• Develop and execute account strategies focused on acquiring and growing relationships with large CPG manufacturers and strategic supply chain partners. • Help manufacturers improve demand planning, inventory utilization, and forecast accuracy by leveraging Upshop’s AI-driven forecasting capabilities and retail execution insights. • Build and maintain strong relationships with senior leaders across supply chain, operations, demand planning, and commercial teams within CPG organizations. • Demonstrate a deep understanding of Upshop’s forecasting, demand planning, and retail execution capabilities and how they integrate with existing enterprise planning systems. • Identify and guide customers through proof-of-concept engagements designed to demonstrate measurable improvements in sales, inventory allocation, and on-shelf availability. • Develop value-driven proposals that quantify the impact of improved demand planning, reduced shrink risk, and increased in-stock performance across retail partners. • Navigate complex, cross-functional buying environments that may include demand planning, sales operations, supply chain, and executive leadership. • Maintain accurate opportunity records, account activity, and pipeline forecasting in Salesforce CRM. • Stay informed on CPG supply chain trends, demand planning technologies, and evolving retail-manufacturer collaboration models. • Partner closely with product, analytics, marketing, and customer success teams to deliver successful pilot programs and long-term customer value. • Lead pilot agreements and long-term subscription discussions that support scalable adoption of Upshop solutions within CPG organizations.

• New Business Development • Identify, target, and engage accounts with zero current business • Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities • Develop deep understanding of territory business while utilizing tools to analyze data for most effective planning • Drive the full sales cycle from initial contact to contract close • Build and maintain strong competitive product knowledge • Cold calling, gaining access into competitive accounts and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition • Strategic Territory Management • Analyze market trends, competitive activity, and customer needs to develop sales strategy • Collaborate with internal teams to develop contract proposals and pricing strategies • Use sales metrics and standardized tools to document the sales process and influence purchasing decisions • Ownership in sales funnel (SFDC) and account analysis (PowerBI) to ensure clear roadmap for growth within zero billing accounts

Location: - Atlanta preferred (HQ) - Remote but located in these states CO, FL, GA, MO, NC, TX Department: Sales Employment Type: Full-Time Compensation - Base Salary: $65,000 – $85,000 (depending on experience and location) - On-Target Earnings (OTE): $100,000 – $125,000 About Shiplify We are a data provider serving the Less-Than-Truckload (LTL) freight industry. Our mission is to "redefine the customer experience in the supply chain with relevant, real-time information.” We use our proprietary software to identify accessorial fees for companies across the supply chain and currently process over 450,000 shipments per day. Our culture is product-driven and goal-oriented, and we will continue to build upon the strong foundation of our people. About the Role As an Account Executive at Shiplify, you will be a key revenue driver responsible for owning the full sales cycle for mid-market and enterprise prospects. You'll bring a consultative, solutions-oriented approach to identifying and closing new business. This is a high-impact, quota-carrying role with a $300k+ annual revenue target. You'll work directly with logistics, finance, and operations decision-makers to demonstrate how Shiplify's data solutions eliminate cost leakage and improve supply chain visibility. You're not just selling software, you're solving real problems for companies moving freight every day. If you're a driven sales professional who wants to make a real impact on the future of freight data, and be rewarded generously for the revenue you bring in, we want to talk. Key Responsibilities - Own the full sales cycle from prospecting and discovery through negotiation and close, consistently achieving a $300k+ annual revenue quota. - Build and manage a robust pipeline of qualified opportunities through a combination of outbound prospecting, inbound leads, referrals, and industry networking. - Lead tailored discovery calls, product demos, and executive-level presentations that clearly articulate Shiplify's value proposition. - Develop and execute strategic account plans for high-priority target accounts, identifying key stakeholders and multi-threading relationships across organizations. - Craft compelling, customized proposals and business cases that align Shiplify's solutions to each prospect's specific logistics challenges. - Negotiate and close contracts, navigating procurement and legal processes with confidence. - Collaborate closely with Customer Success to ensure smooth handoffs, strong onboarding, and long-term client satisfaction. - Partner with Marketing and Product teams to provide market feedback and influence go-to-market strategy. - Maintain accurate pipeline data, forecasting, and activity records in CRM (HubSpot). - Stay sharp on LTL industry trends, competitor positioning, and Shiplify product developments to consistently lead value-driven conversations. Qualifications - 3+ years of B2B sales experience and a consistent history of hitting or surpassing quota. You know what it takes to close and can show the numbers to prove it. - Experience selling SaaS, data, or technology solutions; logistics, freight, or supply chain industry experience preferred, but not required. - Proven ability to manage multi-stakeholder sales cycles from prospecting to close. - Executive-level presence with strong communication, presentation, and negotiation skills. - Strategic thinker who can build account plans and identify expansion opportunities beyond the initial sale. - Self-starter with a hunter mentality. - Comfortable building pipeline from scratch while also managing an active book of business. - Proficiency with CRM tools (HubSpot) and modern sales engagement platforms. - Comfortable operating in a high-growth, fast-paced startup environment where processes are still being built. - Must be able to travel domestically up to 10% annually, with travel primarily centered around industry conferences and company events

• Management and service of complex commercial accounts • Develop and retain consultative relationships with clients • Evaluate and educate clients on coverage options • Acquire and retain large, complex clients through risk understanding • Develop partnerships with key insurance partners and broker representatives • Lead discussions on client renewals with various analyses • Prepare complex submissions for the marketplace • Coordinate client team to ensure service standards exceed expectations • Build trusting relationships through integrity and expertise • Share insurance expertise with colleagues