Founding Account Executive
Flexport INC · 🌍 Warsaw, Poland
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Sponsor Radar — Flexport INC
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About the role
About Flexport: At Flexport, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use Flexport technology to move more than $19B of merchandise across 112 countries a year. The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us. About the role: This role is based in Flexport’s new Warsaw office and is one of the first Account Executive positions on the ground in Poland. As part of the founding commercial team, you have the opportunity to build a completely new territory within Flexport — shaping the go-to-market approach, establishing the first enterprise relationships, and helping define how Flexport operates and wins in the Polish market from the ground up. You will be responsible for driving complex, high-value enterprise deals and establishing long-term strategic partnerships with large customers. This role owns advanced, multi-stakeholder sales cycles that often span regions, business units, and decision layers. You will be operating with a high degree of autonomy, shaping deal strategy, influencing executive stakeholders, and orchestrating cross-functional teams to deliver differentiated, value-driven solutions. Pipeline & Opportunity Ownership • Own and close high-value, complex enterprise opportunities, consistently meeting or exceeding individual quotas. • Build a strategic pipeline through self-prospecting, account planning, and SDR partnership. • Proactively identify whitespace, expansion potential, and multi-entity opportunities within target accounts. • Maintain forecasting, opportunity hygiene, and deal governance in Salesforce (SFDC). Strategic Discovery & Solution Architecture • Lead executive-level discovery to understand enterprise supply chain strategy, risk posture, and long-term business objectives. • Navigate complex buying groups across procurement, ops, finance, IT, and senior leadership. • Design integrated, multi-product Flexport solutions aligned to customer priorities and business outcomes. • Position Flexport as a strategic partner through compelling value narratives, business cases, and solution roadmaps. Deal Strategy, Negotiation & Closing • Own end-to-end deal strategy for complex opportunities, including stakeholder mapping, decision criteria, and close plans. • Lead advanced commercial negotiation, pricing, contracts, and non-standard deal structures. • Orchestrate internal stakeholders (Ops, Finance, Legal, Product) to progress deals efficiently Onboarding, Expansion & Relationship Leadership • Own the onboarding motion, ensuring enterprise customers are set up for scalable success. • Establish and maintain trusted relationships with senior and executive customer stakeholders. • Identify expansion opportunities together with Account Management to drive sustained growth. • Serve as a point of escalation and strategic advisor during the customer lifecycle. Enterprise Leadership & Market Impact • Act as a senior commercial voice in enterprise pursuits, sharing market insight and customer feedback internally. • Contribute to enterprise sales best practices, deal reviews, and peer coaching. • Represent Flexport with credibility and confidence in high-stakes customer interactions. • As part of the founding