Account Executive

Account Executive 

About the Opportunity 

Varius has partnered with our client, a well-established 3PL/logistics organization, to recruit an Account Executive for their Sales team. This is a replacement role with independent ownership of a territory and pipeline, inside a fast-paced, highly collaborative sales and solution-design environment. 

You will generate profitable new 3PL revenue by identifying, qualifying, developing, and closing business that requires warehousing, fulfillment, transportation, value-added services, and Canadian market-entry support — building a consistent pipeline of qualified opportunities and winning new logos that fit the clients network and operating capabilities. 

Candidates with backgrounds in 3PL, freight, or other service-oriented industries are especially encouraged to apply. 

What You’ll Do 

Pipeline Development & Prospecting 

• Build and manage a targeted pipeline of 3PL prospects across an assigned territory. 

• Research ideal customer profiles, verticals, and decision-makers. 

• Conduct discovery and translate operational data into qualified requirements. 

Sales Execution & Closing 

• Coordinate facility tours, solution design, pricing, proposals, RFI/RFP responses, and presentations. 

• Negotiate commercial terms within approved parameters and close profitable new business. 

• Own the full new-business sales cycle: target selection, outreach, qualification, discovery, internal solution coordination, proposal, negotiation, close, documentation, and commercial handoff. 

CRM, Forecasting & Handoff 

• Maintain accurate CRM data, forecasts, activity records, and next steps. 

• Support a disciplined handoff to implementation and account management. 

Market Presence & Partnership 

• Represent the client at industry events and through professional outreach. 

• Partner with Operations, Finance, IT/WMS, and Transportation to validate requirements, develop pricing, and manage proposals. 

What Success Looks Like 

In your first 90 days, success looks like completing onboarding, building your territory and target-account list, and moving into active prospecting; with 15 to 20 discovery meetings and 5 to 8 qualified opportunities on the board, including at least one proposal or late-stage deal. By months 3 to 6, you’re running discovery, tours, pricing, and solution design with limited supervision, and growing pipeline coverage toward 3x target with repeatable monthly opportunity creation. By month 12, you’re sustaining a healthy, forecastable pipeline — roughly 12 qualified discovery meetings and 4 new sales-qualified opportunities a month, at least 3x pipeline coverage against your annual target — and hitting your approved first-year new-business revenue and contribution-margin targets with clean, complete implementation handoffs. 

What You Bring 

• At least 3–5 years of B2B business development or consultative sales experience, including full-cycle prospecting and closing. 

• Direct 3PL, warehousing, fulfillment, transportation, or supply-chain experience strongly preferred. 

• Working knowledge of 3PL commercial models, warehousing and fulfillment flows, transportation, pricing, margins, sales qualification, forecasting, and proposal development. 

• Executive presence, active listening, and concise, transparent communication. 

• Strong commercial judgment, negotiation, and organizational skills, with persistent but respectful follow-up. 

• Post-secondary education in business, supply chain, logistics, or a related field preferred; equivalent experience considered. 

• Valid driver’s license required, with the ability to travel within the assigned territory. 

Tools & Systems 

CRM (HubSpot); Microsoft Outlook, Teams, Word, PowerPoint, and Excel; LinkedIn Sales Navigator; proposal and e-signature platforms; and high-level WMS/TMS/OMS demonstrations. 

Why Join 

This is an organization that does not just talk about rewarding great work — it makes it visible. 

• Compensation & recognition: Competitive pay, performance-based bonuses tied to your results, comprehensive benefits, and paid time off (including your birthday). 

• Growth: Cross-training that expands your role and value, plus leadership development that prepares you for your next step. 

• Culture: An inclusive, collaborative team built on trust, with accessible and transparent leadership and a daily focus on continuous improvement. 

• Balance: Fair practices that respect your time, well-being resources, and flexibility for family and personal commitments where possible. 

We thank all applicants; however, only selected candidates will be contacted. 

Accommodations are available throughout the hiring process. 

AI is not used in screening or selection.