Senior Account Executive (Enterprise)

ABOUT GLACIS

We’re on a mission to revolutionize the supply chains of global giants like Tesla and Coca-Cola through AI agents that think, plan, and act. Backed by legendary Silicon Valley VCs behind Flexport, Databricks, and Perplexity, we’re empowering supply chain teams across the world to automate complex logistics workflows, integrate processes seamlessly with existing systems, and supercharge efficiency.

We’re a team of seasoned entrepreneurs, Y Combinator alumni, and ex-Googlers; if you’re ready to change the way a trillion-dollar industry operates, join us on Day 1.

THE ROLE

As our Senior Account Executive, you'll run complex, multi-stakeholder deals across mid-market and enterprise manufacturers and distributors where supply chain performance is a board-level priority. You'll have end-to-end responsibility: Actively do outbound and build pipeline, turn those leads into signed contracts, and help build a repeatable sales process along the way.

Your buyers are VP-level operations and supply chain leaders who have been in the industry for decades. You need to speak their language, understand their problems, and show them exactly how Glacis solves them.

KEY RESPONSIBILITIES

• Own the full sales cycle. From qualifying inbound leads and running your own outbound, through discovery, technical validation, AI committee signoff, procurement, and close. You don’t hand off, you see it through.

• Sell consultatively, not transactionally. This is not copy-and-paste SaaS. Our customers run complex, deeply embedded operational processes and AI is new to nearly all of them. You'll need to understand the challenge and complexity within each organization, identify where AI can make a real difference, and collaborate closely with our team of forward-deployed engineers to configure a solution that addresses the customer's actual needs.

• Earn credibility in the room. Your buyers are VP-level operations and supply chain leaders at global manufacturers and distributors. You’ll win by understanding their real operational challenges: breakdowns in communication with suppliers, missed deadlines, ad hoc firefighting and connecting them to outcomes Glacis delivers.

• Build and refine the go-to-market playbook. There is no ready-made setup. You'll work across a mix of mid-market and enterprise deals, and every deal teaches us something: what messaging resonates, which industries convert, what objections come up. You document what works, share what doesn’t, and help shape the methodology that scales.

• Maintain disciplined pipeline management and accurate forecasting. You’ll run 3-12 month sales cycles with meaningful deal sizes. The business depends on knowing what’s closing, when, and at what value.

• Bring market signals back to the product. You’re in front of customers daily. When you hear consistent feedback on integrations, pricing, or onboarding, you bring that back so we build what actually closes deals.

ARE YOU THE RIGHT FIT?

Experience

• You've sold software into supply chain, procurement, or logistics teams at mid-market or enterprise manufacturers and distributors, and you understand the domain, not just the software layer, but the operational reality underneath it.

• You have 5+ years experience closing mid-market or enterprise deals with US or European buyers with a minimum of $75k ACV, multiple stakeholders, 3+ month cycles, technical validation, executive sign-off.

• You have owned and successfully operated in the past the full lifecycle from building your own pipeline to rollout with customers.

• Ideal but not required: you've worked in supply chain operations, logistics, or procurement or have done consulting for those teams before moving into sales. You've managed the chaos yourself.

Mindset

• You're a self-starter who doesn't need structure to be effective. You're comfortable building the process as you go, being wrong sometimes, and iterating fast.

• You're intellectually honest about your pipe