Role Description Licorne Society has been commissioned by a fast-growing geospatial startup to help them find their Founding Account Executive – Enterprise / UK / GeoAI SaaS. Reporting directly to the CEO, you would play a key role in the company's growth with strategic accounts in the UK. You would manage Enterprise accounts with complex sales cycles (6–12 months) and average deals of several hundred thousand euros. Main responsibilities: - Strategic business development - Identify, target, and prospect high-potential accounts (outbound approach essential, even with inbound leads). - Build and maintain a strong pipeline from the first months. - Full sales cycle management - Qualification, product demonstration, negotiation, and closing. - Engage with multiple stakeholders, from VP/Director level to operational users. - Sales growth & team structuring - Contribute to establishing best practices and building a scalable Enterprise Sales model. Qualifications - Minimum 5 years of B2B sales experience, ideally in Enterprise SaaS or complex tech solutions. - Experience managing long, multi-stakeholder sales cycles (6–12 months). - Proven ability in outbound prospecting and closing six- or seven-figure deals. - “Challenger” mindset: curious, ambitious, autonomous, initiative-driven. - Excellent communication; native English required (a second European language is a plus). - Experience in the UK market. Requirements - Knowledge of geospatial sector, AI applied to imagery, or environmental compliance (EUDR). - Experience in a high-growth SaaS scale-up. Benefits - Unique, differentiating technology in a rapidly evolving sector (geospatial + AI + compliance). - Stimulating environment combining tech, AI, environment, and impact. - Opportunity to build the Enterprise Sales function in a growing organization. - Fully remote possible – no location restrictions. - Attractive compensation: highly competitive package. - Fast career progression potential: VP Sales, Head of Enterprise Sales, etc. Company Description Founded in 2016 and based in Lausanne, Switzerland, the company's mission is to help organizations leverage satellite, aerial, or drone imagery to extract actionable insights using artificial intelligence (AI) and machine learning. - Cloud-native SaaS platform (“GeoAI”): users can design, train, deploy, and manage machine learning models for geospatial image analysis. - No-code interface: even non-technical users can create models for object detection or change detection in images (e.g., buildings, solar panels, farmland, mining equipment). - Strong focus on impact & compliance: e.g., their "Tracer” solution enables traceability of raw materials (wood, palm oil, soy) to monitor plots, define boundaries, and assess compliance with environmental regulations like the EU Deforestation Regulation (EUDR). - Multi-sector applications: agriculture, forestry, mining, urban planning, infrastructure, supply chains. - High-growth scale-up: last year, the company scaled from deals of €40–50k to deals of €1M+ and is now almost exclusively targeting Enterprise clients. - Two priority markets: France, UK, Nordic countries. - Sales team in place: a few Sales in Switzerland and one in the US. This role currently reports to the CEO.

Our Commitment to Our Team At Pipe17, our values aren’t just words on a wall. They’re how we operate every day. We are a high-performance team built around ownership, integrity, and a strong bias for action. We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission. We operate with urgency, but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work. Teamwork is at our core. We win together, support each other, and celebrate our shared victories. Collaboration across functions is a daily practice, not just something we talk about. We learn from each other, improve constantly, and rally around our mission: unify commerce after the buy button. We act with integrity. We do what’s right, even when it’s hard. That’s how we build trust with each other, our customers, and our partners.If these values resonate with how you like to work, you’ll fit right in. Account Executive – Hunter (Outbound) Location: Remote (US) Department: Sales Reports to: chief sales officer Here’s the deal. There’s no inbound pipeline waiting for you. No partner leads getting handed over. No BDR team filling your calendar with warm meetings. You won’t inherit a territory full of existing accounts and ride renewals to quota. This is a pure outbound hunting role. You find the accounts. You open the doors. You build the pipeline from nothing - and you close it. If that sounds exhausting, this isn’t your job. If it sounds like exactly what you’ve been looking for - keep reading. Why This Role Exists Commerce platforms have dramatically simplified selling. Shopify, in particular, has become the default storefront for brands at scale. The problem is that everything after the buy button - order routing, inventory orchestration, fulfillment execution, exception handling across channels and partners - is still a mess. Most brands are running on a fragile patchwork of middleware, custom integrations, manual spreadsheets, and legacy OMS platforms that were never designed for modern omnichannel complexity. That’s exactly what Pipe17 solves. Pipe17 is the AI-native Enterprise Order Operations Platform. We replace the entire stack of iPaaS + OMS with a single unified operational layer that manages orders, inventory, products, fulfillment, and exceptions in one place. 