What are the responsibilities and job description for the Enterprise Account Executive — North America position at Mojro?
Enterprise Account Executive
North America
AI-Powered Logistics Optimization
Enterprise SaaS
Full-Cycle, Quota-Carrying B2B Sales
Location:
United States
Remote (preference for a major logistics hub: Chicago, Dallas, Atlanta, or the Northeast corridor)
Reporting To
Head of Sales, North America (Co-Founder & CTO / Head of US Business for early hires)
Quota / Target
Individual, quota-carrying new-logo target. Ramped Year-1 quota of
$800K$1.2M in closed new ARR
Six-figure ACV enterprise SaaS contracts ($200K$600K ) with Tier-1 Shippers, 3PLs, CPG, FMCG & Retail
Travel
Up to 50%
customer visits, on-site discovery & POCs, industry conferences
About Mojro
Mojro is an AI-powered logistics planning and optimization platform headquartered in Bengaluru, India, with a growing presence in North America. Our core products
PlanWyse (transportation planning & optimization) and ExecuteWyse (execution & tracking)
help enterprise shippers reduce freight costs, maximize asset utilization, and automate dispatch operations through a network of AI agents.
Mojro complements existing Transportation Management Systems (TMS) rather than replacing them. The platform layers advanced route optimization, load building, dynamic planning, and AI-assisted decision support on top of existing logistics infrastructure to unlock additional efficiencies spanning first/mid/last-mile movement types and both private-dedicated and third-party carriers.
Mojro serves many marquee enterprises, including Fortune 500 companies across the US, India, and Southeast Asia, and offers deep capabilities in the strategic planning space alongside premium consulting firms modeling complex logistics problems.
THE ROLE
This is a quota-carrying, full-cycle enterprise sales role and one of the founding seller seats in Mojro's North American go-to-market. You will own a defined book of named enterprise accounts and be personally responsible for generating pipeline, running complex evaluations, and closing six-figure ACV deals with shippers and 3PLs running or evaluating a TMS.
You will not be inheriting a mature playbook or a full inbound funnel. This role suits a self-sourcing, builder-seller who is energized by early-stage ambiguity someone who can create their own pipeline, tell a differentiated optimization story to VP-level buyers, and quarterback a deal through a multi-stakeholder buying committee. You will carry your own number; you will not be managing a team.
Key Responsibilities
Full-Cycle Enterprise Selling
Own a book of named enterprise accounts end-to-end from outbound sourcing and executive discovery through multi-stakeholder evaluation, POC, commercial negotiation, and contract execution
Personally carry and deliver an individual new-logo ACV quota across enterprise shipper, 3PL, and managed-transportation accounts
Target six-figure ACV deals with Tier-1 shippers; maintain a personal pipeline of 34 quota with rigorous forecasting discipline
Pipeline Generation & Territory Ownership
Self-source the majority of your pipeline through targeted outbound, referrals, events, and partner-sourced leads supplemented by SDR and marketing support as the team scales
Build and maintain a territory / named-account plan: prioritize ICP-fit accounts, map buying committees, and sequence outreach against clear qualification criteria
Represent Mojro at key industry conferences and regional events for pipeline generation and brand presence
Deal Execution & Value Selling
Navigate complex buying committees spanning VP/SVP Supply Chain, VP Logistics, IT, Finance, and Procurement; identify and develop internal champions at each account
Develop and deliver compelling, ROI-anchored business cases tailored to each shipper's KPIs freight cost per unit, OTIF, asset utilization, and planning headcount
Partner with pre-sales / solutions engineering to run high-quality discovery sessions and technical POCs; position Mojro as the optimization layer on top of the customer's TMS
Cross-Functional Collaboration
Work alongside consulting, TMS, and visibility-platform partners on co-sell and referral motions to accelerate access and credibility
Feed structured competitive intelligence, buyer feedback, and market signals back to product and leadership from the field
Maintain disciplined CRM hygiene and provide accurate, timely forecasts and deal reviews to sales leadership
What We're Looking For
Non-Negotiable Requirements
710 years of enterprise B2B SaaS sales experience
, in a full-cycle, quota-carrying closing role
Proven six-figure deal closer
: a consistent track record of closing $200K$600K ACV enterprise SaaS contracts with shippers, 3PLs, or CPG/FMCG/Retail accounts
Freight & transportation planning domain knowledge
: VRP/route optimization, load planning, the TMS ecosystem, FTL/LTL/intermodal, and fleet operations you can speak the language of a VP Logistics without a solutions engineer in the room
Consistent quota attainment a documented history of meeting or exceeding an individual enterprise quota (President's Club or equivalent recognition a plus)
Self-sourcing hunter
: comfortable and effective generating your own pipeline via outbound, rather than relying on inbound demand
Well-networked in the North American logistics ecosystem
: active relationships with VP/SVP/C-suite supply chain and logistics leaders at shippers, 3PLs, and freight brokers
Strongly Preferred
Experience selling into or alongside TMS platforms, especially in an augmentation or optimization positioning
Familiarity with AI/ML-powered logistics platforms, digital-twin concepts, or autonomous planning workflows
Experience in a Series AB startup environment comfortable with ambiguity, lean resources, and limited air cover
Fluency in a structured sales methodology (MEDDIC, Challenger, or equivalent)
Active presence at CSCMP, TMSA, Manifest, Gartner Supply Chain, or FreightWaves
The Person We're Hiring
A hunter mentality you build your own pipeline and thrive without a full inbound funnel or inherited playbook
Executive presence you can sit across from a VP or SVP Supply Chain and command credibility on your own
Data-driven pipeline math and forecast accuracy are non-negotiable habits, not afterthoughts
Patient strategist, impatient executor able to navigate 69 month enterprise cycles while maintaining short-term pipeline momentum
Collaborative with product and engineering brings structured field feedback that sharpens Mojro's platform roadmap
SUCCESS METRICS
FIRST 12 MONTHS
These milestones assume a standard enterprise ramp and will be calibrated with sales leadership at onboarding.
