Strategic Account Executive - Light Industrial

Instawork is on a mission to create meaningful economic opportunities for skilled hourly professionals in communities around the globe. Our AI-powered labor marketplace helps local businesses scale, and enables global technology companies to push the frontiers of robotics and AI. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and others, we’re looking for exceptional talent to reimagine the way the world works.

We are seeking passionate, driven, and highly motivated sales professionals to help us expand our enterprise partnerships and continue our rapid growth across the U.S. As a Strategic Account Executive, you will be responsible for acquiring key enterprise accounts and establishing channel partnerships within the warehousing, logistics, supply chain, and third-party logistics (3PL) sectors. You will collaborate closely with mid-market and enterprise businesses to understand their staffing needs and provide tailored solutions to meet their workforce requirements. This role requires a strategic thinker with a commitment to building lasting business relationships and a strong ability to close deals.

Who You Are:

• 10+ years of enterprise sales experience, leading end-to-end sales cycles—from initial discovery, executive alignment, and contract negotiation—ensuring a seamless transition to onboarding and implementation.
• Proven experience with light industrial enterprises, specifically those in supply chain, warehousing, distribution, or third-party logistics (3PL).
• Proven track record of closing complex, high-value deals ($200K+) over extended sales cycles (6–12 months).
• Deep experience with multi-threaded sales strategies and developing relationships across various departments and leadership levels.
• Strong executive presence with exceptional communication, negotiation, and presentation skills.
• Self-starter mentality with the ability to work autonomously and adapt quickly in a fast-paced, high-growth environment.
• Proficiency with CRM tools (e.g., Salesforce) for pipeline management, forecasting, and sales reporting.
• Bachelor’s degree in Business, Marketing, or a related field is preferred but not required.

What You'll Do:

• Identify, engage, and win enterprise-level clients through a multi-threaded prospecting approach, building relationships across multiple functions and levels within target organizations.
• Build and manage a robust pipeline of qualified opportunities through proactive outreach, targeted research, and industry networking.
• Manage end-to-end sales processes from cold outreach and discovery to executive alignment and contract negotiation - ensuring a smooth transition to onboarding and implementation.
• Engage C-suite and senior decision-makers with a consultative sales approach focused on solving critical workforce challenges.
• Consistently achieve or exceed quarterly and annual revenue targets aligned to a $200K+ average deal size, averaging 10 net-new logos per year.
• Foster long-term client relationships post-sale, identifying opportunities for expansion and continued partnership.
• Stay informed on industry trends, market dynamics, and Instawork’s evolving value proposition to position our solutions effectively.
• Travel expectations: Approximately 20-40% annually, fluctuating based on conference season and client/partner visit cadence.

For IL-based applicants:

• The base salary for this position is $150,000, with an eligible OTE for a total of $300,000 plus uncapped commissions.
• This position is eligible for equity in the form of stock options.
• This position is eligible for Instawork benefits, including medical, dental, and vision plans; flexible paid time off; paid company holidays; phone and commuter stipends; supplemental pay on qualified leaves; HSA contributions; flexible spending plans; a 401K plan; and a discount program through Lumity.

A variety of factors are considered when determining someone’s compensation, including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above. Base salary and OTE variable are based on years of experience.

Our Values

• Empathy, Trust & Candor: We put ourselves in the shoes of our colleagues and customers and build trust through honest and direct feedback.
• Bias for Action: We practice high-velocity decision-making and learn from our mistakes to course correct.
• Always Be Learning: We encourage everyone to learn from each other and compound our knowledge and experience.
• Act Like an Owner: We build products that delight users and drive growth, with impact limited only by courage and conviction.

About Instawork

Founded in 2015, Instawork is an online labor marketplace for food services, hospitality, light industry, and logistics, connecting more than 7M skilled workers with local businesses across the United States and Canada. With hubs in San Francisco, Bangalore, and Chicago, and city offices in New York, Phoenix, and Singapore, we work together in person five days a week because we believe the best ideas happen when great people collaborate face-to-face. We value diverse perspectives and encourage applications from candidates of all backgrounds.