300+ managed connectors. AI-powered workflows. Go-live in weeks, not quarters. No developer dependency. No systems integrator required. Every brand replatforming onto Shopify needs to solve what happens after checkout. Every brand scaling into new channels, adding 3PLs, expanding into marketplaces, or onboarding retail trading partners hits the same wall - their post-purchase operations can’t keep up. Pipe17 is the answer to that problem, and right now the vast, vast majority of these brands don’t know we exist. Brands like Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Olly, Wyze, Dude Wipes, and Black Rifle Coffee Company already run their post-checkout operations on Pipe17. TikTok Shop named us “Best Enterprise Integration.” We’re defining a new category - Order Operations - and we’re looking for someone to go take the market. This is a business-building role inside a category-defining company. You’re not joining a mature sales org. You’re helping build one. What You’ll Do Build Your Own Pipeline - From Scratch - Identify and research high-value target accounts - omnichannel brands replatforming onto Shopify, scaling into new channels, or drowning in post-checkout complexity across multiple 3PLs, marketplaces, and trading partners - Develop creative, multi-channel outbound strategies. Cold calls, targeted emails, LinkedIn, events, industry communities - whatever works. You’ll figure it out because that’s what you do - Map accounts and find the right buyers - VP of Operations, VP of Ecommerce, VP of Supply Chain, CTO, CFO - and get meetings that nobody else can get Run a Full-Cycle Sales Process - Own the deal from first touch to closed-won - Partner with Sales Engineering to run discovery and demos that show prospects how Pipe17 replaces their entire iPaaS + OMS stack with one platform - Work complex buying committees across Operations, IT, and Finance - and build business cases that make the ROI obvious (our customers are seeing 85% operational cost reduction and 99% fewer fulfillment errors) - Sell the vision of Order Operations as a category - not just a product swap, but a fundamentally different approach to running post-checkout commerce Be a Creative Business Builder - Bring ideas to the table. If a vertical is underserved, tell us - then go after it. If a new outreach angle is working, share the playbook. If an event or community is full of our ICP, show up - Identify patterns in the market - replatforming waves, Shopify migrations, brands outgrowing their middleware - and turn those patterns into pipeline - Work with Marketing and Partnerships to amplify what’s working in the field, and provide real-time market intelligence back to Product and Leadership Quota and Comp - Let’s Be Honest About It Your quota is deliberately lower than a typical AE carrying a mixed inbound/outbound book. We’re not going to pretend that building pipeline from zero and closing it is the same workload as qualifying warm leads. It’s dramatically harder. We know that. Our expectations for what you build, however, are through the roof. We’re measuring you on more than bookings. We’re looking at accounts opened, pipeline created, deal velocity, competitive wins, and the kind of strategic territory development that compounds over quarters. The comp plan is built to reward hunting. The accelerators reflect that this is the hardest job in sales. The right person in this seat will out-earn most AEs at companies twice our size. Who You Are - 5–10+ years in B2B SaaS sales with a track record of outbound-sourced pipeline and closed revenue. You’ve hunted before. You have the scars and the wins to prove it - A self-starter in the truest sense. You don’t wait for playbooks. You write them. You don’t need leads. You create them. Monday morning, you know exactly what you’re doing because you planned it yourself - Creative and resourceful. You find ways in. Warm intros through your network, clever sequences that actually get replies, event plays, partnership angles - you’ve done it all and you’ll do more here - Comfortable selling into complex organizations. Multi-threaded deals with VP and C-level buyers across Operations, IT, and Finance are your natural habitat - A student of commerce. You understand the post-checkout problem. You know what happens when brands scale channels without operational infrastructure. You can talk to a VP of Operations about order routing logic and to a CFO about total cost of ownership - Hungry. Not hungry because you have to be - hungry because you want to be. You’re energized by the challenge of building something from nothing Nice to Have - Experience selling into commerce operations - OMS, ERP, order management, fulfillment, or supply chain software - Familiarity with the Shopify ecosystem and the challenges brands face when replatforming or scaling on Shopify - Understanding of NetSuite, iPaaS, EDI, or the middleware landscape that Pipe17 replaces - Experience at a Series A–C stage company where you had to build, not just execute - A