Account Executive

Role overview

ShipCalm is looking for an Account Executive who can build trusted customer relationships and help influence how brands approach logistics within the 3PO space. This role is designed for someone who thrives in a fast-moving, performance-driven environment and is motivated by competitive pay plus commission-based earnings. You will join a growing revenue team early in its journey and help shape the company’s market approach.

The ideal candidate brings a strong growth mindset, works well independently, and stays disciplined in both process and follow-through. Success in this position means confidently prospecting, managing customer conversations, and helping turn operational strengths into customer value.

What success looks like

In the first 30 days, the expectation is to show solid industry awareness, use effective selling approaches, and demonstrate a driven, competitive attitude while working toward sales targets. You will also begin learning the complexity of 3PL and 3PO sales. By this point, you should have completed at least 15 outbound calls, 15 inbound SDR calls, and attended a minimum of 10 sales calls.

By around 45 days, you should be handling your own sales conversations, asking the right questions, and giving accurate pricing details with confidence.

After 3 months and beyond, you should have closed your first deal, achieved roughly 95% proficiency in sales calls, and be able to respond to routine customer questions and objections based on prior training. You will also be expected to set monthly sales targets and track quarterly and annual goals, including signed customers, contracts sent, meetings booked, and outbound leads for the year. Attending at least one industry event and sharing takeaways with the team is also part of the ongoing expectation.

By 6 months and later, the role calls for stronger momentum in sales discussions, a clear drive to beat prior performance, and active contributions to process and product improvements. This may include suggesting updates to pitch materials, taking ownership of improvement initiatives, and bringing market trends back to leadership.

At 9 to 12 months and beyond, you should be able to lead negotiations with a strong focus on ROI and benefits, anticipate prospect concerns, keep an outbound pipeline consistently active with 5 to 10 prospects at a time, and close high-value business, including deals or a mix of deals that add up to about $100K per month in revenue.

Responsibilities

• Build and maintain trust with prospects and customers while representing ShipCalm’s logistics and fulfillment offerings.
• Manage the full sales cycle, from outreach and discovery through negotiation and close.
• Conduct cold calls, inbound SDR calls, customer check-ins, prospective meetings, and email follow-ups.
• Qualify opportunities, present pricing accurately, and handle customer questions with confidence.
• Work independently while making thoughtful, customer-appropriate decisions without constant oversight.
• Maintain strong operating discipline and support a reliable customer experience across teams.
• Set and track sales targets, pipeline activity, and annual performance benchmarks.
• Attend industry events and bring back relevant market insights.
• Contribute ideas to improve sales materials, process flow, and overall revenue performance.

About ShipCalm

ShipCalm describes its culture as energetic, resilient, and highly intentional. The company values speed, but only when it does not compromise accuracy. Leaders are trusted to solve problems directly, and the workplace aims to combine disciplined execution with a respectful, family-like environment. The organization emphasizes accountability, humanity, and consistent delivery on commitments.

Compensation and benefits

The compensation range for this role is $90,000 to $110,000 per year, plus commissions, depending on experience. Benefits include medical, dental, and vision coverage, a 401(k), life insurance, accident coverage, employee assistance program access, paid time off, holidays, and sick time.

Additional expectations

The company looks for people who are persistent, self-directed, and comfortable hearing “no” without losing momentum. A strong work ethic, creative outreach, and a disciplined approach to follow-through are important for success in this role.