Senior Enterprise Account Executive

ABOUT US

What if your work could drive change in a globally established industry, shaping processes that touch every corner of the world? At Forto, we are at the forefront of change, harnessing the power of AI to revolutionise logistics. We want to reinvent digital supply chains to be transparent, frictionless and sustainable. From day one, our mission has been to simplify global trade – creating a seamless and efficient logistics process.

FortoLabs is the SaaS vertical of Forto, launched in 2025.

Forto is redefining global logistics. Founded in Berlin in 2016, we’re on a mission to make freight as simple, transparent, and intelligent as possible. Our digital platform connects every part of the supply chain — from shippers to carriers — enabling data-driven, efficient, and sustainable logistics operations.

With the launch of FortoLabs, we are expanding into logistics-native SaaS and agentic AI solutions. Our goal: empower logistics teams worldwide with automation, visibility, and intelligence to transform how they work.

We combine deep logistics expertise with cutting-edge technology to close the gap between where the industry is today and where it is headed: toward truly intelligent supply chains.

About the Role

As Senior Enterprise Sales, you will drive new business growth with mid-to-large enterprise customers (500+ FTE), particularly across the logistics, supply chain, and transportation sectors. You will lead complex, consultative sales cycles, from opportunity identification and pilot design to contract negotiation and multi-year SaaS agreements.

You will work closely with our product and AI engineering teams to shape customer solutions, position the platform strategically, and define go-to-market plays for our rapidly evolving “AI for Logistics” vertical.

KEY RESPONSIBILITIES

• Drive new enterprise customer acquisition across target markets in Europe and selected international markets, focusing on mid-to-large logistics and technology players

• Lead the full end-to-end SaaS sales cycle: pipeline generation, qualification, demo, pilot, negotiation, and close following MEDDICC/MEDDPICC discipline.

• Quantify and articulate customer pain using measurable metrics and ROI, aligning every proposal to business outcomes and cost efficiency

• Engage and build trust with C-suite and senior stakeholders (COO, CIO, Head of Ops, Head of Product), ensuring multi-threaded relationships with target accounts.

• Understand and navigate customer decision processes, from technical validation to procurement and legal, maintaining full command of the deal

• Partner cross-functionally with Product, Engineering, and Operations to shape solutions and ensure successful deployment and value realisation.

• Contribute to go-to-market strategy, including pricing feedback, messaging refinements, and repeatable playbook development.

• Maintain accurate pipeline, forecast and CRM hygiene, ensuring transparency and predictability in sales reporting.

• Act as the voice of the customer internally, bringing fields insights to improve positioning and prioritisation (but exercise judgement to avoid indiscriminately pushing Tech to implement every feature you hear from customers)

• Model FortoLabs’ consultative and value-based selling culture, mentoring other team members as the team scales.

WHAT YOU WILL BRING

• Minimum 6 years of enterprise SaaS sales experience with a proven record of closing 6- to 7-figure ARR deals and outperforming quota.

• Proven ability to lead complex, multi-stakeholder sales cycles using structured qualification frameworks (MEDDIC, MEDDPICC, or equivalent).

• Experience selling integrated AI / platform solutions requiring enterprise system integration (e.g., ERP, TMS, WMS).

• Deep consultative selling skills, uncovering and quantifying customer pain points, building value-based business cases, and navigating decision criteria and process.

• Strong network and credibility among enterprise software buyers, ideally within logistics, supply chain or other vertical SaaS markets.

• Strong command of SaaS metrics and economics (ACV, ARR, retention, expansion, ROI).

• High ownership and self-starter mindset: thrives in an ambiguity, builds structure where none exists, and contributes to shape process and GTM and playbook from the ground up.

• Excellent communication and executive presence; comfortable engaging C-suite and technical leaders alike.

• Fluent in English; German is an advantage.

• Based in Europe (EU or UK). Open to covering the Americas and other international markets remotely from the EU timezone.

Don’t fit all of our criteria? That’s okay! We know that you might be hesitant to apply if you don’t meet all our requirements, but here at Forto, we pride ourselves on embracing diverse perspectives and celebrating potential. If you are passionate about this position and the Forto values, please apply anyway. There could be a place for you in this role - or another one that’s a perfect fit!

WHY WORK WITH US?

Our team is hard-working, constantly seeking to maximise the impact of their work, but we put our people first, always winning with care. We value efficient systems and swift, direct communication. We want everyone to have their time to speak, so that we can embrace diverse perspectives to help drive towards solutions always.