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. Executive interest often starts with our founder-led motion, your job is to to turn that interest 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 pipeline. You disqualify deals that aren't real. You name what's stuck and fix it.

You don't manage expectations by hiding problems.

• You want to help build a company, not just carry a quota. The opportunity to shape how the company sells and to share in what that builds - matters to you. WHO MIGHT NOT BE A GOOD FIT - If you've spent most of your career in short-cycle, transactional sales, the pace and complexity here will feel very different.
• If supply chains are unfamiliar to you.

Our buyers have decades of operational experience and expect conversations grounded in their domain.

• If you do your best work inside a structured organization: clear territory, a BDR handing you qualified leads, an enablement team running playbooks; this isn't the right time. We're building that from the ground up.
• If ambiguity makes you uncomfortable.

Incomplete information is the default at this stage. WHY JOIN GLACIS?

• High Ownership & Real Impact: Shape critical solutions used by global enterprises, directly influence supply chain performance at scale.
• Entrepreneurial Growth: Ideal stepping stone if you've considered founding your own company - learn firsthand from seasoned entrepreneurs and ex-Googlers.
• Learn Fast in Enterprise B2B: Deep exposure to supply chain, logistics, and AI; you’ll learn how to communicate complex operational problems and solutions.
• Foundational Team: Join at an early stage, contribute directly to company-building, and share the journey of rapid scaling.
• Mission-Driven Culture: Fast-paced, ambitious environment with collaborative colleagues committed to delivering meaningful, impactful technology.