience , with 3–6+ years closing enterprise deals involving multiple stakeholders and longer cycles (typically 4–12 months).
Proven ability to create pipeline and close in environments with limited brand support (early-stage or “build the patch” roles are ideal).
Comfortable selling into complex, regulated or operationally critical workflows— logistics, supply chain, compliance, fintech/risk, ERP adjacent is a plus.
Strong at discovery and solutioning : you can credibly understand workflows, quantify impact, and build a value narrative.
Experience navigating security/compliance and procurement processes (SOC 2 conversations, data handling, vendor onboarding, legal redlines).
High agency and builder mentality: you write the first version of the one-pager, create the account plan, and iterate weekly based on reality.
Excellent executive communication: crisp follow-ups, strong meeting control, and the ability to sell to VP/Director audiences.
Thrives in early-stage ambiguity and is excited to build something from scratch.
Must be in-person in San Francisco and energized by working shoulder-to-shoulder with founders.

Nice To Haves

Prior experience selling into customs brokerage, freight forwarding, 3PLs, import/export compliance, or trade finance .
Familiarity with integration-heavy sales (systems of record, workflow tools, data mapping).
Comfort running ABM-style account targeting and outreach for named enterprise lists.

Responsibilities

Own enterprise new logo sales end-to-end: prospecting, discovery, multi-stakeholder demos, pilot planning, security/procurement navigation, negotiation, and close.
Build the enterprise motion: co-create ICP, qualification, mutual action plans, messaging, and the repeatable playbook as we learn.
Run multithreading like second nature: map stakeholders, build champions, and drive alignment across Ops, Compliance, IT/Security, Finance, and Procurement.
Create urgency without discounting: quantify operational ROI and compliance risk reduction; align the account to a clear decision timeline.
Design and execute pilots: define success criteria, scope, timeline, and executive readouts that convert to paid rollouts.
Partner tightly with founders and product: translate enterprise requirements into clear product feedback; influence roadmap with real customer signals.
Represent Amari in the enterprise market: attend key industry events, leverage networks, and build trust with senior leaders.
Maintain clean pipeline hygiene in HubSpot: accurate stages, next steps, close plans, and lightweight dashboards for forecasting and learning.