Raft is the intelligent logistics platform that’s rewriting the technology playbook for freight forwarders and customs brokers in the automation era. A dynamic technology company with a global impact across logistics, we’re searching for an Enterprise Account Manager who is excited by the prospect of working in a rapidly growing international scale-up. We have significant runway thanks to our most recent Series B funding, which we raised from some of the best investors in the space: Eight Roads (Alibaba, Spendesk, Toast), Bessemer Venture Partners (LinkedIn, Twilio, Shopify), Episode 1 (Zoopla, Betfair, Shazam) and Dynamo Ventures (Sennder, Stord, Gatik).
We are seeking a highly motivated and experienced Enterprise Account Executive to join our dynamic sales team. As an Enterprise Account Executive at Raft, you will be responsible for driving sales revenue through new business. You will serve as the primary sales point of contact for prospects, understanding their business needs, and presenting solutions that meet their objectives. Your ability to build strong relationships, effectively communicate the value of our SaaS products, and close deals will be instrumental in the success of our organization.
Day to day Responsibilities:
- Account Executive:
- Conduct in-depth needs assessments to understand our existing clients' pain points, goals, and challenges, and identify opportunities.
- Prepare and deliver persuasive sales presentations, proposals, and contracts, demonstrating the value and benefits of our SaaS offerings.
- Lead negotiations, handle objections, and close deals to achieve or exceed new business, upsell, cross-sell and renewal targets.
- Effectively build pipeline and accurately forecast to meet or exceed sales targets.
- In collaboration with sales leadership, negotiate pricing, terms, and contractual agreements with clients, ensuring a win-win outcome for both parties.
- Present and demonstrate additional features, upgrades, or new products that align with clients' business objectives, and effectively communicate the value proposition of our expanded solutions, highlighting the benefits and ROI for clients.
- Serve as a trusted advisor, providing expert guidance and support to clients throughout their journey with our SaaS products.
- Sales Strategy and Planning:
- Develop and execute account plans to drive revenue growth.
- Identify key market segments, verticals, and customer profiles to prioritize sales efforts.
- Stay updated on product knowledge and industry trends to effectively position our solutions and address client inquiries.
- Provide feedback and insights to the sales management team to drive continuous improvement and inform product roadmap decisions.
- Sales Pipeline Management:
- Utilize CRM software to track and manage sales opportunities, pipeline, and customer interactions.
- Maintain accurate and up-to-date records of all sales activities, including prospecting, meetings, proposals, and contracts.
- Provide timely and accurate sales forecasts and contribute to the development of sales strategies and tactics.
- Collaboration
- Collaborate with cross-functional teams, including customer success, support, product development, and marketing, to ensure clients' success, promote product enhancements, and to ensure seamless delivery of products and services to clients.
