Convoy is transforming the $800 billion trucking industry, where even 10 years ago, most truck drivers did not have smartphones and paper driver logs were common. In 2015, Convoy launched the digital freight movement with an open and fully connected marketplace for brands and manufacturers to work directly with freight carriers who move truckload shipments throughout the country. This ‘Digital Freight Network’ is powered by machine learning and automation, and supported by a broad, ever-growing set of features that benefit both sides of the marketplace.
We’ve been honored to work with some great companies, such as Unilever, The Home Depot, and Procter & Gamble. We’ve also been backed by world-class investors, including Google, YCombinator, Fidelity, Greylock, Generation IM, Lone Pine, T. Rowe Price, Baillie Gifford and the founders and CEOs of Amazon, Salesforce, eBay, LinkedIn, Expedia, Dropbox, Starbucks, and others. We are proud to have been named a CNBC Disruptor 50 Winner (3x), a Fast Company World Changing Idea, a LinkedIn Top Startup, a Forbes' Best Startup Employer, one of Fortune Magazine's 'Impact 20' list, a best place to work in Washington State, a BloombergNEF Pioneer winner, and more.
This is your opportunity to collaborate with an incredible group of people and help transform the freight industry. Join Convoy and help us transport the world with endless capacity and zero waste.
We are looking to expand our Key Account Executive team and would be interested in hearing from you if you have the following expertise and experience:
What we are looking for:
- High proficiency in establishing senior-level (C-suite, VP & Director) customer relationships, navigating complex sales cycles, closing deals, and growing business with Fortune 100 companies.
- Ability to maximize initial deal size + accelerate sales cycle by proactively leveraging various Sales resources.
- Ability to establish and grow senior-level customer relationships, including creating meaningful connections with Convoy executive leadership.
- Ability to dive deep into a prospect’s business to identify potential pain points, initiatives, and other buying motivators to then map Convoy value propositions to.
- High proficiency in articulately telling the Convoy story, verbally and in written form, mapping the story to customer needs.
- Ability to manage a portfolio of complex customers. After landing healthy large shippers, rapidly growing shipments and PM across multiple product lines (& leveraging the expertise of the various program managers) connected to Shipper Progression.
- Ability to understand and articulate freight characteristics and ‘how’ to grow via expansion programs across Convoy’s program mix
- Ability to hit and exceed activity metrics and financial expectations as articulated via quota
- Ability to effectively collaborate with internal stakeholders and own expectations around account strategy and results.
What you will be doing:
- Source, engage, qualify, and educate prospective Shippers through outbound sales methods (e.g. cold-calling, emails, LinkedIn, etc.)
- Stay in tune with industry news and trends to provide proactive solutions to our customers - as well as translate industry and market positioning to shipper solution(s)
- Manage contact and deal flow from initial partner contact to contract signing and launch, using Convoy Sales product and tech (e.g. Outreach, Salesforce, Gong, Ironclad, HoM, BPTs, etc.)
- Collaborate on deal management with internal partners across launch, management and growth: including MPG, Marketing, Ops, Account Management, Launch, Product
- Close strategic partnerships with Directors and Vice Presidents (ATLs) from set list of Fortune 1000 companies on Convoy value prop vis Account Based Selling
- Post-close, remain engaged with shippers (ATLs and BTLS) to actively drive shipment growth, program margin and revenue
- Have a deep understanding of Convoy’s Market Development Strategy; with an ability to translate strategy to grow Shippers
- Develop strategic engagement plans to grow shippers in consistent fashion: QBRs, PIT STOPS
- Execute and continue to build upon a collaborative new Sales development process with other key stakeholders, including the Convoy executive team, operations and account management
- Achieve quarterly and annualized expectations:
- Activity + pipeline development
- Net new partnerships (new shippers)
- Shipment volume(s)
- Program margin + revenue
What is different about a "Key Account Executive" versus an "Account Executive"
- Size and complexity of target accounts. KAEs will target the largest and most complex customers, who will require building relationships with more stakeholders, across different divisions and regions, and also higher-level, more strategic buyers.
- Expectations around account strategy documentation. KAEs will be expected to create robust Account Strategy documentation with detailed stakeholder mapping, problem statement identification, and solution mapping. This documentation will be standard operating procedure for Keys.
- Proficiency with leveraging internal stakeholders (executives, higher-level cross-org stakeholders). KAEs will be expected to work with Executive sponsors for all of their accounts. They will communicate updates on a regular basis. KAEs will also leverage more senior cross-org stakeholders, as well.
- Average deal size. KAE will be expected to deliver larger initial deals (shipment volume).
- Managing sales cycle time and ability to accelerate/manufacture urgency. KAE’s are expected to be proficient in tactics to shorten and control the sales cycle; they will accelerate deals and create compelling events to drive toward a specific close date.
- Sophistication of managing book of business / portfolio health / identifying growth opportunities. KAEs are intimately familiar with our margin management tools, as well as operations platforms to review and understand account health.
- Ownership over stakeholder/cross-org influence on business. KAEs will operate like STLs, with CSMs, ADRs, Launch, Ops, Supply, and MPG supporting their Key Account strategies. KAEs will be proficient at holding stakeholders accountable for their input to launching and growing Key Accounts.
Overall Sales Team
- Self-motivated, coachable, and resilient attitude within a fluid business; growing rapidly and dynamic in nature.
- Ability to clearly articulate the Convoy story, verbally and in written form, handle objections, etc. - in any freight market condition.
- Consistently striving towards and exceeding outcomes (EITR); consistently exhibiting Convoy Values.
- High energy and strong desire to achieve top results (SOU); being a key contributor in building a world-class sales culture.
Benefits:
Employees' wellbeing is top of mind for the Convoy team. Outside of offering excellent medical, dental, and vision benefits, we also offer the following:
- On demand mental and emotional health benefits through Lyra
- On demand primary care through 98.6
- Generous paid time off
- Paid parental leave program
- Fertility benefit solutions via Progyny
- Child-care and adult/elder-care options through Bright Horizons
- Opportunity to join and contribute to one of our Employee Resource Groups
- Ability to make a real world impact!
Convoy is an equal-opportunity employer and we welcome applicants from all backgrounds. If you’re a passionate team player who wants to have an outsized impact on a diverse and dynamic team, we’d love to hear from you!