Enterprise Account Executive

• We’re hiring our first Director of Sales 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
• Working hours are generally 9:00am-6:00pm London time, providing full coverage of the European business day while maintaining regular collaboration with our San Francisco headquarters
• 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
• Life Insurance and Accidental Insurance
• Flexible PTO
• 401k option; helping you save for the future
• Short-Term Disability Coverage
• Annual Company Offsites; our last one was in Sonoma Wine Country
• Company paid dinners on Tuesdays and Thursdays in the office
• Remote office home stipend
• Fully covered uber ride home if you ever have to work late in the office
• Monthly happy hours; our last one was a Golden Gate Park BBQ
• Yearly learning and development stipend
• Commuter benefits if you live in SF
• Equity for all staff

• Proven track record of consistently closing six- and seven-figure enterprise software agreements8+ years of enterprise B2B SaaS or enterprise logistics sales experience
• Comfortable selling technical, workflow-heavy software products
• Experience navigating complex buying committees and long enterprise sales cycles
• Executive presence with senior operators and technology leaders
• Ability to quickly understand complex logistics operations and translate them into compelling AI automation opportunities
• Excellent outbound prospecting and territory-building discipline
• Strong consultative selling and value-based sales methodology
• Willingness to travel extensively across EuropeCandidates without logistics experience should demonstrate an ability to quickly learn operational workflows and become trusted advisors to customers
• Experience selling into logistics, supply chain, transportation, or warehouse operations is strongly preferred but not required

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