Founding Account Executive

At Flexport we believe global trade can move the human race forward. Thats why its our mission to make global commerce so easy there will be more of it. Were shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today companies of all sizesfrom emerging brands to Fortune 500suse Flexport technology to move more than $19B of merchandise across 112 countries a year.

The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission solutions and people. Ready to tackle global challenges that impact business society and the environment Come join us.

About the role:

This role is based in Flexports new Warsaw office and is one of the first Account Executive positions on the ground in Poland. As part of the founding commercial team you have the opportunity to build a completely new territory within Flexport shaping the go-to-market approach establishing the first enterprise relationships and helping define how Flexport operates and wins in the Polish market from the ground up.

You will be responsible for driving complex high-value enterprise deals and establishing long-term strategic partnerships with large customers. This role owns advanced multi-stakeholder sales cycles that often span regions business units and decision layers.

You will be operating with a high degree of autonomy shaping deal strategy influencing executive stakeholders and orchestrating cross-functional teams to deliver differentiated value-driven solutions.

Pipeline & Opportunity Ownership

• Own and close high-value complex enterprise opportunities consistently meeting or exceeding individual quotas.
• Build a strategic pipeline through self-prospecting account planning and SDR partnership.
• Proactively identify whitespace expansion potential and multi-entity opportunities within target accounts.
• Maintain forecasting opportunity hygiene and deal governance in Salesforce (SFDC).

Strategic Discovery & Solution Architecture

• Lead executive-level discovery to understand enterprise supply chain strategy risk posture and long-term business objectives.
• Navigate complex buying groups across procurement ops finance IT and senior leadership.
• Design integrated multi-product Flexport solutions aligned to customer priorities and business outcomes.
• Position Flexport as a strategic partner through compelling value narratives business cases and solution roadmaps.

Deal Strategy Negotiation & Closing

• Own end-to-end deal strategy for complex opportunities including stakeholder mapping decision criteria and close plans.
• Lead advanced commercial negotiation pricing contracts and non-standard deal structures.
• Orchestrate internal stakeholders (Ops Finance Legal Product) to progress deals efficiently

Onboarding Expansion & Relationship Leadership

• Own the onboarding motion ensuring enterprise customers are set up for scalable success.
• Establish and maintain trusted relationships with senior and executive customer stakeholders.
• Identify expansion opportunities together with Account Management to drive sustained growth.
• Serve as a point of escalation and strategic advisor during the customer lifecycle.

Enterprise Leadership & Market Impact

• Act as a senior commercial voice in enterprise pursuits sharing market insight and customer feedback internally.
• Contribute to enterprise sales best practices deal reviews and peer coaching.
• Represent Flexport with credibility and confidence in high-stakes customer interactions.
• As part of the founding Poland team help shape early market strategy and commercial playbooks that will define Flexports approach to the territory going forward.

Prerequisites

• 5 years of experience managing complex enterprise-level sales cycles with consistent quota attainment.
• Proven ability to close large multi-stakeholder deals with long sales cycles and high deal complexity.
• Strong executive presence with the ability to influence senior decision-makers.
• Advanced discovery negotiation and value-based selling skills.
• High degree of autonomy strategic thinking and commercial judgment.
• Strong logistics freight forwarding or supply chain industry experience preferred.
• Self-sufficient learner with a track record of ramping quickly in new markets products or environments without an established playbook to follow.
• High level of intellectual curiosity proactively seeks out market product and customer knowledge rather than waiting for it to be provided.
• Deep understanding of the Polish market and local business landscape with the credibility to engage enterprise buyers from day one.
• Strong mix of supply chain/logistics industry knowledge and tech sales acumen able to sell a platform-based solution with the same confidence as a traditional freight service.
• High degree of agility and adaptability comfortable operating with ambiguity and evolving priorities as the Poland territory is built out.
• Fluent in Polish and English; additional languages are a plus.

What we offer:

• An opportunity to contribute to one of the fastest-growing companies where youll have the chance to create a global impact while being a part of a thriving multinational environment
• Lunch allowance: Up to 12 per day.
• Equity program: every team member becomes a shareholder aligning our success with yours. As a private company in a multi-trillion dollar industry you have a direct stake in our collective growth and success.
• Employee Assistance Program through Aetna Resources for Living: Flexport provides an employer-sponsored program at no cost to you and your household members