Milestone
$800K$1.2M in new ARR closed; healthy multi-quarter pipeline; Mojro represented at 12 industry events / regional field activity
WHY MOJRO
Proven enterprise product
Not a prototype
30 enterprise deployments, validated by Fortune 500 shippers and premium consulting firms.
Real US traction to sell into
Production-grade platform at scale with a live US reference base you inherit proof points, not a cold start.
Uncrowded positioning
AI-powered optimization layered on top of the TMS is a genuinely differentiated, defensible wedge a clean story to sell.
Founding-seller impact
Among the first quota-carrying AEs in North America your deals define the playbook and your comp scales with the ramp.
Direct founder & pre-sales support
Co-sell air cover, solutions-engineering support on POCs, and a direct line to product for roadmap influence.
Macro tailwind
Enterprise shippers are actively investing in AI-driven logistics optimization demand is real, growing, and budgeted.
How To Apply
We are conducting a focused search. If you meet the criteria above, please reach out directly with:
Your CV / LinkedIn profile
A brief note (35 sentences) on the closest analog in your background a territory you built, a domain that maps, or a deal that demonstrates fit
Your current/expected compensation and availability
Reach Out To Us At
hiring@mojro.com
North America
AI-Powered Logistics Optimization
Enterprise SaaS
Full-Cycle, Quota-Carrying B2B Sales
Location:
United States
Remote (preference for a major logistics hub: Chicago, Dallas, Atlanta, or the Northeast corridor)
Reporting To
Head of Sales, North America (Co-Founder & CTO / Head of US Business for early hires)
Quota / Target
Individual, quota-carrying new-logo target. Ramped Year-1 quota of
$800K$1.2M in closed new ARR
- growing to $1.5M
- at full productivity
Six-figure ACV enterprise SaaS contracts ($200K$600K ) with Tier-1 Shippers, 3PLs, CPG, FMCG & Retail
Travel
Up to 50%
customer visits, on-site discovery & POCs, industry conferences
About Mojro
Mojro is an AI-powered logistics planning and optimization platform headquartered in Bengaluru, India, with a growing presence in North America. Our core products
PlanWyse (transportation planning & optimization) and ExecuteWyse (execution & tracking)
help enterprise shippers reduce freight costs, maximize asset utilization, and automate dispatch operations through a network of AI agents.
Mojro complements existing Transportation Management Systems (TMS) rather than replacing them. The platform layers advanced route optimization, load building, dynamic planning, and AI-assisted decision support on top of existing logistics infrastructure to unlock additional efficiencies spanning first/mid/last-mile movement types and both private-dedicated and third-party carriers.
Mojro serves many marquee enterprises, including Fortune 500 companies across the US, India, and Southeast Asia, and offers deep capabilities in the strategic planning space alongside premium consulting firms modeling complex logistics problems.
THE ROLE
This is a quota-carrying, full-cycle enterprise sales role and one of the founding seller seats in Mojro's North American go-to-market. You will own a defined book of named enterprise accounts and be personally responsible for generating pipeline, running complex evaluations, and closing six-figure ACV deals with shippers and 3PLs running or evaluating a TMS.
You will not be inheriting a mature playbook or a full inbound funnel. This role suits a self-sourcing, builder-seller who is energized by early-stage ambiguity someone who can create their own pipeline, tell a differentiated optimization story to VP-level buyers, and quarterback a deal through a multi-stakeholder buying committee. You will carry your own number; you will not be managing a team.
