Account Executive

General Information

Job Title: Account Executive

Location: Toronto, Canada

Job Type: Full-time (Hybrid)

Reports to: Senior Product Manager

About Fulfillment IQ (FIQ)

At Fulfillment IQ, we are transforming the future of logistics technology. As an award-winning consultancy and technology partner, we work with brands, retailers, and 3PLs to solve their most complex challenges - whether it's designing strategy, selecting the right tech stack, building custom software, or implementing enterprise platforms.

Our team includes logistics experts, engineers, and strategists who bring both technical depth and practical experience to every engagement. We value clear thinking, strong execution, and real results. If you're a builder, thinker, and doer who wants to shape the next generation of logistics solutions, FIQ is where you'll find meaningful work and career growth.

We're proud to be an inclusive, globally distributed team that values flexibility and collaboration. At FIQ, your ideas and contributions matter. You'll have the chance to work alongside some of the brightest minds in the industry, drive innovation that sets new standards, and grow in a culture that celebrates learning, diversity, and teamwork.

Role Overview:

We're expanding our go-to-market team and looking for a motivated Account Executive who can help bring us to more 3PLs, retailers, and logistics technology providers.

This role is ideal for someone who loves selling technical SaaS products, thrives in an early-stage environment, and is excited to help shape the sales motion from the ground up. You'll work directly with the founders, influencing both GTM strategy and product direction.

Key Responsibilities:

Build and run outbound sales motion — prospect, personalize outreach, and manage the full sales cycle.

Lead demos and guide customers from discovery through proof-of-concept to close.

Collaborate with founders on GTM strategy, ICP definition, and positioning.

Engage directly with operations and IT leaders across logistics and retail.

Share customer feedback to shape product features and connector priorities.

Document and refine the sales process to support future team growth.

Qualifications & Experience:

2-4+ years of B2B SaaS sales experience, ideally in systems integrations, or logistics tech.

Proven success in a founding or early-stage Account Executive role, where you built or shaped the sales process — from outreach strategies to closing key customers.

Full sales cycle management: Experienced in managing the entire process from lead to close, including discovery, demos, negotiations, and renewals.

Lead generation and prospecting: Skilled at identifying and creating new business opportunities through market research, outbound campaigns, and networking.

Sales playbook creation: Comfortable documenting and formalizing sales processes for future scaling.

Customer onboarding and success: Hands-on with setting up new customers and ensuring a smooth transition post-sale.

Strategic mindset: Able to synthesize customer insights into actionable feedback for product and GTM.

Strong understanding of technical SaaS solutions — including APIs, integrations, automation, and data flow concepts.

Excellent storytelling and presentation skills: Clearly conveys the "why" behind what we do and connects technical capability to business value.

Negotiation and closing ability: Comfortable managing mid-market to enterprise deals.

CRM fluency (HubSpot) and disciplined pipeline management.

Entrepreneurial spirit: Thrives in a fast-moving startup environment with high ownership.

Key Performance Indicators (KPIs):

Pipeline generation: Consistently source and qualify new opportunities through outbound prospecting, referrals, and partnerships.

Meetings & demos: Maintain a healthy cadence of weekly discovery calls and product demos with qualified leads.

Conversion rates: Drive strong progression from demo to opportunity and opportunity to close.

Quota attainment: Achieve or exceed quarterly ARR targets through a mix of outbound and inbound deals.

Sales cycle efficiency: Manage deals effectively to shorten time from first touch to close.

CRM discipline: Maintain accurate, timely deal data and reporting in HubSpot.

Customer success handoff: Ensure smooth transitions and strong customer experience post-sale.

Process contribution: Help refine the sales playbook and provide feedback that improves our GTM motion

What Success Looks Like in the First 90 Days

By the end of Month 1:

Understand product features, ICP, and competitive landscape.

Build a target account list and start outbound outreach.

Deliver first discovery calls and shadow demos.

Metrics: 8–10 discovery calls booked, 4–6 qualified opportunities created.

By the end of Month 2:

Own full sales cycle for priority accounts (discovery → demo → POC).

Deliver structured demos and initiate POCs.

Share feedback on ICP, messaging, and product gaps.

Metrics: 10–15 demos, 5–7 POCs started, 2–3 proposals sent.

By the end of Month 3:

Close initial deals or secure committed pilots.

Document outbound playbook and demo script.

Provide prioritized customer feedback for roadmap.

Metrics: 1–3 deals closed or pipeline ≥ 3× quota, forecast accuracy ±20%.

Why You'll Love Working Here

At Fulfillment IQ, we don't just build supply chain solutions—we build careers, friendships, and unforgettable experiences. As an equal opportunity employer, we celebrate diversity and are committed to creating an inclusive environment for all team members.

Here's what makes working with us a rewarding experience:

Work That Matters

Imagine being part of projects that reshape the supply chain industry and create real-world impact. Your work here won't just meet expectations, it'll set new ones.

Career Growth That Matters

We're serious about growth.

Whether it's training, mentorship, or new challenges, we'll help you go from good to exceptional.

Flexibility to Thrive

Whether you prefer working remotely, in a hybrid setup, or on-site, we offer flexible options to help you balance work and life effectively.

We Celebrate You

From work anniversaries to team achievements, we value your contributions and celebrate milestones with thoughtful rewards like vouchers and team events.

A Collaborative Culture

Work alongside some of the brightest minds in the industry. Our supportive and inclusive culture ensures every voice is heard, and every team member feels valued.

Perks you'll appreciate (Canada)

Employee Health: While Canada has a public healthcare system, we offer a supplementary benefits plan that includes coverage for medical, as well as an employee wellness program.

Time Off: Our paid time off includes statutory vacation time, sick leave, and public holidays, consistent with provincial labor laws.

Retirement: We contribute to the Canada Pension Plan (CPP) and also offer supplementary retirement savings plans.

Professional Growth: We provide a dedicated learning and development budget to support your career growth.

Flexible Work: You will have access to flexible work hours and remote flexibility.

Perks: We offer reimbursement for business travel, internet, and workstation costs, as well as anniversary rewards and an employee stock option (ESOP) program.

Community Engagement: We host team events and in-person organizational meetups to foster a strong company culture

Life at Fulfillment IQ:

Fulfillment IQ is a company that values its people, and we work together as a team while being a remote company. Fulfillment IQ is an equal opportunity employer. We celebrate diversity, inclusivity, and are committed to creating a culture of equitable opportunities for all employees.

Learn More About Us

Website:

LinkedIn: Fulfillment IQ

Spotify: eCom Logistics Podcast Spotify

YouTube: eCom Logistics Podcast YouTube