Account Executive

About the role

AfterShip is expanding its North American market presence, focusing on shipping, tracking, and returns for e-commerce. As a Mid Market Account Executive, you will manage a dedicated portfolio of e-commerce accounts, from initial outreach to closing deals and expanding product usage. This position requires significant self-sourced pipeline generation.

Key facts

What you'll do

• Manage the entire sales cycle for Mid Market e-commerce merchants, from prospecting to negotiation and closing.
• Generate your own sales pipeline through outbound calls, emails, and social media, aiming for at least 150 dials weekly and consistent self-sourced opportunities.
• Conduct structured discovery calls to identify post-purchase challenges, quantify their financial impact, and build business cases related to support costs, shipping, returns, and repeat purchases.
• Develop multi-threaded account strategies to engage economic buyers, collaborating with Solutions Architects for technical demonstrations and Product Marketing for competitive positioning.
• Negotiate commercial terms and guide deals through security, legal, and procurement reviews.
• Maintain accurate sales forecasts in HubSpot with clear stages, dates, and next steps, and use Gong for call reviews and coaching.

Requirements

• 2+ years of full-cycle SaaS Account Executive closing experience with a proven record of meeting or exceeding quota.
• Demonstrated outbound sales experience, including building pipelines from cold lists and daily phone outreach.
• Ability to articulate a structured sales process, covering discovery, quantified ROI case building, and multi-threading into economic buyers.
• High coachability and resilience, open to feedback on recorded calls and self-motivated to drive daily activity.
• Based in Utah and able to work from the office 3-4 days per week.

Nice to have

• Experience in e-commerce, retail tech, or logistics, with an understanding of the Shopify ecosystem.

Skills & tools

• HubSpot (or comparable CRM)
• Gong
• Modern sales engagement tools

Practical notes

• Occasional early morning or evening collaboration with product and engineering teams in Asia (typically 1-2 times per week).
• Competitive compensation, healthcare coverage from day one, retirement plans with company match, unlimited PTO, annual learning and wellness benefits, and a monthly book perk.
• In-office lunch and commuter benefits for those in hub locations.