Account executive in logistics

Pallet is building AI Agents to transform the physical economy, a $12 trillion global TAM. We've raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow supply chain teams down. Our flagship platform provides end-to-end visibility, and control. We're hiring our first Director of Sales in EMEA to build Pallet's commercial presence across Europe.

• 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.

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

• 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.
• 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.
• Approximately 75% of your time traveling across Europe for customer meetings, executive workshops, pilots, and industry events.
• The estimated compensation range for this role is £100,000-£240,000 OTE, depending on experience and skill set.
• Our compensation follows a standard 50/50 enterprise sales structure consisting of base salary and target commission. High performers are eligible for uncapped commission accelerators above quota.
• In addition to cash compensation, we offer competitive equity, benefits, and significant growth opportunities as one of our earliest international commercial hires.
• Health, Vision, and Dental benefits
• Take-what-you-need Paid Vacation
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option; helping you save for the future
• Paid parental leave to support growing families
• Yearly learning and development stipend
• Remote office home stipend to get you comfy in your space for remote employees
• Onboarding trip to one of our offices if you work remotely