Strategic Sales

Pallet

Strategic Sales role driving enterprise acquisition of AI solutions in logistics sector. Collaborating with multiple teams to enhance customer value and achieve business growth.

Posted 5/27/2026full-timeRemote • 🇺🇸 United StatesSeniorLead💰 $250,000 - $350,000 per yearWebsite

About the role

Key responsibilities & impact

Own full-cycle enterprise/strategic sales, from outbound to close, and drive net-new logo acquisition across your region.
Build and maintain a 3x–4x qualified pipeline by running a disciplined outbound motion and self-sourcing at least 30 percent of opportunities.
Lead a consultative, workflow-driven sales process that uncovers operator pain and maps it to Pallet's use cases.
Advance 5–7 enterprise/strategic deals to late stage in your first six months while building champions and executive alignment across COO, CIO, VP Ops, and VP IT stakeholders.
Build CFO-ready business cases and run structured evaluations: discovery, workflow mapping, pilot scoping, and ROI modeling that convert to Pallet.
Document deal patterns, repeatable use cases, and expansion opportunities to inform GTM strategy and drive growth within existing accounts.

Requirements

What you’ll need

8+ years of experience in enterprise B2B SaaS or enterprise logistics sales.
Track record of closing six- and seven-figure enterprise deals.
Strong solution-selling and value-mapping skills.
Ability to speak fluently about logistics workflows. If you don’t have logistics experience, we’ll test your ability to learn it.
Comfortable selling technical, workflow-heavy products with a baseline understanding of LLM/AI, if you have logistics experience but less technical exposure, we’ll test your aptitude to learn our platform quickly.
Experience navigating long sales cycles, internal politics, and complex buying committees.
Executive presence with operators and technology leaders (COO, CIO, VP Ops, VP IT).
Can build clear business cases tied to measurable ops and financial impact.
Disciplined outbound operator with strong pipeline hygiene.
Ability to learn new industries and technologies quickly and apply insights immediately.

Benefits

Comp & perks

🩺 Health, Vision, and Dental benefits
🏝️ Flexible PTO
➕ Life Insurance and Accidental Insurance
❤️‍🩹 Short-Term Disability Coverage
💸 Generous salary and equity for all staff
🪜 401k option; helping you save for the future
📚 Yearly learning and development stipend
🚌 Commuter benefits for Bay Area employees
🚘 Uber ride stipend if you ever have to work late in the office
🏡 Remote office home stipend to get you comfy in your space
🍔 Daily catered lunches provided by Sharebite (every meal you order, one meal gets donated)
✈️ Onboarding trip to San Francisco HQ if you work remotely
🥤 Monthly happy hours
🎉 Annual company off-sites, our last one was in Palm Springs 🌴🍹

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise B2B SaaS saleslogistics salessolution-sellingvalue-mappingworkflow mappingROI modelingpipeline managementsales cycle navigationtechnical product salesLLM/AI understanding

Soft Skills

consultative sellingexecutive presencecommunicationrelationship buildingadaptabilitydisciplined outbound approachorganizational skillsproblem-solvingstrategic thinkinglearning agility