Account Executive

2 weeks ago Be among the first 25 applicants

At Fulfillment IQ, we are transforming the future of logistics technology. As an award-winning consultancy and technology partner, we work with brands, retailers, and 3PLs to solve their most complex challenges – whether it's designing strategy, selecting the right tech stack, building custom software, or implementing enterprise platforms.

• Job Title:
  
  Account Executive
• Location:
  
  Toronto, Canada
• Job Type: Full-time (Hybrid)
• Reports to:
  
  Senior Product Manager

• Build and run outbound sales motion – prospect, personalize outreach, and manage the full sales cycle.
• Lead demos and guide customers from discovery through proof-of-concept to close.
• Collaborate with founders on GTM strategy, ICP definition, and positioning.
• Engage directly with operations and IT leaders across logistics and retail.
• Share customer feedback to shape product features and connector priorities.
• Document and refine the sales process to support future team growth.

• 2‑4+ years of B2B SaaS sales experience, ideally in systems integrations or logistics tech.
• Proven success in a founding or early‑stage Account Executive role, where you built or shaped the sales process – from outreach strategies to closing key customers.
• Full sales cycle management:
  Experienced in managing the entire process from lead to close, including discovery, demos, negotiations, and renewals.
• Lead generation and prospecting:
  Skilled at identifying and creating new business opportunities through market research, outbound campaigns, and networking.
• Sales playbook creation:
  Comfortable documenting and formalizing sales processes for future scaling.
• Customer onboarding and success:
  Hands‑on with setting up new customers and ensuring a smooth transition post‑sale.
• Strategic mindset:
  Able to synthesize customer insights into actionable feedback for product and GTM.
• Strong understanding of technical SaaS solutions – including APIs, integrations, automation, and data flow concepts.
• Excellent storytelling and presentation skills:
  Clearly conveys the “why” behind what we do and connects technical capability to business value.
• Negotiation and closing ability:
  Comfortable managing mid‑market to enterprise deals.
• CRM fluency (Hub Spot) and disciplined pipeline management.
• Entrepreneurial spirit:
  Thrives in a fast‑moving startup environment with high ownership.

• Pipeline generation:
  Consistently source and qualify new opportunities through outbound prospecting, referrals, and partnerships.
• Meetings & demos:
  Maintain a healthy cadence of weekly discovery calls and product demos with qualified leads.
• Conversion rates:
  Drive strong progression from demo to opportunity and opportunity to close.
• Quota attainment:
  Achieve or exceed quarterly ARR targets through a mix of outbound and inbound deals.
• Sales cycle efficiency:
  Manage deals effectively to shorten time from first touch to close.
• CRM discipline:
  Maintain accurate, timely deal data and reporting in Hub Spot.
• Customer success handoff:
  Ensure smooth transitions and strong customer experience post‑sale.
• Process contribution:
  Help refine the sales playbook and provide feedback that improves our GTM motion.

• Understand product features, ICP, and competitive landscape.
• Build a target account list and start outbound outreach.
• Deliver first discovery calls and shadow demos.
• Metrics: 8‑10 discovery calls booked, 4‑6 qualified opportunities created.

• Own full sales cycle for priority accounts (discovery → demo → POC).
• Deliver structured demos and initiate POCs.
• Share feedback on ICP, messaging, and product gaps.
• Metrics: 10‑15 demos, 5‑7 POCs started, 2‑3 proposals sent.

• Close initial deals or secure committed pilots.
• Document outbound playbook and demo script.
• Provide prioritized customer feedback for roadmap.
• Metrics: 1‑3 deals closed or pipeline ≥ 3× quota, forecast accuracy ±20 %.

At Fulfillment IQ, we don't just build supply chain solutions—we build careers, friendships, and unforgettable…