Sales Executive UK&I in London

About Us nShift is the leading global provider of cloud delivery management solutions (SaaS), enabling the frictionless shipment and return of almost one billion shipments across 190 countries each year. We are headquartered in London and Oslo and have over 500 employees across offices in Sweden, Finland, Norway, Denmark, the United Kingdom, Poland, the Netherlands, Belgium, and Romania. Our software is used by many of the world’s leading e-commerce, retail, manufacturing, and 3PL shippers due to having over 1000 carriers integrated into our platform, nearly 3 times more than our competitors! If you buy goods online, there is a strong chance that nShift has powered that delivery, so come and join us as we shape the future of shipping, one frictionless journey at a time.

Purpose of role You will own a mid-market territory and grow ARR by co-selling with strategic partners to help merchants, brands, and 3PLs modernise delivery management with nShift. Success hinges on building a high-quality partner-sourced pipeline, running disciplined deal cycles (MEDDPPICC/BANT), and forecasting accurately across Pipeline/Best case/Commit.

Overall responsibility:

• Partner development & co-sell: Build and execute joint business plans with priority partners (carriers, 3PLs, SIs/VARs, ERP/WMS/TMS & E-commerce platforms), including target account lists, campaigns, enablement, and quarterly reviews.
• Drive partner-sourced pipeline: enable solution positioning, qualify jointly, register deals, and run co-sell motions from discovery to close.
• Orchestrate resources across Sales, Marketing, Professional Services and Customer Success to remove friction and accelerate time-to-value for partner-led deals.

Territory ownership:

• Own full-cycle sales—from prospecting and discovery to solution mapping, value creation, negotiation, and close—across a defined mid-market ICP.
• Collaborate with your local Partner Manager and Marketing on intent-based targeting and follow-up on MQLs using our internal lead-scoring thresholds (e.g., inbound hand-raisers score 100 and qualify for immediate follow-up).
• Maintain a clean, accurate pipeline and forecast using Salesforce and our Prospecting tooling.

Deal discipline & forecasting:

• Qualify rigorously (MEDDPPICC/BANT), document close plans, and hold weekly deal reviews with your manager & Revenue Operations.
• Forecast by category (Pipeline, Best Case 50–65% confidence, Commit ≥80% confidence) and participate in the standard weekly operating cadence.

Cross-functional collaboration:

• Partner with Professional Services to ensure scoping aligns to ARR (recurring) and NRR (implementation) value drivers and supports rapid go-live.
• Share customer insights to help Marketing optimise campaigns, webinars, and regional programs that feed mid-market demand.

Qualifications and competences:

• 5 years plus closing experience in B2B SaaS or supply-chain/logistics tech, ideally in delivery/transportation management or adjacent ecosystem.
• Proven success building partner pipelines and running co-sell motions with carriers, 3PLs, systems integrators, and ISVs.
• Fluency: English; Fluency in other European languages is a bonus.
• Disciplined command of MEDDPPICC/BANT, close plans, and Salesforce hygiene; strong executive-level communication.
• Comfort aligning value to both ARR and NRR outcomes in scoping.

Performance metrics:

• ARR bookings and new-logo wins in territory.
• Partner-sourced pipeline % and win rate on partner-registered deals.
• Forecast accuracy (opportunity hygiene, stage discipline, close-plan execution).
• Cycle time from discovery to signature; time-to-first transaction post-go-live.
• Expansion revenue in year-1 (attach modules, lanes, markets).
• Discount discipline and margin protection.

Tools and cadence:

• Core systems: Salesforce + Apollo for pipeline, quoting, and customer insights.
• Operating rhythm: weekly pipeline and deal-rigor sessions; forecast calls aligned to CRO/RevOps cadence; category-based forecasting (Pipeline/Best Case/Commit).
• Demand collaboration: intent-driven campaigns and lead-scoring handoffs (MQL threshold at 100; immediate follow-up for hand-raisers).

At nShift we believe in embracing diversity in all forms and fostering an inclusive environment for everyone which we believe is essential for our continued success. We’re an equal-opportunity employer which means that all applicants will receive consideration for employment without regard to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity, or disability status.