GenLogs

• Develop and own a territory sales strategy aligned with company revenue and expansion goals. • Prioritize enterprise logistics accounts based on market opportunity, industry trends, and strategic fit. • Define and track key sales performance metrics, pipeline forecasting, and quota attainment. • Lead account planning and cross-functional deal strategy for high-value opportunities. • Partner closely with marketing, product, and leadership to align value propositions with customer needs. • Own the full sales cycle—from prospecting and qualification through negotiation and close—focused on enterprise shippers, freight brokers, 3PLs, and carriers. • Conduct discovery with operational, financial, and technical stakeholders to map pain points to platform capabilities. • Develop and deliver business-case presentations, ROI models, proposals, and pricing strategies. • Navigate complex procurement processes, security reviews, and legal negotiations. • Accurately manage CRM pipeline to support forecasting, reporting, and strategic decision-making. • Maintain regular onsite and virtual engagement with strategic accounts, supply chain leaders, and decision-making committees. • Represent the company at industry conferences, trade shows, and private customer events. • Analyze event influence and pipeline impact, providing recommendations on future investments. • Establish executive-level and operational-level relationships to expand account footprint and uncover cross-sell and upsell opportunities. • Effectively communicate the company’s differentiated value and competitive positioning in the logistics technology space. • Act as a public-facing ambassador through speaking engagements, demos, webinars, and thought leadership interactions. • Support the creation and refinement of pitch collateral, customer use cases, and competitive messaging. • Collaborate with marketing and product teams to refine go-to-market strategy based on buyer feedback and market intelligence. • Partner with implementation and customer success teams to ensure successful onboarding, adoption, and retention. • Build customer referenceability and advocacy programs within accounts. • Leverage customer outcomes, case studies, and success metrics to drive renewals and expand revenue opportunities.

Role Description GenLogs’ Strategic Account Executive for Insurance will be a critical part of helping to continue our tremendous growth journey. This account executive will be responsible for managing accounts inside of GenLogs’ commercial auto insurance vertical and working with retailers, wholesalers, carriers, and MGAs. Additionally, the account executive will work closely with leadership and venture capital advisors to craft messaging for insurance and provide customer feedback to our product team to drive continued success for GenLogs! What You’ll Do - Sales and Account Management - Learn the GenLogs Insurance product and understand how it provides value to retailers, wholesalers, carriers, and MGAs. - Demo, sell, and manage accounts with retailers, wholesalers, carriers, and MGAs across the commercial auto insurance industry. - Travel - Travel for industry conferences and trade shows to meet with customers and pitch GenLogs. - Strategy & Leadership - Help GenLogs identify high-performing talent to grow our expanding team. - Branding and Communications - Assist GenLogs marketing team with language and strategies regarding overall insurance marketing strategy. - Work closely with marketing to nurture and convert potential customers. - Work with GenLogs customer success team to identify use cases from current customers and referenceable customers. Qualifications - +5 years of commercial auto insurance industry knowledge with experience in multiple verticals preferred. - +3 years of sales experience preferred. - Experience using CAB product (Central Analysis Bureau). - SaaS sales experience is preferable, but not required. - Salesforce experience preferred. - Exceptional storytelling, communication, and leadership skills. - Roll-up-your-sleeves attitude—you thrive in ambiguity and can execute as well as strategize. Benefits - Healthcare - Employer-covered comprehensive medical, dental, and vision plans. - Employer contribution towards premiums of optional higher-end plans. - Time Off - Unlimited PTO. - Sick leave. - Company holidays (GenLogs observes all US Government holidays). - Flexible leave for caregiving and medical needs. - Family Support - Paid parental leave. - Professional Development - Budget availability for approved professional development courses, certifications, and training. - Travel Support - 100% travel reimbursement for all approved company travel and spending. - Retirement Savings - 401(k) plan. US Salary Range GenLogs establishes compensation based on role, level, experience, and location. Salary bands are benchmarked against high-growth technology companies and adjusted for market conditions. Equity grants are included in most full-time offers to ensure every team member participates in the company’s long-term value creation. A recruiter will provide a precise range during the hiring process.

• Cover the entire cycle of software quality assurance: Planning, Analysis, Design, Execution, and reporting of results with minimum supervision. • Develop and apply testing processes to ensure that user needs and service expectations are being met. • Define tools and automation frameworks. • Fluency in writing SQL queries, including joins, aggregations, and filtering across complex relational and non relational datasets. • Create detailed, comprehensive, and well-structured test plans and test cases • Identify and Assess the testing process risk. • Think and plan ahead in ways that anticipate the future development of our product offering and the growth of our team and client list. • Work across our internal development teams and functions as appropriate to ensure all parties are working efficiently on the right priorities. • Create the testing strategy for the genlogs products. • Report project quality metrics and statistics, and defects control and monitoring. • Able to make decisions in critical situations. • Identify risks. • Propose improvements in the process, team and product. • Make sure the information is shared in a structured way and provide traceability of the testing process.

