[Hiring] Senior Enterprise Account Executive @Pallet

Role Description

Pallet is hiring Senior Enterprise Account Executives for the Central, West, and East regions. You’ll own net-new enterprise acquisition, run complex multi-threaded cycles, and help define our enterprise playbook. This role is fully remote with travel to customers and events.

• Partner closely with Sales, SDR, Product, Engineering, and Solutions to drive a solution-selling motion focused on identifying high-value workflows, mapping use cases, and proving ROI through structured evaluations and pilots.

How you will make an impact:

• Own full-cycle enterprise sales, from outbound to close, and drive net-new logo acquisition across your region.
• Build and maintain a 3x–4x qualified pipeline by running a disciplined outbound motion and self-sourcing at least 30 percent of opportunities.
• Lead a consultative, workflow-driven sales process that uncovers operator pain and maps it to Pallet's use cases.
• Advance 5–7 enterprise deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders.
• Build CFO-ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet.
• Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts.

Qualifications

• 8+ years of experience in enterprise B2B SaaS or enterprise logistics sales.
• Track record of closing six- and seven-figure enterprise deals.
• Strong solution-selling and value-mapping skills.
• Ability to speak fluently about logistics workflows. If you don’t have logistics experience, we’ll test your ability to learn it.
• Comfortable selling technical, workflow-heavy products with a baseline understanding of LLM/AI; if you have logistics experience but less technical exposure, we’ll test your aptitude to learn our platform quickly.
• Experience navigating long sales cycles, internal politics, and complex buying committees.
• Executive presence with operators and technology leaders (COO, CIO, VP Ops, VP IT).
• Can build clear business cases tied to measurable ops and financial impact.
• Disciplined outbound operator with strong pipeline hygiene.
• Ability to learn new industries and technologies quickly and apply insights immediately.

Benefits

• Health, Vision, and Dental benefits
• Flexible PTO
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option; helping you save for the future
• Yearly learning and development stipend
• Commuter benefits for Bay Area employees
• Uber ride stipend if you ever have to work late in the office
• Remote office home stipend to get you comfy in your space
• Daily catered lunches provided by Sharebite (every meal you order, one meal gets donated)
• Onboarding trip to San Francisco HQ if you work remotely
• Monthly happy hours
• Annual company off-sites, our last one was in Palm Springs 🌴🍹

Interview Process

• Chat with Christy - Business Recruiter - 30 mins
• Coffee Chat with Sales Team - 30 mins
• Discovery Mock Interview - 45-60 mins
• Final Interview - ~4 hours
• Brief Background Check and Reference Check

Compensation

The estimated salary range for this role is $250,000-$350,000 OTE, depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and growth opportunities. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location.