Company Overview:
UP.Labs is launching a stealth startup in the logistics and freight space, building an AI-powered platform focused on billing, revenue integrity, and cash-flow automation for enterprise logistics operators.
Freight billing today is fundamentally broken — driven by complex contracts, fragmented data, disconnected systems, and manual, error-prone workflows. The result is disputes, revenue leakage, delayed payments, and significant operational overhead. This company exists to fix that by unifying data into a single source of truth, validating invoices automatically, and resolving discrepancies in real time — turning revenue chaos into predictable, optimized outcomes.
This is a rare opportunity to help define and execute the go-to-market motion for a category-defining platform at the intersection of logistics, finance operations, and applied AI.
The Role:
We are hiring a Founding Enterprise Account Executive to join as one of the first commercial hires for this stealth venture. You will work directly with the CEO to open doors, land early enterprise customers, and help define the company’s go-to-market motion from the ground up. This is not a traditional, plug-and-play AE role - it is a high-impact position where you will shape how the product is sold, who it is sold to, and how deals are structured. This role is ideal for a senior, hands-on seller who thrives in ambiguity, owns the full sales cycle, and wants to help build a company from 0→1.
What You’ll Do:
Enterprise Sales & Deal Ownership
- Own the full sales cycle from first outreach through close for early enterprise customers.
- Lead complex, multi-stakeholder deals across operations, finance, and executive teams.
- Structure and negotiate strategic agreements in ambiguous, early-stage environments.
Pipeline Creation & Customer Access
- Source your own opportunities through outbound, relationships, and creative deal-making.
- Leverage existing relationships within freight, logistics, or payments ecosystems to open doors.
- Build pipeline from scratch - there is no pre-built engine.
Early Customer Engagement
- Act as a strategic partner to early customers navigating billing, invoicing, and operational complexity.
- Work closely with customers to understand workflows, pain points, and buying dynamics.
- Drive successful onboarding and early adoption alongside product and engineering.
Go-To-Market Development
- Partner with the CEO, product, and engineering to define ICP, messaging, and early sales playbooks.
- Help refine positioning based on real customer conversations and market feedback.
- Contribute to pricing, packaging, and deal structure in early stages.
Voice of the Customer
- Translate customer insights into actionable feedback for product and engineering teams.
- Help shape the roadmap by identifying patterns in customer needs and objections.
- Serve as a bridge between the market and the product.
Who You Are:
- A high-performing enterprise seller who has operated in complex, ambiguous environments.
- Comfortable owning the entire sales process — from sourcing to closing.
- Entrepreneurial, resourceful, and excited by building something from scratch.
- Able to build trust quickly with both operational stakeholders and executive leadership.
- Competitive, driven, and motivated by high ownership and impact.
What You Bring:
- 5–10+ years of experience in enterprise sales, strategic accounts, or similar roles.
- Proven ability to source and close complex, multi-stakeholder deals (often 6–12+ month cycles).
- Experience selling into logistics, freight, supply chain, or payments ecosystems strongly preferred.
- Track record of building pipeline independently in early-stage or undefined environments.
- Comfort selling to both operations and finance stakeholders.
- Strong communication, negotiation, and relationship-building skills.
Nice to Have:
- Existing relationships within freight carriers, brokers, 3PLs, or enterprise logistics operators.
- Experience selling products related to billing, payments, audit, or financial workflows.
- Background in early-stage startups or 0→1 GTM environments.
Why Join:
- Be a foundational member of the go-to-market team for a category-defining AI platform.
- Work directly with experienced founders and operators inside the UP.Labs ecosystem.
- Own and shape early customer relationships with meaningful impact on company trajectory.
- High upside through equity ownership in a venture with enterprise-scale potential.
About UP.Labs:
UP.Labs builds high-growth technology startups that enable faster, cleaner, and safer movement of people and goods.
Our platform is unique in three ways:
- Risk: We reward our team and partners with meaningful equity.
- Technology: We build and launch scalable technology products from day one.
- Industry Focus: We stay deeply focused on the underlying fabric of mobility and logistics.