• Own product strategy and roadmap for the Insurance Vertical • Build products that support underwriting, claims, and fraud detection workflows • Build and scale AI-powered risk and intelligence products, leveraging agentic AI to detect anomalies, surface underwriting signals, and automate workflows • Lead the creation of new data products and AI-powered applications, packaging GenLogs data into high-value, monetizable offerings (APIs, insights, embedded workflows) • Own and communicate the product roadmap, serving as the single-threaded owner across leadership, engineering, and GTM teams • Define product requirements by balancing customer risk models, regulatory constraints, and data fidelity • Translate complex datasets into high-signal, trusted products used in underwriting and claims decisions • Drive rapid iteration with Engineering while maintaining high standards for accuracy, reliability, and trust • Define success metrics tied to risk reduction, loss ratios, and operational efficiency • Partner with GTM and Customer Success to drive adoption, retention, and revenue expansion

• Own product strategy and roadmap for the Shippers Vertical • Lead product discovery, working directly with customers to understand workflows, pain points, and decision-making processes • Own and communicate the product roadmap, serving as the single-threaded owner across leadership, engineering, and GTM teams • Lead the creation of new data products and AI-powered applications that turn raw freight data into actionable insights • Define product requirements by deeply understanding shipper workflows (planning, execution, exception management), balancing speed, technical feasibility, and real-world usability • Drive rapid iteration with Engineering and Design, shipping quickly, learning from usage, and continuously improving • Define and track success metrics tied to operational outcomes (efficiency, loss reduction, ROI) • Partner with Customer Success and GTM to drive adoption, retention, and expansion

• Outbound Prospecting: Research and identify high-quality prospects across logistics and commercial auto insurance verticals • Execute consistent multichannel outreach including calls, email, and LinkedIn • Tailor outreach to specific workflows across logistics and insurance stakeholders • Maintain daily activities and expectations to generate a healthy volume of qualified meetings • Conduct initial discovery conversations to understand prospect challenges • Align prospect pain points with GenLogs’ capabilities • Qualify prospects to sales qualified leads based on defined criteria • Schedule meetings for Account Executives with clear, detailed handoff notes • Work closely with Account Executives to prioritize accounts and refine outreach strategy • Provide ongoing feedback to Product based on prospect objections, market signals, and emerging trends • Support GTM initiatives tied to industry events • Maintain accurate data, notes, and qualification details in Salesforce • Utilize sales engagement tools to improve productivity and streamline outbound workflows • Participate in weekly meetings to review performance, account progress, and outbound results • Contribute to the evolution of outbound playbooks, ICP profiles, and messaging frameworks.

• Pioneer the use of agentic AI to build self-healing data pipelines • Lead the expansion of GenLogs into new B2B SaaS verticals • Manage, recruit, and develop a world-class team of Product Managers • Leverage massive datasets to create proprietary insights and high-moat features • Partner closely with Engineering and Sales to align the technical roadmap with GTM goals

• Develop a deep understanding and expertise of our platform, data, APIs, and customer base • Create, Read, Update, and Delete: Manage ongoing CRUD within backend customer/user database to ensure proper permissions and access • Respond to technical user questions and issues with urgency, clarity, and empathy via email/chat. • Troubleshoot and resolve technical issues by guiding them through workflows and identifying user errors vs. product bugs • Document and take detailed notes in our support ticketing system • Collaborate with Engineering and Integrations teams to translate user feedback into scalable solutions • Assist Customer Success Managers in day to day technical support of users.

• Develop a deep understanding and expertise of our platform and customer base • Respond to user questions and issues with urgency, clarity, and empathy via email/chat and occasionally Google Meet • Troubleshoot and resolve customer issues by guiding them through workflows and identifying user errors vs. product bugs • Build out and maintain customer- and internal-facing knowledge base • Document and take detailed notes in our support ticketing system • Following up daily on tickets to ensure the customer is taken care of as quickly as possible • Provide basic technical support, escalating more complex problems to our Engineering team as needed • Collaborate with Sales, Customer Success, and Product to translate user feedback into scalable solutions • Assist Customer Success Managers in day to day support of users • This may include user onboarding, training, and ongoing office hours to user success

• Manage customer book of around $3 million ARR within the logistics service provider (LSP) vertical • Onboard new customers and guide them through product setup, training, and initial usage to ensure successful implementation. • Develop and execute customer success playbooks and resources to drive customer adoption. • Conduct regular stakeholder check-ins and business reviews with customers to assess progress, gather feedback, and discuss future goals. • Develop an upsell and renewal strategy based on usage data, stakeholder feedback, and customer goals. • Ensure a high level of revenue retention and expansion. • Partner closely with Sales for largest upsell opportunities. • Quarterly travel for industry conferences, QBRs, and onsite customer meetings • Collaborate with Support and Engineering teams on user issues • Serve as the liaison between customers and internal teams, such as Product, Engineering, and Data teams