Enterprise Account Executive

About the role

You will own the end-to-end commercial strategy for designated freight rail, intermodal, and logistics customers in your assigned territory, translating complex operational needs into clear business cases for adopting Parallel's autonomous rail system. You will act as a trusted advisor, embedding yourself within customer operations to quantify freight economics, lane performance, and service reliability while shaping the commercial narrative around revenue growth and cost savings. You will leverage deep market and customer insights to drive demand, influence executive stakeholders, and build durable partnerships that position Parallel Systems as a core infrastructure provider rather than a point solution vendor. You will collaborate cross-functionally with product, engineering, operations, and executive leadership to align customer commitments with scalable deployment pathways and commercial frameworks. You will design and execute repeatable sales playbooks, including discovery frameworks, proposal structures, pilot designs, and expansion strategies that de-risk adoption for freight customers. You will represent Parallel Systems at industry forums and customer meetings, articulating how autonomous rail technology solves specific pain points in freight transportation and intermodal logistics. You will partner with legal, regulatory, and policy teams to ensure commercial structures comply with rail and transportation requirements while supporting scalable growth.

Key facts

What you'll do

Identify and qualify high-potential freight rail, intermodal, and logistics accounts within your assigned territory using data-driven market mapping and lane-level opportunity analysis.

Conduct discovery sessions with commercial, operations, and executive stakeholders to uncover strategic priorities, service gaps, and financial objectives tied to freight flow optimization.

Develop compelling commercial narratives that position Parallel's vehicle and software platform as a solution for revenue enhancement, network utilization, and operational resilience rather than a simple technology installation.

Create tailored value propositions, business cases, and pilot frameworks that align with customer ROI expectations, lane economics, and service reliability requirements.

Build and maintain strong relationships with customer commercial, operations, and executive teams to secure internal alignment, remove adoption barriers, and sustain deal momentum.

Translate customer insights and market dynamics into actionable go-to-market strategies, sales messaging, and prioritized product feedback for cross-functional teams.

Design repeatable sales playbooks that standardize outbound prospecting, opportunity qualification, pipeline management, and post-sale expansion activities.

Represent Parallel Systems at industry conferences, customer workshops, and strategic forums, demonstrating credibility across commercial, operational, and regulatory dimensions of freight rail.

Collaborate with legal, regulatory, and policy teams to structure agreements, commercial proposals, and pilot terms that satisfy rail and transportation compliance requirements.

Analyze competitive positioning and customer buying patterns to refine commercial approaches and differentiate Parallel's autonomous rail solution in crowded logistics markets.

Track and report on pipeline health, win rates, deal velocity, and customer adoption metrics to enable continuous improvement of sales performance.

Partner with customer success and implementation teams to ensure smooth onboarding, deployment, and early expansion opportunities within existing customer accounts.

Maintain up-to-date knowledge of freight economics, service benchmarks, and logistics trends to sustain credible conversations with sophisticated stakeholders.

Own the full sales lifecycle from initial engagement through contract negotiation, ensuring commercial terms support scalable adoption and long-term partnerships.

Requirements

Demonstrated experience selling complex freight, logistics, or transportation technology solutions to railroads, intermodal operators, or shippers.

Proven ability to interpret freight flows, lane economics, and service reliability metrics to build data-driven business cases for technology adoption.

Strong history of developing and executing sales strategies that align customer ROI with solution positioning in highly regulated industries.

Experience collaborating with cross-functional teams, including product, engineering, operations, and executive leadership, to align commercial commitments with technical and operational realities.

Exceptional relationship-building skills with ability to influence C-level and operational stakeholders within large, matrixed organizations.

Comfortable working at the intersection of commercial outcomes, operational performance, and technology capabilities in capital-intensive industries.

Strong written and verbal communication skills, with ability to translate technical concepts into clear, persuasive narratives for diverse audiences.

Self-driven mindset with disciplined pipeline management, rigorous forecasting, and meticulous attention to detail in deal execution.

Nice to have

Experience in rail, intermodal, or freight forwarding environments where sales cycles, stakeholder complexity, and regulatory considerations mirror this role.

Background in developing and managing pilot programs, proof-of-concept initiatives, and performance-based contracting tied to operational outcomes.

Familiarity with regulatory and policy dynamics affecting rail transportation, including safety, environmental, and labor considerations.