Note: The job is a remote job and is open to candidates in USA. Pallet is building AI Agents to transform logistics, having raised $50M and achieved significant revenue growth. The role of Strategic Sales involves owning net-new enterprise acquisition and driving solution-selling motions to enhance the efficiency of logistics workflows.
Responsibilities
- 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
Skills
- 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
- 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
- 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
- Paid parental leave to support growing families
- 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
- Onboarding trip to San Francisco HQ if you work remotely
- Monthly happy hours
- Annual Company Offsites; our last one was in Palm Springs CA
Company Overview