Senior Enterprise Account Executive (East USA, Remote)

Pallet

2d•$250,000 - $350,000•Remote

About The Position

Pallet is seeking Senior Enterprise Account Executives for the Central, West, and East regions. This role focuses on net-new enterprise acquisition, managing complex multi-threaded sales cycles, and contributing to the development of our enterprise sales playbook. The position is fully remote, with travel required for customer visits and industry events. The Account Executive will collaborate closely with Sales, SDR, Product, Engineering, and Solutions teams to implement a solution-selling approach. This involves identifying high-value workflows, mapping use cases, and demonstrating return on investment through structured evaluations and pilot programs.

Requirements

8+ years of experience in enterprise B2B SaaS or enterprise logistics sales.
Proven track record of closing six- and seven-figure enterprise deals.
Strong solution-selling and value-mapping skills.
Ability to speak fluently about logistics workflows (or demonstrate a strong aptitude to learn).
Comfortable selling technical, workflow-heavy products with a baseline understanding of LLM/AI (or demonstrate a strong aptitude to learn).
Experience navigating long sales cycles, internal politics, and complex buying committees.
Executive presence with operators and technology leaders (COO, CIO, VP Ops, VP IT).
Ability to build clear business cases tied to measurable operational and financial impact.
Disciplined outbound sales approach with strong pipeline hygiene.
Ability to learn new industries and technologies quickly and apply insights immediately.

Responsibilities

Own full-cycle enterprise sales, from outbound prospecting to closing deals, and drive net-new logo acquisition within your assigned region.
Build and maintain a qualified pipeline of 3x–4x the quota by executing a disciplined outbound strategy and self-sourcing at least 30 percent of opportunities.
Lead a consultative, workflow-driven sales process to identify customer pain points and align them with Pallet's solutions.
Advance 5–7 enterprise deals to late-stage qualification within the first six months, cultivating champions and securing executive alignment with stakeholders such as COOs, CIOs, VPs of Operations, and VPs of IT.
Develop CFO-ready business cases and manage structured evaluations, including discovery, workflow mapping, pilot scoping, and ROI modeling, to secure customer commitments.
Document deal patterns, repeatable use cases, and expansion opportunities to inform go-to-market strategy and foster growth within existing accounts.