Account Executive Asia Pacific
Raft, Australia
Job Description
Raft is the intelligent logistics platform that’s rewriting the technology playbook for freight forwarders and customs brokers in the automation era. A dynamic UK-based technology company that’s fundamentally reshaping international logistics, we’re searching for an Account Executive - New Logo, who is excited by the prospect of working in a rapidly growing scale-up. We have significant runway thanks to funding from leading US investor Bessemer Venture Partners (LinkedIn, Twilio, Shopify), alongside Episode 1 (Zoopla, Betfair, Shazam) and supply chain-focused fund Dynamo Ventures (Sennder, Stord).
We are seeking a highly motivated and experienced Account Executive to join our dynamic Asia Pacific sales team. As an Account Executive at Raft, your main responsibility will be to drive revenue growth by acquiring new clients, with a secondary focus on growing existing accounts. You will serve as the primary point of contact for new clients, understanding their business needs, and presenting solutions that meet their objectives. Your ability to build strong relationships, effectively communicate the value of our SaaS products, and close deals will be instrumental in the success of our organization.
What you will do:
- New Client Acquisition:
- Identify and prospect potential clients in the target market through various channels, including cold calling, networking, referrals, and industry events.
- Conduct in-depth needs assessments to understand clients' pain points, goals, and challenges.
- Present and demonstrate the value of our SaaS products, highlighting how they can address clients' specific needs and deliver measurable results.
- Prepare and deliver persuasive sales presentations, proposals, and contracts, demonstrating the value and benefits of our SaaS offerings.
- Lead negotiations, handle objections, and close deals to achieve or exceed sales targets.
- In collaboration with sales leadership, negotiate pricing, terms, and contractual agreements with clients, ensuring a win-win outcome for both parties.
- Stay updated on product knowledge and industry trends to effectively position our solutions and address client inquiries.
- Account Management:
- Cultivate and expand relationships with existing clients, ensuring their satisfaction, retention, and upsell opportunities.
- Conduct regular business reviews to understand clients' evolving needs and align our solutions to their objectives.
- Serve as a trusted advisor, providing expert guidance and support to clients throughout their journey with our SaaS products.
- Sales Strategy and Planning:
- Develop and execute a sales plan to meet and exceed revenue targets.
- Identify key market segments, verticals, and customer profiles to prioritize sales efforts.
- Stay up-to-date with industry trends, competitor activities, and market dynamics to identify opportunities and adapt the sales strategy accordingly.
- Provide feedback and insights to the sales management team to drive continuous improvement and inform product roadmap decisions.
- Sales Pipeline Management:
- Utilize CRM software to track and manage sales opportunities, pipeline, and customer interactions.
- Maintain accurate and up-to-date records of all sales activities, including prospecting, meetings, proposals, and contracts.
- Provide timely and accurate sales forecasts and contribute to the development of sales strategies and tactics.
- Collaboration
- Collaborate with cross-functional teams, including customer success, support, product development, and marketing, to ensure clients' success, promote product enhancements, and to ensure seamless delivery of products and services to clients.
We specifically want someone who has:
- A degree from a reputable university
- Experience in the Freight Forwarding / Supply Chain industry
- Comfortable with the use of technology
- Great people skills and at ease communicating with stakeholders from all levels of an organisation.
- Sound business judgment and decision-making abilities
- The mindset of continuous improvement with a desire and drive to own, manage and develop new or existing processes
- Excellent written and verbal communication to stakeholders
Apply because you want to...
- Have the opportunity to work in a global market and compete with best in class companies that are on the front line of innovation
- Work in a modern Product-led company
- Get exposure to working with stakeholders on a global level across different industries
- Work in a tech, fast-paced and challenging environment that provides opportunities for professional and personal growth
- Work in a multicultural environmen