Enterprise Account Executive

Company Name: Gori Company

Location: Fullerton, CA.

About Us

Gori Company, founded in 2019, is on a mission to revolutionize the shipping industry by prioritizing green sustainability, optimization, and innovation. Our vision is to provide an environmentally responsible, efficient, and innovative shipping experience that surpasses expectations. Leveraging cutting-edge technologies and sustainable practices, we are rapidly growing to become a prominent player in the sector.

Central to our success is our exceptional company culture, characterized by teamwork, creativity, and a shared commitment to our vision. This culture fosters a supportive and collaborative environment where employees are empowered to thrive, driving our collective pursuit of excellence.

We're hiring an Enterprise Account Executive to win new logos among high-volume eCommerce brands, retailers and 3PLs that ship millions of parcels a year. You'll sell our multi-carrier shipping software, which covers rate shopping, label generation, carrier management, tracking and parcel analytics, to shipping, operations, IT and finance leaders.

This is a full-cycle, quota-carrying role. You'll own complex, multi-stakeholder deals from first meeting to signature, typically 6–12 months long, and help shape how we sell to the enterprise market.

What You'll Do

• This is a new business development role focused on proactively identifying, prospecting, and acquiring new customers to drive revenue growth. 100% of your quota comes from net-new logos.
• Open new enterprise accounts. Target and win shippers doing 1M+ parcels per year across eCommerce, retail, DTC brands, marketplaces and 3PLs, none of whom are customers today.
• Self-source the majority of your pipeline. Build at least 60% of your pipeline yourself through cold outbound, social selling, events and your industry network, with SDR and marketing support.
• Build and work a named territory. Research and prioritize a target account list, map buying committees and run multi-touch campaigns to break in.
• Displace the incumbent. Unseat legacy shipping software, carrier-provided tools and in-house systems by showing where shippers overpay on rates, surcharges and DIM weight.
• Develop partner-sourced deals. Create new opportunities with carriers (UPS, FedEx, USPS, DHL, regionals), 3PLs, ERP/OMS/WMS vendors and consultants.
• Turn first meetings into qualified deals. Run sharp discovery on shipping volume, service mix, zones and pain points, and qualify rigorously with MEDDICC or similar.
• Build the business case. Partner with Sales Engineering on rate analyses, ROI models and proofs of concept that make the savings concrete.
• Close new-logo contracts. Lead negotiation, security review and procurement through to signature with executive sponsors.
• Keep the pipeline full and the forecast honest. Maintain 3–4x pipeline coverage and keep CRM current for an accurate weekly forecast.
• Sharpen the go-to-market. Feed win/loss insight, competitor intel and ICP learnings back to Marketing and Product to improve how we hunt.

What you bring

• 6+ years of B2B SaaS sales experience, with 3+ years closing enterprise deals of $100K–$500K+ ACV.
• Direct experience selling into parcel shipping, logistics, supply chain or eCommerce technology.
• An established network of eCommerce, fulfillment and logistics leaders you can engage from day one.
• Working knowledge of parcel economics: carrier rate structures, accessorials and surcharges, DIM weight, zone skipping, carrier diversification and contract negotiation.
• A track record of meeting or exceeding a $1M+ annual new-business quota, with numbers you can walk us through.
• Experience running long, multi-threaded sales cycles with 5+ stakeholders, including IT security and procurement.
• Fluency with a structured sales methodology (MEDDICC, Challenger, Command of the Message or similar).
• Comfort talking technically about APIs, integrations and how shipping software fits with ERP, OMS and WMS systems.
• Strong written communication, executive presence and negotiation skills.
• Willingness to travel up to [25–40]% for customer meetings and industry events.

Nice to have

• Experience at a multi-carrier shipping platform, parcel audit firm, 3PL, carrier or WMS/OMS vendor.
• Experience selling to 3PLs or multi-node fulfillment networks.
• Familiarity with returns management, cross-border shipping, LTL or post-purchase tracking experiences.
• Exposure to usage- or transaction-based pricing (per-label or per-shipment).
• Presence at industry events such as Manifest, Parcel Forum, eTail or NRF.

Pay: $120,000.00 - $130,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Paid time off
• Vision insurance

Application Question(s):

• Will you require visa sponsorship in the future?

Willingness to travel:

• 50% (Preferred)

Work Location: In person