Strategic Account Executive - Logistics

SPS Commerce•Minneapolis, MN

4d•Hybrid

About The Position

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain! Position Summary: Logistics Strategic Account Executive Step into a strong, proven territory — and grow it further. This territory has a track record of strong performance, giving you a running start to build on established relationships while pursuing net-new business. You'll own a defined 3PL and Carrier sales territory, blending prospecting, partner development, and strategic account growth — all while working alongside a collaborative, cross-functional team. As a Logistics Strategic Account Executive, you'll drive new business through prospecting, partner development, and territory management — including periodic onsite visits with 3PLs and Carriers. You'll lead annual and quarterly business planning to position your territory for success, run business reviews with customers and partners, and partner with sales engineering, implementation, and other direct sales teams to ensure smooth transitions from close to onboarding. Once a customer is onboard, they stay in your territory — opening the door for ongoing upsell and cross-sell as their business (and needs) grow. This is a 100% direct sales, quota-based role with a strong emphasis on new customer and partner acquisition, balanced with expanding existing accounts.

Requirements

Bachelor's degree + 5 years of relevant work experience (3+ years quota-carrying sales) OR some post-secondary education + 9 years of relevant experience
Demonstrated success managing full sales cycles — from prospecting to close — including pipeline building, objection handling, ROI-based selling, forecasting, and persistence through both short and long sales cycles
A track record of self-generated leads, leveraging your own contacts, accounts, and partner relationships
Clear, confident communication skills (verbal, written, and non-verbal), with the ability to adapt tone and style to the audience
Ability to translate technical and business concepts for audiences with varying levels of expertise
Strong cross-functional collaboration skills (product management, support, sales leadership, senior management)
A strong sense of integrity, relationship-building, and leadership

Nice To Haves

Multi-year tenure with 3+ years of repeated, proven success exceeding quota
Familiarity with logistics, transportation, or warehouse management systems (TMS/WMS) is a strong plus
Proficiency with Microsoft Office and Salesforce.com

Responsibilities

Drive a value-based sales process across a defined territory — identifying, developing, and closing new business
Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine will be most effective
Engage all qualified leads and opportunities from Channel, Logistics, Analytics, Marketing, Community, and Lead Generation teams
Partner with your account team to leverage existing SPS relationships, fostering a collaborative culture aligned with SPS values
Nurture prospects and current customers; cross-sell and upsell existing subscribers
Maintain a rolling 90-day pipeline to meet or exceed ARR quota
Champion customer satisfaction — respond promptly and ensure smooth alignment with Customer Success
Track key findings, progress, insights, and pipeline velocity in Salesforce.com