Key Responsibilities
Full-Cycle Enterprise Selling
Own a book of named enterprise accounts end-to-end from outbound sourcing and executive discovery through multi-stakeholder evaluation, POC, commercial negotiation, and contract execution
Personally carry and deliver an individual new-logo ACV quota across enterprise shipper, 3PL, and managed-transportation accounts
Target six-figure ACV deals with Tier-1 shippers; maintain a personal pipeline of 34 quota with rigorous forecasting discipline
Pipeline Generation & Territory Ownership
Self-source the majority of your pipeline through targeted outbound, referrals, events, and partner-sourced leads supplemented by SDR and marketing support as the team scales
Build and maintain a territory / named-account plan: prioritize ICP-fit accounts, map buying committees, and sequence outreach against clear qualification criteria
Represent Mojro at key industry conferences and regional events for pipeline generation and brand presence
Deal Execution & Value Selling
Navigate complex buying committees spanning VP/SVP Supply Chain, VP Logistics, IT, Finance, and Procurement; identify and develop internal champions at each account
Develop and deliver compelling, ROI-anchored business cases tailored to each shipper's KPIs freight cost per unit, OTIF, asset utilization, and planning headcount
Partner with pre-sales / solutions engineering to run high-quality discovery sessions and technical POCs; position Mojro as the optimization layer on top of the customer's TMS
Cross-Functional Collaboration
Work alongside consulting, TMS, and visibility-platform partners on co-sell and referral motions to accelerate access and credibility
Feed structured competitive intelligence, buyer feedback, and market signals back to product and leadership from the field
Maintain disciplined CRM hygiene and provide accurate, timely forecasts and deal reviews to sales leadership
What We're Looking For
Non-Negotiable Requirements
710 years of enterprise B2B SaaS sales experience
, in a full-cycle, quota-carrying closing role
Proven six-figure deal closer
: a consistent track record of closing $200K$600K ACV enterprise SaaS contracts with shippers, 3PLs, or CPG/FMCG/Retail accounts
Freight & transportation planning domain knowledge
: VRP/route optimization, load planning, the TMS ecosystem, FTL/LTL/intermodal, and fleet operations you can speak the language of a VP Logistics without a solutions engineer in the room
Consistent quota attainment a documented history of meeting or exceeding an individual enterprise quota (President's Club or equivalent recognition a plus)
Self-sourcing hunter
: comfortable and effective generating your own pipeline via outbound, rather than relying on inbound demand
Well-networked in the North American logistics ecosystem
: active relationships with VP/SVP/C-suite supply chain and logistics leaders at shippers, 3PLs, and freight brokers
Strongly Preferred
Experience selling into or alongside TMS platforms, especially in an augmentation or optimization positioning
Familiarity with AI/ML-powered logistics platforms, digital-twin concepts, or autonomous planning workflows
Experience in a Series AB startup environment comfortable with ambiguity, lean resources, and limited air cover
Fluency in a structured sales methodology (MEDDIC, Challenger, or equivalent)
Active presence at CSCMP, TMSA, Manifest, Gartner Supply Chain, or FreightWaves
The Person We're Hiring
A hunter mentality you build your own pipeline and thrive without a full inbound funnel or inherited playbook
Executive presence you can sit across from a VP or SVP Supply Chain and command credibility on your own
Data-driven pipeline math and forecast accuracy are non-negotiable habits, not afterthoughts
Patient strategist, impatient executor able to navigate 69 month enterprise cycles while maintaining short-term pipeline momentum
Collaborative with product and engineering brings structured field feedback that sharpens Mojro's platform roadmap
SUCCESS METRICS
FIRST 12 MONTHS
These milestones assume a standard enterprise ramp and will be calibrated with sales leadership at onboarding.
Milestone
- 30 Days
- Ramp & territory plan complete
- Platform, product, and ICP onboarding done; territory / named-account plan built for 2530 target accounts
- 90 Days
- Qualified pipeline generated
- 68 qualified enterprise opportunities sourced; first 12 POCs / deep discoveries initiated; active outbound cadence running
- 6 Months
- First enterprise logo(s) closed
- 12 new logos closed; pipeline sustained at 34 remaining quota; repeatable discovery-to-POC motion demonstrated
- 12 Months
- Quota attainment
$800K$1.2M in new ARR closed; healthy multi-quarter pipeline; Mojro represented at 12 industry events / regional field activity
WHY MOJRO
Proven enterprise product
Not a prototype
30 enterprise deployments, validated by Fortune 500 shippers and premium consulting firms.
Real US traction to sell into
Production-grade platform at scale with a live US reference base you inherit proof points, not a cold start.
Uncrowded positioning
AI-powered optimization layered on top of the TMS is a genuinely differentiated, defensible wedge a clean story to sell.
Founding-seller impact
Among the first quota-carrying AEs in North America your deals define the playbook and your comp scales with the ramp.
Direct founder & pre-sales support
Co-sell air cover, solutions-engineering support on POCs, and a direct line to product for roadmap influence.
Macro tailwind
Enterprise shippers are actively investing in AI-driven logistics optimization demand is real, growing, and budgeted.
How To Apply
We are conducting a focused search. If you meet the criteria above, please reach out directly with:
Your CV / LinkedIn profile
A brief note (35 sentences) on the closest analog in your background a territory you built, a domain that maps, or a deal that demonstrates fit
Your current/expected compensation and availability
Reach Out To Us At
hiring@mojro.com
Salary : $200,000 - $800,000