Enterprise Account Executive - with background selling SaaS to Freight Forwarders

Remote · Full-Time · Europe · Reports to VP Sales

This is a quota-carrying, full-cycle sales role. You will own enterprise deals from first outreach to signed contract - prospecting, discovery, demo, commercial negotiation, and close. If you thrive on winning, this is your seat.

About Wisor.AI

Wisor.AI is a fast-growing B2B SaaS startup revolutionising how freight forwarders sell, quote, and win business. Our AI-powered platform automates RFQ handling, rate management, and customer engagement — enabling freight forwarders to respond faster, smarter, and at scale. We are backed by strong investors, growing rapidly across Europe, and building a world-class sales team to match our ambition.

The Role

We are looking for a hands-on, hungry Enterprise Account Executive to drive new logo acquisition across Europe. You will manage the full sales cycle end to end — from identifying and engaging target accounts to navigating complex procurement processes and closing multi-stakeholder enterprise deals.

This is not a role for someone who hands off to others at every stage. You will be in the room (or on the call), you will run the demo, you will negotiate the contract, and you will bring home the deal. You'll work closely with our VP of Sales, Marketing, and Product teams — but the pipeline and the quota are yours.

Key Responsibilities

Pipeline Generation

Own your outbound pipeline - proactively identify, research, and engage enterprise freight forwarders across Europe

Build and maintain a healthy pipeline at 3–4x quota coverage through disciplined prospecting

Leverage your network, industry events, and conferences to open doors and create opportunities

Full-Cycle Sales Execution

Lead all stages of the enterprise sales cycle: discovery, solution design, demo, proposal, negotiation, and close

Run sharp, consultative discovery sessions to understand business pain, decision criteria, and competitive landscape

Deliver tailored, compelling product demonstrations that speak to operations, technology, and C-suite stakeholders

Build and manage multi-threaded relationships across complex buying committees

Own commercial negotiations — pricing, terms, and contracting — through to signature

Accurately forecast your pipeline and commit to a monthly and quarterly number

Strategic Account Development

Develop detailed account plans for top target enterprises — mapping org structures, identifying champions, and anticipating objections

Partner with the Account Management team on smooth post-sale handoffs to protect customer experience

Feed market intelligence back to Product and Marketing — you are on the front line and your insight matters

Remote Execution & Startup Drive

Manage your time, priorities, and outreach with the self-discipline of a top remote performer

Travel to customer sites, trade shows, and industry events across Europe as needed

Operate effectively in a fast-moving startup — iterate quickly, handle ambiguity, and help build the playbook as you go

What We're Looking For

Must-Have Experience

5 years of quota-carrying B2B SaaS sales experience , with a focus on enterprise accounts

Background selling SaaS to freight forwarders, logistics, or supply chain companies is a strong requirement

Demonstrated track record of consistently meeting or exceeding quota - we will ask for numbers

Proven ability to manage complex, multi-stakeholder sales cycles of 3–9 months

Experience closing deals in the $200K - $1M ARR range

Hands-on approach - you don't wait for others to move the deal forward

Sales Skills & Methodology

Mastery of consultative, value-based selling - you sell outcomes, not features

Strong command of a sales methodology (MEDDIC, MEDDPICC, Challenger, SPIN, or similar)

Sharp qualification instincts - you know when to push forward and when to walk away

Excellent at building business cases that resonate with economic buyers and procurement teams

Skilled negotiator who protects deal value while keeping relationships intact

Communication & Interpersonal Skills

Exceptional communicator in English — written, verbal, and in formal presentations; additional European language a strong advantage

Confident and credible in the room with C-level executives — you earn trust quickly

Clear and concise async communicator — you document your deals, update your CRM, and keep stakeholders informed without being chased

Authentic relationship builder who plays the long game, not just the quarter

AI Orientation & Tech Fluency

Genuine enthusiasm for AI and the ability to articulate its business value to non-technical buyers

Comfortable running live product demos of AI-powered software with confidence and clarity

Data-driven approach to pipeline management — you live in your CRM and use data to priorities

Familiarity with modern sales tools: HubSpot or Salesforce, LinkedIn Sales Navigator, Outreach/Salesloft, Notion, Slack

Curiosity about how AI is reshaping logistics — you use it as a competitive talking point, not a buzzword

Remote-Ready Qualities

Proven track record of hitting quota in a fully remote environment — you don't need an office to perform

Exceptionally self-motivated and organized — your pipeline hygiene and follow-up discipline reflect your professionalism

Comfortable with async-first collaboration across teams and time zones

Reliable home office setup and confident video presence for customer-facing calls

Nice to Have

Experience at a Series A–C SaaS startup in a foundational sales hire capacity

Existing network of decision-makers within European freight forwarding or logistics

Background in logistics technology, TMS, rate management, or freight procurement software

Experience building or contributing to sales playbooks, ICP definitions, or outbound sequences