Senior Account Executive (Enterprise)

• Your buyers are VP-level operations and supply chain leaders who have been in the industry for decades. You need to speak their language, understand their problems, and show them exactly how Glacis solves them.
• Own the full sales cycle. From qualifying inbound leads and running your own outbound, through discovery, technical validation, AI committee signoff, procurement, and close. You don’t hand off, you see it through.
• Maintain disciplined pipeline management and accurate forecasting. You’ll run 3-12 month sales cycles with meaningful deal sizes. The business depends on knowing what’s closing, when, and at what value.
• Bring market signals back to the product. You’re in front of customers daily. When you hear consistent feedback on integrations, pricing, or onboarding, you bring that back so we build what actually closes deals.
• ARE YOU THE RIGHT FIT?
• You have 5+ years experience closing mid-market or enterprise deals with US or European buyers with a minimum of $75k ACV, multiple stakeholders, 3+ month cycles, technical validation, executive sign-off.
• You have owned and successfully operated in the past the full lifecycle from building your own pipeline to rollout with customers.
• Ideal but not required: you've worked in supply chain operations, logistics, or procurement or have done consulting for those teams before moving into sales. You've managed the chaos yourself.
• You're a self-starter who doesn't need structure to be effective. You're comfortable building the process as you go, being wrong sometimes, and iterating fast.
• You're intellectually honest about your pipeline. You disqualify deals that aren't real. You name what's stuck and fix it. You don't manage expectations by hiding problems.
• You want to help build a company, not just carry a quota. The opportunity to shape how the company sells and to share in what that builds - matters to you.
• If you've spent most of your career in short-cycle, transactional sales, the pace and complexity here will feel very different.
• If supply chains are unfamiliar to you. Our buyers have decades of operational experience and expect conversations grounded in their domain.
• If you do your best work inside a structured organization: clear territory, a BDR handing you qualified leads, an enablement team running playbooks; this isn't the right time. We're building that from the ground up.
• If ambiguity makes you uncomfortable. Incomplete information is the default at this stage.
• WHY JOIN GLACIS?
• High Ownership & Real Impact: Shape critical solutions used by global enterprises, directly influence supply chain performance at scale.
• Entrepreneurial Growth: Ideal stepping stone if you've considered founding your own company - learn firsthand from seasoned entrepreneurs and ex-Googlers.
• Learn Fast in Enterprise B2B: Deep exposure to supply chain, logistics, and AI; you’ll learn how to communicate complex operational problems and solutions.
• Foundational Team: Join at an early stage, contribute directly to company-building, and share the journey of rapid scaling.
• Mission-Driven Culture: Fast-paced, ambitious environment with collaborative colleagues committed to delivering meaningful, impactful technology.

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