Enterprise Account Executive, FourKites
Customer Growth
+ Stock options
AI supply chain orchestration & visibility platform
Be an early applicant
AI supply chain orchestration & visibility platform
501-1000 employees
Be an early applicant
+ Stock options
501-1000 employees
Company mission
To drive end-to-end supply chain orchestration, with visibility as the foundation.
Role
Who you are
- The ideal candidate will have a successful track record in selling SAAS Supply Chain and Logistics Transportation solutions to Fortune 1000 customers in the United States
- We are looking for a self motivated, collaborative, team player with a track record of exceeding quota throughout their career
- Experience in successfully selling across multiple verticals is a plus, most notably to large customers within the CPG, Retail, Industrial and Manufacturing segments
- Knowledge of Supply Chain business process across the end to end supply chain is required along with experience in both inbound, outbound and facility processes
- Familiarity with Global Execution focused Control Towers and Agentic Workforce solutions is desired as well
- Minimum 5-10 years selling enterprise supply chain software solutions to Fortune 1000 customers across multiple verticals
- Track record of consistently exceeding sales objectives throughout career
- Strong “hunter” capabilities enabling AE to successfully capture new business with assigned prospect accounts
- Strong “Account Management” skillset enabling AE to develop strategic plans enabling them to expand market share with existing accounts
- History of developing key coach and executive sponsor relationships to drive successful transactions and “win/win” partnerships
- Complex selling experience to support objectives of selling FK solutions to disparate stakeholders across different segments of the supply chain i.e. Transportation, Logistics, Execution, Planning, International, Finance, Operations etc
- Excellent listening skills to facilitate clear understanding of customer, their business, SOP’s, and strategic objectives
- Presentation skills that enable the effective presentation of FourKites’ solutions to customers and prospective clients
- Experience in selling “value” focused solutions vs. pitching tactical products
- Competitive driven self starter who can lead and influence across cross-functional teams within FourKites
- Experience in leveraging key Business Development/CRM tools including Salesforce, Linked In Sales Navigator, Zoominfo etc. to support commercial efforts
- Strong verbal and written communication skills
What the job involves
- FourKites is looking for an Account Executive to join our US Sales Team. This individual will be responsible for selling to both new and existing accounts
- The selected Account Executive will manage between 15-25 accounts and be responsible for coordinating go to market efforts and collaborating with a variety of business stakeholders including Solution Consulting, Customer Support, Inside Sales, Customer Support, and Services personnel
- This position will report to the Regional VP of Sales
- Exceed assigned quota on a quarterly and annual basis
- Increase ARR for existing accounts while securing profitable revenue for new customers
- Develop trusted partnership relationships across various divisions and at various levels across assigned accounts
- Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives
- Facilitate stakeholder mapping plans for all key accounts outlining key Supply Chain targets across the enterprise along with strategies for establishing relationships
- Engage with Value Delivery team to understand customer’s SOP’s, map FourKites solutions to them and codify the value that our solutions can deliver
- Work with Regional Sales VP, Services, Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts
- Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives
- Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets
- Clearly communicate “go to market” strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE’s plans for subject account
- Leverage FourKites’ internal AI tools to maximize productivity and improve customer facing activities
- Update Salesforce on a regular basis (no less than weekly) to ensure all qualified deals and target accounts are regularly updated with appropriate deal specifics (action plans, close dates, revenue etc.) and account plans and strategies
Our take
The trucking industry has long struggled with inefficiencies, particularly due to a lack of visibility and shipping data. This often results in trucks underutilizing their capacity and driving empty miles. While Electronic Logging Devices (ELDs) have been introduced as a solution, they haven't motivated drivers employed by trucking companies to address these inefficiencies.
FourKites offers a digital platform that enhances visibility and efficiency in trucking routes and cargo capacity, reducing the number of empty miles. Rather than focusing on trucking companies or drivers, FourKites targets businesses that require shipping, aligning with their financial incentives to improve logistics efficiency.
Amid a competitive landscape of startups addressing inefficiencies in trucking, FourKites has found success by partnering with shipping companies and businesses that need their services. by making shipping partnerships contingent on using their technology, FourKites bypasses driver reluctance and delivers real efficiency improvements for the entire shipping process.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2022
$10m
LATE VC
Mar 2021
$100m
SERIES D
Total funding: $211.6m
Company HQ
West Loop Gate, Chicago, IL
Leadership
Matthew Elenjickal
(Founder & CEO)Matthew spent half a decade at i2 Technologies and served as an Oracle Consultant, before taking an MBA at Northwestern University. On graduation, they founded FourKites in August 2014, serving ever since as CEO.
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