network of contacts in ecommerce operations, retail technology, or supply chain Why the Right Person Will Love This - A massive market in motion. Thousands of brands are replatforming onto Shopify right now. Every single one of them needs to solve post-checkout operations. The timing for this role is ridiculously good - A product that sells. When prospects see Pipe17 replace their entire stack of middleware, custom integrations, and legacy OMS with one platform - and go live in weeks instead of quarters - they get it. The problem is real, the pain is acute, and the ROI is obvious. Your job is to get in the room - Category creation. We’re defining “Order Operations” as a category. You won’t be selling into a crowded market with 15 competitors running the same playbook. You’ll be educating buyers and owning the narrative - An incredible customer roster. Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Black Rifle Coffee Company, Wyze, Dude Wipes - these are the reference accounts you’ll be selling alongside. The social proof is already there - Direct access to leadership. You’ll work directly with the CEO and founding team. Your feedback shapes strategy. Your wins shape the company - A comp plan designed for hunters. Lower base-to-quota ratio, higher accelerators, and real upside for the person who proves this motion works. If you’re the one who cracks it, you’ll be building a team under you This Role Is Not For You If… - You need inbound leads to hit quota - You’d rather follow a playbook than build one - You think outbound is “just cold calling” - You want a predictable, low-effort path to OTE - You’d rather manage a book of existing accounts than open new ones Compensation (US FTE) - Competitive salary - Great healthcare + dental + vision coverage - Retirement plan - Pick your own equipment. We'll set you up with whatever Apple laptop + monitor combo you want plus any software you need. - Unlimited vacation policy. Plus we require you to take at least 2 weeks off each year. We see most employees take 4 weeks off per year. This isn't a vague policy where unlimited vacation means no vacation About Us Pipe17 is the AI-native Enterprise Order Operations Platform for brands and 3PLs. We replace the fragmented stack of iPaaS, middleware, and legacy OMS with one unified operational layer that manages orders, inventory, products, fulfillment, and exceptions across every channel and partner. With 300+ managed connectors, AI-powered workflows, and an industry-first MCP Server for agentic commerce, Pipe17 lets brands go live in weeks, scale into new channels in days, and run post-checkout operations without developer dependency or systems integrators. Our customers reduce operational costs by up to 85%, cut fulfillment errors by 99%, and launch new channels in days instead of months. Pipe17 is trusted by enterprise brands including Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Wyze, Olly, Black Rifle Coffee Company, and Dude Wipes, as well as leading 3PLs including Ryder, FedEx, and Barrett Distribution. Pipe17 is a venture-funded software company headquartered in Seattle, WA with a significant presence in the San Francisco Bay Area. The company is backed by GLP Capital Partners, a leading investor in ecommerce logistics, and recently announced its Series A funding to accelerate growth and category leadership.

• Generate 1,300,000 in annual recurring revenue (ARR) through a disciplined and scientific approach to the sales process. • Execute a high-volume sales strategy by generating deals and maintaining pipeline coverage • Conduct urgent outreach and qualification of target contacts, including cold prospects and current clients, to build a robust opportunity funnel. • Lead prospective clients through a comprehensive buying journey, including discovery, customized pitches, and win-win contract negotiations. • Ensure elite levels of responsiveness by completing a minimum of six contact attempts for every assigned lead within defined follow-up windows. • Maintain meticulous CRM records, ensuring all deal details, influencer associations, and qualification notes are accurate and up to date. • Provide high-accuracy ARR forecasting every two weeks, consistently targeting a precision rate above 90 percent. • Act as a market intelligence hub by gathering and reporting feedback on changing industry requirements to the product and partnerships teams.

• Act as the main liaison between the company and clients, distributors, and partners in designated areas of Poland. • Develop and execute marketing strategies to increase brand awareness and sales of valve products. • Identify new business opportunities and generate leads through market research and networking. • Present product information and technical details to potential customers. • Discuss specifications with clients leading to quotations and tendering. • Support the sales process by preparing proposals and coordinating contract approvals with management. • Maintain strong relationships with existing customers to ensure repeat business and customer satisfaction. • Monitor market trends, competitor activities, and customer feedback to advise management. • Report regularly on sales activities, market conditions, and business development progress.