The Role
Drive enterprise SaaS sales by prospecting, building pipelines, leading complex sales cycles, presenting to C-suite stakeholders, negotiating contracts, and closing new and renewal business. Manage strategic customer relationships, support adoption and implementation planning, identify expansion opportunities, and collaborate with Customer Success, Technical Account Management, Leadership, Legal, Security, Billing, and Implementation teams. Strong logistics and supply chain expertise is required, with regional travel.
Summary Generated by Built In
Pando (www.pando.ai) is pioneering the future of autonomous logistics with innovative AI capabilities. Trusted by Fortune 500 enterprises with global customers across North America, Europe, and Asia Pacific regions, we are leading the global disruption of supply chain software, with our AI-powered, no-code, & unified platform empowering Autonomous Supply Chain®.
We have been recognized by Gartner for our transportation management capabilities, by the World Economic Forum (WEF) as a Technology Pioneer, by G2 as a Market Leader in Freight Management, and named one of the fastest-growing technology companies by Deloitte.
Why Pando?
We are one of the fastest growing companies reimagining supply chain and logistics for Manufacturers & Retailers scaling up globally. We are a growing team, unrelenting and enthusiastic about building great products. We have folks who are pragmatic, imaginative or a quirky combination of both. We yearn for purpose in our work & support each other to grow.
Role
We’re looking for a high-performing Enterprise Sales Manager with a strong background in supply chain and logistics to join our team. The ideal candidate will be responsible for both acquiring new clients and growing existing accounts.
Key Responsibilities:
• Drive new business by identifying, prospecting, and closing enterprise-level deals.
• Build and manage a strong pipeline of qualified opportunities through outbound and inbound strategies
• Lead complex sales cycles from initial contact to closing, involving multiple stakeholders.
• Understand client business challenges and position Pando's solutions to solve them.
• Educate customers on digital transformation and standard methodologies and ensure smooth transition to Customer Success and Implementation teams
• Identify customer needs and collaborate with customer teams to ensure customer success with special emphasis on signup, implementation, and renewal.
• Initiate, negotiate, and close new and renewal contracts with customers.
• Communicate and organize/call out issues in billing, legal, security, on-boarding, and technical inquiries.
• Build strategic adoption plans for customers in collaboration with different teams (Technical Account Managers, Customer Success Managers, Leadership, etc.)
Requirements
• 8+ years of relevant experience preferably in premier Enterprise SaaS company.
• Proven track record in enterprise sales (quota-carrying)
• Experience leading a pipeline and closing large contracts.
• Experience making pitches to the C-suite and managing multiple opportunities simultaneously at various stages of the buying process.
• Experience in new market entry, new product introduction, positioning and Client Management, Business Development, Customer Segmentation.
• Excellent negotiation and communication skills both with customers and C-level executives and the ability to foster senior level relationships quickly and optimally.
• Strong understanding of logistics and supply chain management
• Prior experience selling SaaS products, ideally in logistics/SCM
• Willingness to travel within the region
Skills Required
- 8+ years of relevant experience, preferably at a premier enterprise SaaS company
- Proven track record in quota-carrying enterprise sales
- Experience leading pipelines and closing large contracts
- Experience pitching to C-suite executives and managing multiple opportunities through different buying stages
- Experience with new market entry, new product introduction, positioning, client management, business development, and customer segmentation
- Excellent negotiation and communication skills with customers and C-level executives
- Strong understanding of logistics and supply chain management
- Prior experience selling SaaS products, ideally in logistics or supply chain management
- Willingness to travel within the region
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The Company
What We Do
Every brand you love and live with - fashion, groceries, FMCG, personal care, electronics, cars - Pando helps make these brands more affordable, accessible and sustainable, for you! Come #jointhetribe and #bleedgreen! TMS and WMS are dead - Autonomous Supply Chain® is the future. Pando is leading the global disruption of supply chain software, with its AI-powered, no-code platform for Autonomous Supply Chains®. Pando’s Fulfillment Cloud provides manufacturers, retailers, and 3PLs with a single pane of glass to streamline their order-to-fulfillment process, improving service levels, carbon footprint, and costs. Headquartered in Mountain View, CA, and with globally distributed teams in Silicon Valley, Chicago, India and the Middle East, Pando is a partner of choice for Fortune 500 enterprises globally. Pando is recognized as a Technology Pioneer by the World Economic Forum (WEF), 50 Fastest Growing SaaS Companies by Deloitte, and as a representative vendor by Gartner.
