Account Executive, ENT

Job Summary

As an Account Executive, ENT at Flexport, you will drive complex, high-value enterprise deals and establish long-term strategic partnerships with large customers. This role involves advanced, multi-stakeholder sales cycles that span regions, business units, and decision layers.

Responsibilities

Pipeline & Opportunity Ownership

• Own and close high-value, complex enterprise opportunities, consistently meeting or exceeding individual quotas.
• Build a strategic pipeline through self-prospecting, account planning, and SDR partnership.
• Proactively identify whitespace, expansion potential, and multi-entity opportunities within target accounts.
• Maintain forecasting, opportunity hygiene, and deal governance in Salesforce (SFDC).

Strategic Discovery & Solution Architecture

• Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and long-term business objectives.
• Navigate complex buying groups across procurement, ops, finance, IT, and senior leadership.
• Design integrated, multi-product Flexport solutions aligned to customer priorities and business outcomes.
• Position Flexport as a strategic partner through compelling value narratives, business cases, and solution roadmaps.

Deal Strategy, Negotiation & Closing

• Own end-to-end deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans.
• Lead advanced commercial negotiation, pricing, contracts, and non-standard deal structures.
• Orchestrate internal stakeholders (Ops, Finance, Legal, Product) to progress deals efficiently.

Onboarding, Expansion & Relationship Leadership

• Own the onboarding motion, ensuring enterprise customers are set up for scalable success.
• Establish and maintain trusted relationships with senior and executive customer stakeholders.
• Identify expansion opportunities together with Account Management to drive sustained growth.
• Serve as a point of escalation and strategic advisor during the customer lifecycle.

Enterprise Leadership & Market Impact

• Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally.
• Contribute to enterprise sales best practices, deal reviews, and peer coaching.
• Represent Flexport with credibility and confidence in high-stakes customer interactions.

Requirements

• 5+ years of experience managing complex, enterprise-level sales cycles with consistent quota attainment.
• Proven ability to close large, multi-stakeholder deals with long sales cycles and high deal complexity.
• Strong executive presence with the ability to influence senior decision-makers.
• Advanced discovery, negotiation, and value-based selling skills.
• High degree of autonomy, strategic thinking, and commercial judgment.
• Strong logistics, freight forwarding, or supply chain industry experience preferred.
• Intermediate in English; additional languages are a plus depending on region.

Benefits

• An opportunity to contribute to one of the fastest-growing companies, where you’ll have the chance to create a global impact while being a part of a thriving multinational environment.
• Lunch food delivery 4 days a week incl. vegetarian options, a salad bar and special menu options, plus breakfast options, snacks, soft drinks and barista coffee.
• Health insurance: employee contribution part is covered by Flexport.
• 25 paid vacation days.
• Equity program: every team member becomes a shareholder, aligning our success with yours.
• Employee Assistance Program through Aetna Resources for Living: Flexport provides an employer-sponsored program at no cost to you and your household members.
• Parental leave benefit: Flexport is here to support you and your families in one of the most important times in life – the birth of a child!
• Monthly reimbursement of mobile phone expenses.
• Car allowance: Flexport offers its sales team a monthly car allowance, allowing you to rent or lease a vehicle for both personal and professional use.