Mid-Market Account Executive

Summary

Nash is transforming last-mile logistics through a unified platform that helps merchants orchestrate deliveries across multiple carriers. The Mid-Market Account Executive will own the full sales cycle for merchants in the $10K–$100K ARR segment, including prospecting, discovery, demonstrations, negotiations, and closing, while partnering cross-functionally to tailor solutions and achieve sales targets.

Responsibilities

• Drive new business acquisition across Nash’s Mid-Market segment (avg. deal size ~$35K ARR)
• Manage the full sales cycle: prospecting, discovery, demo, proposal, negotiation, and close
• Build and maintain a strong pipeline through outbound outreach and inbound qualification
• Work cross-functionally with Solutions Engineering, Marketing, and Customer Success to tailor solutions for merchant workflows
• Deeply understand merchant pain points (delivery orchestration, cost per drop, operational complexity, and customer experience)
• Consistently hit and exceed quota for new logos and booked consumption
• Maintain accurate forecasting and CRM hygiene in Salesforce

Skills

• 3–6 years of full-cycle SaaS sales experience (ideally in logistics, ecommerce, or retail tech)
• Proven success selling to operators, logistics managers, and technology buyers at mid-sized merchants
• Strong discovery and consultative selling skills — you know how to uncover the “why.”
• Comfortable running multi-stakeholder sales cycles (Ops, IT, Finance, Founders)
• High velocity mindset — you thrive on activity, pipeline, and experimentation
• Proficiency with Salesforce, Gong, and modern sales tech stack (Outreach, Apollo, etc.)
• Entrepreneurial spirit — you want to be part of building something from the ground up

Qualifications

Must Haves

• 3–6 years of full-cycle SaaS sales experience (ideally in logistics, ecommerce, or retail tech)
• Proven success selling to operators, logistics managers, and technology buyers at mid-sized merchants
• Strong discovery and consultative selling skills — you know how to uncover the “why.”
• Comfortable running multi-stakeholder sales cycles (Ops, IT, Finance, Founders)
• High velocity mindset — you thrive on activity, pipeline, and experimentation
• Proficiency with Salesforce, Gong, and modern sales tech stack (Outreach, Apollo, etc.)
• Entrepreneurial spirit — you want to be part of building something from the ground up

Benefits

• Variable compensation (OTE aligned with top-quartile SaaS benchmarks)
• Equity in a fast-growing venture-backed company
• Health, dental, vision, and 401(k).
• Flexible PTO and remote-first culture.
• Early-stage, well-funded startup – directly impact the company and grow your career!
• Quarterly broader team on-sites to bond with teammates
• Competitive compensation and opportunity for equity
• Flexible paid time off
• Health, dental, and vision insurance for US employees