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Flexport is a global commerce platform that simplifies international trade, moving over $19B in merchandise annually across 112 countries. This is a founding Account Executive role based in Flexport's new Warsaw office—one of the first sales positions on the ground in Poland.
You will build a completely new territory from the ground up, shaping the go-to-market strategy, establishing first enterprise relationships, and defining how Flexport operates and wins in the Polish market. This is a high-autonomy role with significant ownership of complex, multi-stakeholder enterprise sales cycles.
Key Responsibilities:
Pipeline & Opportunity Ownership: Own and close high-value enterprise deals, consistently meeting quota. Build strategic pipeline through self-prospecting, account planning, and SDR partnership. Identify whitespace and expansion opportunities within target accounts. Maintain deal hygiene and forecasting in Salesforce.
Strategic Discovery & Solution Architecture: Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and business objectives. Navigate complex buying groups across procurement, operations, finance, IT, and senior leadership. Design integrated, multi-product Flexport solutions aligned to customer priorities. Position Flexport as a strategic partner through compelling value narratives and business cases.
Deal Strategy, Negotiation & Closing: Own end-to-end deal strategy for complex opportunities, including stakeholder mapping and close plans. Lead advanced commercial negotiation, pricing, and contract discussions. Orchestrate internal stakeholders (Operations, Finance, Legal, Product) to progress deals efficiently.
Onboarding, Expansion & Relationship Leadership: Own the customer onboarding motion for enterprise clients. Establish trusted relationships with senior and executive stakeholders. Identify expansion opportunities with Account Management to drive sustained growth. Serve as escalation point and strategic advisor throughout the customer lifecycle.
Enterprise Leadership & Market Impact: Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally. Contribute to sales best practices and peer coaching. Represent Flexport with credibility in high-stakes customer interactions. Help shape early market strategy and commercial playbooks for the Poland territory.
Required Qualifications:
5+ years managing complex, enterprise-level sales cycles with consistent quota attainment. Proven ability to close large, multi-stakeholder deals with long sales cycles and high complexity. Strong executive presence and ability to influence senior decision-makers. Advanced discovery, negotiation, and value-based selling skills. High degree of autonomy, strategic thinking, and commercial judgment. Strong logistics, freight forwarding, or supply chain industry experience preferred. Self-sufficient learner with track record of ramping quickly in new markets without established playbooks. High intellectual curiosity and proactive approach to market, product, and customer knowledge.
