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Enterprise Account Executive I - Vaux

ArcBest
Remote, USA
Full-time
Mid · 3+ years experience
Remote
Discovered 1 months ago
Microsoft OfficeAtlassian SuiteSalesforce

Full Job Posting

  • Develop and execute strategic territory and account plans focused on enterprise warehouse, distribution, and manufacturing operations.
  • Prospect aggressively through networking, industry events, referrals, outbound engagement, and existing ArcBest relationships.
  • Identify and engage operational, engineering, supply chain, IT, finance, and executive stakeholders within target accounts.
  • Build and maintain long-term relationships with senior decision-makers across strategic verticals.
  • Conduct discovery calls, operational walkthroughs, and onsite assessments to understand customer workflows, constraints, KPIs, and material handling challenges.
  • Diagnose operational pain points related to labor volatility, throughput, transportation costs, warehouse efficiency, trailer utilization, safety, and automation scalability.
  • Position Vaux solutions through value-based, operationally grounded business cases tied to measurable customer outcomes.
  • Lead executive presentations, customer workshops, and operational reviews throughout the sales cycle.
  • Collaborate closely with Solutions Engineering to scope workflows, validate technical fit, and design customer-specific solutions.
  • Lead opportunities through the full commercial lifecycle.
  • Define pilot objectives, success criteria, operational KPIs, and expansion pathways alongside customers and internal stakeholders.
  • Coordinate internal cross-functional teams including Solutions Engineering, Legal, Customer Success, Deployment, and Leadership throughout the sales process.
  • Support proposal development, pricing strategy, RFP responses, and commercial negotiations.
  • Drive post-pilot expansion opportunities and multi-site growth strategies.
  • Develop expertise across the Vaux Technology Suite.
  • Maintain awareness of warehouse automation, robotics, supply chain, and intralogistics market trends.
  • Represent Vaux at customer events, trade shows, industry conferences, and strategic meetings.
  • Maintain disciplined pipeline management, CRM documentation, and forecasting accuracy within Salesforce.
  • Other duties and projects, as assigned.
  • Bachelor's Degree in Business, Supply Chain, Marketing, or related field, preferred
  • Equivalent experience may also be considered in lieu of education.
  • 3 years of B2B sales experience, preferably in warehouse automation, robotics, intralogistics, material handling equipment, industrial technology, supply chain technology, WMS/warehouse software, operational technology, or complex industrial solutions.
  • Demonstrated ability to manage a complex sales process from lead generation through closing.
  • Experience selling solutions with technical components and long sales cycles, preferred
  • Proficient in Microsoft Office Suite, Atlassian Suite, Salesforce, or similar CRM platforms.
  • Excellent verbal and written communication skills.
  • Commitment to exceptional customer service.

• Addressing Customer Needs

  • Cross-Selling
  • Negotiating
  • Perseverance and Follow-Through
  • Problem Solving
  • Relationship Management
  • Sales Closing and Agreements
  • Selling
  • Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.
  • Moderate (50%-75%) To customer sites, industry events, and internal meetings.
  • This is a salary position paid biweekly.
  • Variable compensation is included.

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