Senior Enterprise Account Executive

Responsibilities

• Join a well-funded, high-growth startup on a clear path to $100M ARR
• Sell a category-defining AI Agents platform with massive surface area across logistics
• Build Pallet’s presence across Europe as one of the first commercial hires on the ground
• Work directly with founders and senior leadership to define our international go-to-market strategy
• Help transform one of the world’s largest industries while building toward a $10B+ outcome
• We’re hiring our first Senior Enterprise Account Executive in EMEA to build Pallet’s commercial presence across Europe
• You’ll own net-new enterprise acquisition across the region, build relationships with the largest logistics providers in Europe, and help establish the playbook for our international expansion
• This is a highly consultative enterprise sales role focused on educating customers on an entirely new category of AI-powered workflow automation
• You’ll partner closely with Sales, Product, Engineering, Solutions, and Customer Success to drive a solution-selling motion centered around workflow discovery, AI use case identification, structured pilots, and measurable ROI
• Initially, this role will be remote from London while we establish our UK presence.

Once our London office opens, this role will transition to working from the office five days per week when not traveling to customer sites

• Own the full enterprise sales cycle across EMEA, from outbound prospecting through contract signature
• Build and maintain a 3x-4x qualified pipeline through disciplined outbound execution while self-sourcing at least 30% of opportunities
• Develop relationships with executive stakeholders across Europe’s largest logistics providers, including COO, CIO, VP Operations, VP Supply Chain, and VP Technology
• Lead consultative discovery sessions that map operational workflows to Pallet’s AI agent capabilities
• Scope and lead structured pilots that demonstrate measurable operational ROI and convert into enterprise deployments
• Build executive business cases that align operational improvements with financial outcomes
• Document repeatable customer use cases and market feedback to shape Pallet’s product roadmap and international GTM strategy
• Help establish Pallet as the leading AI platform for enterprise logistics across Europe

• You’ll typically spend

• Mornings and early afternoons working directly with European customers and prospects
• Late afternoons collaborating with our US-based Sales, Product, and Engineering teams during our daily overlap window
• Approximately 75% of your time traveling across Europe for customer meetings, executive workshops, pilots, and industry events
• Initially this role will be remote from London. Once Pallet opens its London office, you’ll work from the office five days per week whenever you’re not traveling to customers
• You’ll report directly to the General Manager, London for territory strategy, customer relationships, and international expansion
• You’ll also work closely with our Head of Sales, participating in weekly pipeline reviews, forecasting, and sales process alignment with the US team

Benefits

• Health, Vision and Dental benefits
• Flexible PTO
• Life Insurance and Accident Insurance
• Yearly learning and development stipend
• Annual Company Offsites; our last one was in Sonoma Wine Country
• Company paid dinners on Tuesdays and Thursdays in the office
• Commuter benefits if you live in SF
• Fully covered uber ride home if you ever have to work late in the office
• Remote office home stipend
• Short-Term Disability Coverage
• Monthly happy hours; our last one was a Golden Gate Park BBQ
• 401k option; helping you save for the future
• Equity for all staff

Qualifications

• Strong consultative selling and value-based sales methodology
• Excellent outbound prospecting and territory-building discipline
• Proven track record of consistently closing six- and seven-figure enterprise software agreements
• Experience navigating complex buying committees and long enterprise sales cycles
• Ability to quickly understand complex logistics operations and translate them into compelling AI automation opportunities
• Comfortable selling technical, workflow-heavy software products
• Willingness to travel extensively across Europe
• 8+ years of enterprise B2B Saa S or enterprise logistics sales experience
• Executive presence with senior operators and technology leaders
• Experience selling into logistics, supply chain, transportation, or warehouse operations is strongly preferred but not required.

Candidates without logistics experience should demonstrate an ability to quickly learn operational workflows and become trusted advisors to customers

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