Enterprise Account Executive (Europe/UK)

We are Raft, an AI-driven start-up that automates operations for freight forwarding, a critical part of the global supply chain. We're transforming this $200B industry's heavily manual processes from the ground up. Our customers include several of the world's top 10 freight forwarders, and many more. We recently raised $15m from Bessemer Venture Partners (LinkedIn, Twilio, Shopify), Episode 1 (Zoopla, Betfair, Shazam) and Dynamo (Sennder, Stord). We're named as one of the UK's most exciting AI start-ups by Tech Nation, recognized by the Mayor's International Business Programme and Innovate UK, and we've been featured in Techcrunch and Bloomberg as well as leading industry publications JOC, Freightwaves and Loadstar. We have ambitious expansion plans and are looking for future Rafters who are excited by rapid company growth, want to navigate challenging problems, and are eager to embrace responsibility.

We are seeking a highly motivated and experienced Enterprise Account Executive to join our dynamic sales team. As an Enterprise Account Executive at Raft, you will be responsible for driving sales revenue through new business. You will serve as the primary sales point of contact for prospects, understanding their business needs, and presenting solutions that meet their objectives. Your ability to build strong relationships, effectively communicate the value of our SaaS products, and close deals will be instrumental in the success of our organization.

Day to day Responsibilities:

• Account Executive:
• Conduct in-depth needs assessments to understand our existing clients' pain points, goals, and challenges, and identify opportunities.
• Prepare and deliver persuasive sales presentations, proposals, and contracts, demonstrating the value and benefits of our SaaS offerings.
• Lead negotiations, handle objections, and close deals to achieve or exceed new business, upsell, cross-sell and renewal targets. 
• Effectively build pipeline and accurately forecast to meet or exceed sales targets. 
• In collaboration with sales leadership, negotiate pricing, terms, and contractual agreements with clients, ensuring a win-win outcome for both parties.
• Present and demonstrate additional features, upgrades, or new products that align with clients' business objectives, and effectively communicate the value proposition of our expanded solutions, highlighting the benefits and ROI for clients.
• Serve as a trusted advisor, providing expert guidance and support to clients throughout their journey with our SaaS products.
• Sales Strategy and Planning:
• Develop and execute account plans to drive revenue growth.
• Identify key market segments, verticals, and customer profiles to prioritize sales efforts.
• Stay updated on product knowledge and industry trends to effectively position our solutions and address client inquiries.
• Provide feedback and insights to the sales management team to drive continuous improvement and inform product roadmap decisions.
• Sales Pipeline Management:
• Utilize CRM software to track and manage sales opportunities, pipeline, and customer interactions.
• Maintain accurate and up-to-date records of all sales activities, including prospecting, meetings, proposals, and contracts.
• Provide timely and accurate sales forecasts and contribute to the development of sales strategies and tactics.
• Collaboration
• Collaborate with cross-functional teams, including customer success, support, product development, and marketing, to ensure clients' success, promote product enhancements, and to ensure seamless delivery of products and services to clients.

Requirements

Qualifications:

• Bachelor's degree in business administration, marketing, or related field. A Master's degree is preferred.
• Strong experience in an Enterprise sales role in a SaaS company serving the logistics industry.
• Proven track record of achieving sales targets and revenue growth.
• Strong consultative selling skills and the ability to articulate complex concepts in a clear and compelling manner.
• Excellent communication and interpersonal skills to build and maintain long-term relationships with customers, partners, and stakeholders.
• Excellent negotiation and presentation skills.
• Ability to analyse data, make informed decisions, and solve problems.
• Results-driven mindset with a passion for exceeding targets and driving revenue growth.
• Familiarity with CRM software and sales tools.
• Knowledge of market trends, customer needs, the competitive landscape and SaaS business models.
• Ability to work independently as well as collaboratively in a team environment.
• Willingness to travel as required.

Apply because you want to...

• Have the opportunity to work in the international logistics industry that drives the global economy 
• Work with stakeholders on a global level across different industries and collaborate with best in class companies who are on the front line of innovation
• Join a forward-thinking, product-centric organisation that integrates artificial intelligence into a holistic logistics workflow solution
• Work in a tech, fast-paced and challenging environment that provides numerous opportunities for professional and personal growth
• Work in a multicultural environment

Raft is an Equal Employment Opportunity and is an affirmative action employer. We are committed to equal employment opportunity, regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, marital status, protected veteran status, disability status, gender identity or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled.