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Salary: USD 150,000 - 200,000 / annual
Pallet is building AI Agents to transform the physical economy—a $12 trillion global industry. The company has raised $50M from top investors including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures, achieving 700% revenue growth in under two years. Pallet's mission is to increase supply chain efficiency by automating manual workflows through its flagship platform and AI Agents product, CoPallet.
This role sits in the Office of the CEO and owns the business value case for strategic enterprise accounts. You will build financial models, run customer conversations, and stay engaged with accounts through the entire change program and deployment cycle. You'll work day-to-day with CEO Sushanth Raman, the Office of the CEO team, sales, and product management.
Key responsibilities include:
- Own the value case for strategic accounts: identify drivers, size the prize, and defend assumptions to customer executives
- Build robust financial models with scenario logic, layered assumptions, and open/closed-book analysis that withstand scrutiny
- Grow existing accounts by identifying and proving the next tranche of value to extend engagements into multi-year partnerships
- Diagnose and resolve account issues, running real transformation programs and providing evidence-based solutions
- Carry accounts from initial business case through realized ROI, managing both change programs and commercial conversations
- Own emerging work areas including contracting, partnerships, deal desk, and sales operations—establishing how Pallet executes these functions
This is an intense role requiring five days per week in the San Francisco office and 60+ hour weeks with customer calls on short notice. The work is unglamorous but substantive: you'll engage with freight brokers, 3PLs, carriers, and operators dealing with messy TMS and ERP data who have experienced failed automation pilots. You'll apply AI to an industry with real operational depth. The scope compounds early—what you build becomes the standard rather than a slide in someone else's deck.
Preferred Experience:
- 2+ years in management consulting, PE operations, or value creation/transformation teams
- Advanced Excel modeling: scenario logic, assumption layering, open- and closed-book analysis
- Ability to construct business cases in segments new to you
- Direct ownership of accounts through change programs (not advisory-only work)
- Executive communication skills: ability to hold a room and defend numbers under pressure
- Nice to have: logistics or supply chain exposure, startup operating experience, hands-on AI use
