The Account Executive (AE) owns the full sales cycle for qualified opportunities within an assigned region: from first conversation to Closed-Won: through a consultative, ROI-driven sales process.
AEs co-build every demo with the Sales Engineer before running it solo, and collaborate cross-functionally with Marketing, Product, Operations, and Onboarding. This is a high-ownership role suited for sellers who are comfortable managing complex, multi-stakeholder deals and operating in an early-stage, fast-moving environment.
What you’ll do
- Own and exceed revenue targets for the assigned region
- Lead the full sales cycle from first conversation to close, including discovery, demos, proposals, security reviews, and commercial negotiation
- Conduct deep discovery with logistics, procurement, supply chain, and operations stakeholders
- Build each demo together with the Sales Engineer: right vertical, client-shaped data, the story: on Nauta’s sandbox (synthetic data only), then run the live demo solo; loop the Sales Engineer back in only by exception
- Manage complex buying committees and long sales cycles across multiple stakeholders
- Close every deal with a complete handoff document: client systems, promised use cases, timeline, and champion: before marking it closed internally; this is what kicks off FDE onboarding and gives Customer Success and Integrations visibility from day one
- Maintain accurate pipeline management, forecasting, and CRM hygiene in HubSpot
- Represent Nauta in customer meetings, industry events, and regional initiatives
- Provide structured feedback to Marketing, Product, and Leadership to inform GTM strategy and regional execution
Who you are
- 4+ years of B2B SaaS sales experience, ideally selling mid-market or enterprise solutions
- AI-first mentality, applying it across all your work
- Proven ability to manage complex, consultative sales cycles
- Strong business acumen with the ability to translate technical solutions into clear ROI
- Confidence engaging with senior stakeholders across operations, supply chain, and leadership
- Experience owning regional quotas and working territory-based accounts
- Hands-on experience with HubSpot or similar CRM tools
- Self-starter mentality with comfort operating in a high-growth, early-stage environment
Nice to have
- Experience selling logistics, trade, supply chain, or ERP-adjacent software
- Familiarity with industry concepts such as demurrage, Bills of Lading (BL), PO consolidation, or inventory planning
- Experience selling across multiple geographies or international markets
About Nauta
Nauta is your AI partner, powered by an AI operational brain. Nauta reads how your company works: your email, your documents, your rules. Then AI agents do the daily work, like reading every document, checking invoices and chasing what’s missing. You stay in control.