The Enterprise Account Executive - Vaux is responsible for driving strategic growth by identifying, developing, and closing complex enterprise opportunities across warehouse automation, intralogistics, and material handling operations. This position requires a highly consultative seller capable of navigating operational, technical, and executive stakeholders while leading opportunities from discovery through pilot deployment and enterprise expansion. The Enterprise Account Executive requires the ability to understand customer operations deeply, diagnose workflow inefficiencies, build ROI-driven business cases, and partner cross-functionally to deliver measurable operational outcomes.
Responsibilities
- Develop and execute strategic territory and account plans focused on enterprise warehouse, distribution, and manufacturing operations.
- Prospect aggressively through networking, industry events, referrals, outbound engagement, and existing ArcBest relationships.
- Identify and engage operational, engineering, supply chain, IT, finance, and executive stakeholders within target accounts.
- Build and maintain long-term relationships with senior decision-makers across strategic verticals.
- Conduct discovery calls, operational walkthroughs, and onsite assessments to understand customer workflows, constraints, KPIs, and material handling challenges.
- Diagnose operational pain points related to labor volatility, throughput, transportation costs, warehouse efficiency, trailer utilization, safety, and automation scalability.
- Position Vaux solutions through value-based, operationally grounded business cases tied to measurable customer outcomes.
- Lead executive presentations, customer workshops, and operational reviews throughout the sales cycle.
- Collaborate closely with Solutions Engineering to scope workflows, validate technical fit, and design customer-specific solutions.
- Lead opportunities through the full commercial lifecycle.
- Define pilot objectives, success criteria, operational KPIs, and expansion pathways alongside customers and internal stakeholders.
- Coordinate internal cross-functional teams including Solutions Engineering, Legal, Customer Success, Deployment, and Leadership throughout the sales process.
- Support proposal development, pricing strategy, RFP responses, and commercial negotiations.
- Drive post-pilot expansion opportunities and multi-site growth strategies.
- Develop expertise across the Vaux Technology Suite.
- Maintain awareness of warehouse automation, robotics, supply chain, and intralogistics market trends.
- Represent Vaux at customer events, trade shows, industry conferences, and strategic meetings.
- Maintain disciplined pipeline management, CRM documentation, and forecasting accuracy within Salesforce.
- Other duties and projects, as assigned.
Requirements
Education:
- Bachelor's Degree in Business, Supply Chain, Marketing, or related field, preferred
- Equivalent experience may also be considered in lieu of education.
- 3 years of B2B sales experience, preferably in warehouse automation, robotics, intralogistics, material handling equipment, industrial technology, supply chain technology, WMS/warehouse software, operational technology, or complex industrial solutions.
- Demonstrated ability to manage a complex sales process from lead generation through closing.
- Experience selling solutions with technical components and long sales cycles, preferred
- Proficient in Microsoft Office Suite, Atlassian Suite, Salesforce, or similar CRM platforms.
- Excellent verbal and written communication skills.
- Commitment to exceptional customer service.
- Addressing Customer Needs
- Cross-Selling
- Negotiating
- Perseverance and Follow-Through
- Problem Solving
- Relationship Management
- Sales Closing and Agreements
- Selling
Other Details
Work Hours:
- Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.
- Moderate (50%-75%) To customer sites, industry events, and internal meetings.
- This is a salary position paid biweekly.
- Variable compensation is included.
In accordance with the Equal Pay Transparency information, the base pay range for this position is $82,000 – $103,000, will fluctuate based on location and experience. Subject to a market adjustment based on nationwide location.
Applicants must be currently authorized to work in the United States and the employer will not sponsor applicants for work visas for this position.
About Us
ArcBest Technologies, ArcBest's tech and innovation team, provides custom-built solutions and leading-edge technologies that help our customers successfully navigate the complex supply chain landscape. The team is made up of highly engaged, creative tech and analytics professionals who create smart solutions that help keep the global supply chain moving.
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