Account Executive

Overview

This role is responsible for identifying, developing, and closing new business opportunities across mid‑market and enterprise segments. The Account Executive will execute a consultative sales strategy that connects customer needs with One Rail’s differentiated logistics platform. The ideal candidate brings proven success in enterprise SaaS or logistics sales and thrives in a high‑growth environment.

• Develop a robust territory plan and execute account-specific win strategies.
• Build and maintain a healthy pipeline of new business opportunities across retail, eCommerce, distribution, and manufacturing.
• Lead consultative, value‑based sales engagements that uncover strategic challenges and align One Rail’s capabilities to measurable business outcomes.
• Present ROI‑driven proposals to both operational stakeholders and the C‑suite; expertly guide the full sales cycle from discovery through contract negotiation and close.
• Navigate complex, multi‑stakeholder buying cycles with enterprise‑level professionalism and poise.
• Partner cross‑functionally with solution consultants, marketing, and customer success to drive buyer confidence and deliver a unified experience.
• Represent One Rail at industry events, conferences, and trade shows to generate new business opportunities.
• Provide accurate, timely forecasting and sales activity reporting in Salesforce.
• Meet and exceed quota targets while building long‑term customer relationships.

• Experienced & Driven: 5+ years of successful B2B sales experience, ideally in logistics, TMS, or supply chain SaaS; a consistent track record of exceeding $1M–$3M+ quotas.
• Familiarity with the transportation and logistics ecosystem, including last mile, TMS, 3PLs, and supply chain orchestration platforms.
• Strong negotiation, presentation, and communication skills—both written and verbal.
• High business acumen with the ability to connect platform capabilities to customer business outcomes and KPIs.
• Experience coordinating internal teams to deliver winning outcomes across technical, legal, and procurement stakeholders.
• Customer‑Centric:
  You approach sales through the lens of value delivery and relationship building; trusted advisor mindset.
• Consultative Seller:
  Expert in discovery, objection handling, and value articulation, with a strong command of solution‑based selling principles.
• Strategic Navigator:
  Skilled in enterprise sales cycles, with the ability to influence both day‑to‑day stakeholders and executive sponsors.
• CRM‑Fluent:
  Proficient in Salesforce and accustomed to managing detailed, up‑to‑date pipeline and forecasting data.
• Entrepreneurial: A self‑starter who thrives in fast‑paced, high‑growth environments with minimal hand holding and a lot of upside.

• Bachelor’s degree in Business, Marketing, or related field.

This role falls under Comp Band 8, with an annual base compensation expected to be between $136,000 and $166,000, depending on experience, qualifications, and geographic location.

(Remote/Hybrid/ On‑Site) Remote;
On‑Site Roles:
This position is based at One Rail’s headquarters in Orlando, FL (ZIP 32819). While on‑site presence may be required, remote candidates will be considered, with preference given to those located in the Central Florida area.

One Rail is a leading omnichannel fulfillment solution pairing best‑in‑class software with logistics as a service to provide dependability and speed to help businesses meet their delivery promise. With a real‑time connected network of 12 million drivers, One Rail matches the right vehicle for the right delivery so brands lower expenses and increase capacity to rapidly scale their businesses. This people‑plus‑platform approach features a 24/7 USA‑based exceptions team who maintain a 98% on‑time delivery rate.

By optimizing fulfillment processes, reducing costs and improving order accuracy with store‑to‑shelf‑to‑doorstep visibility, One Rail is committed to empowering clients and improving the customer experience. One Rail was named to the Deloitte Technology Fast 500™ two years in a row, was ranked 19th in the 2025 Freight Tech 25, named for the fifth year in a row to the Freight Tech 100, was honored as one of Inc.

magazine’s Best Workplaces 2023, was listed on Forbes’ lists of America’s Best Startup Employers for the last three years, was named to the Inc. 5000 two years in a row and was selected as the Last Mile Company of the Year for the 2024 Supply Tech Breakthrough Awards. To learn more about One Rail, visit