Account Executive – Player/Manager (AE3)

Company Description: Our client is a rapidly growing, venture-backed
technology company helping some of the world’s largest warehouse,
manufacturing, retail, and logistics organizations improve operational
efficiency through an innovative combination of enterprise software, AI, and
autonomous technology.

As the company continues expanding its U.S. commercial organization, they
are seeking experienced enterprise Account Executives to drive new
customer acquisition across assigned territories. This is a true hunter role with
the opportunity to sell a highly differentiated solution into large enterprise
organizations while helping shape the growth of an emerging market leader.

The Position

Job Title: Account Executive 3 – Player/Manager
   
Job Type: Full-time; Remote (Territory-Based – Northeast and Southeast/Central)

Responsibilities:

• Own and lead a portfolio of large, complex Tier 1 global or regional enterprise accounts, with accountability for long-term revenue growth and expansion.
• Drive executive-level account strategy and lead complex, multi-region expansion opportunities across customer business units, sites, and stakeholder groups.
• Prospect and close a limited number of highly strategic new logo opportunities within defined enterprise verticals.
• Manage, coach, and develop Account Executives within the territory while retaining direct ownership of strategic Tier 1 accounts.
• Lead regular 1:1s, deal reviews, pipeline inspections, and forecast calls while coaching AEs on prospecting, deal strategy, stakeholder mapping, negotiation, and close planning.
• Partner closely with Customer Success, Marketing, RevOps, Product, and Sales Leadership to coordinate account growth, customer adoption, references, and cross-territory execution.
• Own team pipeline health, CRM discipline, forecast accuracy, and execution rigor while reviewing performance and risks with Sales Leadership.
• Deliver against both individual and team sales targets while helping raise enterprise selling standards across the U.S. commercial organization.

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Experience:

• 10-15+ years of B2B enterprise sales experience with a strong track record owning and expanding large global or regional Tier 1 accounts.
• Proven success delivering large, complex, multi-region enterprise deals while consistently meeting or exceeding quota.
• Experience managing and coaching Account Executives in a player-manager or formal sales leadership capacity.
• Demonstrated success driving structured, business case-led expansion strategies within enterprise customers.
• Exceptional executive stakeholder management, strategic account planning, and multi-threading capabilities.
• Deep experience partnering with Customer Success to drive delivery excellence, expansion, adoption, and customer advocacy.
• Highly disciplined in pipeline management, forecasting, CRM hygiene, and operating cadence.
• Mastery of complex qualification and deal orchestration frameworks such as MEDDPICC, MEDDIC, Challenger, or similar.
• Experience influencing product strategy or strategic partnerships through enterprise customers is valuable; warehouse, logistics, supply chain, robotics, or enterprise SaaS experience is a plus.

Location: Remote – United States (Territory-Based – Northeast and Southeast/Central)

Compensation Details: This position offers a competitive base salary, uncapped commission plan, equity participation, and a comprehensive benefits package.