Account Executive (SaaS Sales)

Role Purpose Reporting to the SaaS Sales Manager / Head of Sales, the Account Executive (AE) is responsible for owning the full sales cycle from opportunity development to deal closure for ShipDelight’s SaaS platform. This includes deep discovery, solution fitment, pricing, negotiation, final contracting, and successful handover to the Implementation & Customer Success teams. The AE works closely with SDR/BDR, Product, and CS teams to deliver strong conversion rates and revenue growth. Key Role Expectations (RACI) Responsible Own end-to-end SaaS sales cycle: prospect → discovery → demo → proposal → negotiation → closure. Conduct detailed requirement analysis to map product capabilities to customer workflows. Deliver product demos tailored to customer use cases. Create proposals, pricing models, and business case presentations. Manage deal governance, proposals, agreements, and contracting. Collaborate with Implementation/CS teams for onboarding readiness. Maintain CRM discipline: pipeline stages, notes, task follow-ups, forecasting. Track competition and market insights; provide feedback to product/leadership. Accountable New logo acquisition & revenue targets. Proposal and negotiation accuracy. Smooth customer handover post-closure. Accurate and timely forecasting. Consulted Consult Product teams for feasibility and roadmap alignment. Consult Implementation & Ops to validate integration + SLA requirements. Consult Finance for pricing and contract structuring. Informed Inform leadership on deal progress, risks, key milestones, and competitor insights. Notify CS teams on onboarding needs and expectations. Key Competencies Knowledge Understanding of SaaS sales cycles and enterprise selling. Knowledge of solution selling frameworks. Familiarity with CRM systems. Desirable Understanding of supply chain/logistics. Knowledge of API-based workflows & integrations. Skills Strong presentation, demo, and consultative solutioning skills. Excellent negotiation and objection handling.
Strong communication & stakeholder management. Commercial proposal writing. Analytical thinking & pipeline management. Experience selling to mid-market/enterprise buyers. Technical aptitude to interpret platform workflows. Must Have Target-driven with strong ownership. Process discipline & structured follow-ups. Relationship-building and customer-centricity. Continuous learning mindset. Experience & Education 2–5+ years in SaaS B2B sales. Proven track record of hitting sales targets. Bachelor’s degree in Business/Engineering/related field. Experience with logistics / supply chain technology. MBA preferred.