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ROLE OVERVIEW
As the Enterprise Account Executive, you will manage a portfolio of active enterprise opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors — each involving multiple internal and external stakeholders and a longer, more strategic sales cycle. Your primary mission is to use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal, translating complex operational challenges into clear, value-driven use cases for Revenova 's Salesforce-native TMS.
You will act as a strategic closer who leads with insight, challenges conventional thinking, and thrives in complex B2B environments. Individuals who prove they can consistently carry a value-based, multi-threaded sales cycle have a clear path to Senior Enterprise Account Executive.
KEY RESPONSIBILITIES:
Enterprise Pipeline Ownership
Pipeline Generation: Identify, develop, and close new business opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors.
Portfolio Management: Manage a portfolio of active enterprise opportunities, each involving multiple internal and external stakeholders and a longer, more strategic sales cycle.
Executive Engagement: Lead high-impact conversations with operational and executive stakeholders to uncover business challenges and present Revenova 's differentiated value proposition.
Sales Execution & Methodology
Value-Based Selling: Use a Challenger and Gap Selling approach to teach customers something new, tailor messaging to their strategic goals, and take control of the deal.
Use Case Translation: Translate complex operational issues — freight cost pressure, labor shortages, compliance requirements, fragmented visibility — into clear, value-driven use cases powered by Revenova TMS.
Salesforce Ecosystem Selling: Build and manage a pipeline within the Salesforce ecosystem, leveraging Revenova 's native platform advantage in sales conversations with prospects already invested in Salesforce.
Cross-Functional Collaboration
Customer Handoff: Collaborate with Sales Engineers, Customer Success, and Product teams to ensure seamless customer onboarding and long-term satisfaction.
Culture Contribution: Contribute to a high-performance sales culture built on accountability, autonomy, and speed.
QUALIFICATIONS & SKILLS:
Experience: 8–10+ years of successful software or services sales, ideally in complex, multi-stakeholder environments.
Track Record: Proven ability to consistently meet or exceed sales targets in high-growth or competitive markets.
Industry Background: SaaS and/or supply chain experience selling into TMS, freight brokerage, fleet/trucking, supply chain, or logistics environments; familiarity with transportation or freight brokerage industry dynamics preferred.
Executive Presence: Strong executive presence and the ability to engage confidently with C-level leaders; comfortable discussing pricing and ROI at an executive level and holding firm on value-based pricing.
Sales Approach: Training or experience in Challenger, Gap Selling, or other value-based sales methodologies preferred.
Working Style: Critical thinker with strong business acumen and a proactive, strategic mindset; high adaptability and comfort working in a fast-paced, entrepreneurial environment.
Education: Bachelor's degree preferred, any field; demonstrated success matters more than major.
Platform Experience (Preferred): Experience selling Salesforce-native or Salesforce-ecosystem software.