Enterprise Account Executive - with background selling SaaS to Freight Forwarders

Remote · Full-Time · Europe · Reports to VP Sales

This is a quota-carrying, full-cycle sales role. You will own enterprise deals from first outreach to signed contract - prospecting, discovery, demo, commercial negotiation, and close. If you thrive on winning, this is your seat.

About Wisor.AI

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.

Key Responsibilities

Pipeline Generation

• 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

Full-Cycle Sales Execution

• 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

Strategic Account Development

• 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

Remote Execution & Startup Drive

• 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
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What We're Looking For

Must-Have Experience

• 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

Sales Skills & Methodology

• 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

Communication & Interpersonal Skills

• 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

AI Orientation & Tech Fluency

• 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

Remote-Ready Qualities

• 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 Have

• 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