Senior Enterprise Account Executive

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November 20

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Forto

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Logistics • Transportation • SaaS

Forto is a logistics management platform that simplifies and enhances the shipping experience for businesses by offering services such as sea freight, air freight, rail freight, and various additional services. The company utilizes advanced technology and AI to provide efficient, transparent, and sustainable transport solutions, aiming to improve customer service through superior data quality and extensive support. Forto is committed to sustainability with initiatives like biofuel solutions and ocean plastic prevention, making it a reliable partner in international freight and supply chain management.

501 - 1000 employees

Founded 2016

☁️ SaaS

📋 Description

• Drive new enterprise customer acquisition across target markets in Europe and selected international markets, focusing on mid-to-large logistics and technology players. • Lead the full end-to-end SaaS sales cycle: pipeline generation, qualification, demo, pilot, negotiation, and close following MEDDICC/MEDDPICC discipline. • Quantify and articulate customer pain using measurable metrics and RIO, aligning every proposal to business outcomes and cost efficiency. • Engage and build trust with C-suite and senior stakeholders (COO, CIO, Head of Ops, Head of Product), ensuring multi-threaded relationships with target accounts. • Understand and navigate customer decision processes, from technical validation to procurement and legal, maintaining full command of the deal. • Partner cross-functionally with Product, Engineering, and Operations to shape solutions and ensure successful deployment and value realisation. • Contribute to go-to-market strategy, including pricing feedback, messaging refinements, and repeatable playbook development. • Maintain accurate pipeline, forecast and CRM hygiene, ensuring transparency and predictability in sales reporting. • Act as the voice of the customer internally, bringing fields insights to improve positioning and prioritisation (but exercise judgement to avoid indiscriminately pushing Tech to implement every feature you hear from customers). • Model FortoLabs’ consultative and value-based selling culture, mentoring other team members as the team scales.

🎯 Requirements

• Minimum 6 years of enterprise SaaS sales experience with a proven record of closing 6- to 7-figure ARR deals and outperforming quota. • Proven ability to lead complex, multi-stakeholder sales cycles using structured qualification frameworks (MEDDIC, MEDDPICC, or equivalent). • Experience selling integrated AI / platform solutions requiring enterprise system integration (e.g., ERP, TMS, WMS). • Deep consultative selling skills, uncovering and quantifying customer pain points, building value-based business cases, and navigating decision criteria and process. • Strong network and credibility among enterprise software buyers, ideally within logistics, supply chain or other vertical SaaS markets. • Strong command of SaaS metrics and economics (ACV, ARR, retention, expansion, ROI). • High ownership and self-starter mindset: thrives in an ambiguity, builds structure where none exists, and contributes to shape process and GTM and playbook from the ground up. • Excellent communication and executive presence; comfortable engaging C-suite and technical leaders alike. • Fluent in English; German is an advantage. • Based in Europe (EU or UK). Open to covering the Americas and other international markets remotely from the EU timezone.

🏖️ Benefits

• Our team is hard-working, constantly seeking to maximise the impact of their work, but we put our people first, always winning with care. • We value efficient systems and swift, direct communication. • We want everyone to have their time to speak, so that we can embrace diverse perspectives to help drive towards solutions always.