Account Executive

General Information:

Job Title: Account Executive

Location: Toronto, ON (Hybrid)

Job Type: Full-Time

Reporting Line: Chief Strategy Officer (CSO)

Salary Range:

• Base: $140k–$160k CAD per year
• OTE: Up to 50% of base, paid on hitting targets

About Fulfillment IQ (FIQ):

Fulfillment IQ is a supply chain engineering and transformation company that helps brands, retailers, and 3PLs design, build, and scale high-performance logistics operations.

We work at the intersection of strategy, operations, and technology, where we solve complex, real-world problems across warehouse design, automation, order management, transportation, and end-to-end supply chain execution.

Our teams combine deep domain expertise with strong technical capability, delivering outcomes through consulting, systems implementation, and proprietary platforms that accelerate time-to-value and reduce delivery risk.

If you enjoy working in complex environments, partnering closely with clients, and seeing your work make a tangible impact on how global commerce moves, this is the place where your skills and judgment truly come to life.

Role Overview:

The Account Executive (Studio) is responsible for scaling revenue for Fulfillment IQ’s product initiatives operating under the Studio model.

This role is not a traditional services AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable SaaS GTM motion.

The AE operates with higher risk tolerance, greater ambiguity, and stronger ownership than a traditional services seller. This role will help transform validated MVP-stage software into scalable revenue engines.

Mandate:

Own ARR growth for assigned Studio product(s)

Refine ICP, pricing, packaging, and commercial positioning

Build repeatable SaaS sales motion

Establish pipeline engine for product revenue

Partner with Product on revenue-driven feature prioritization

Must Have:

3-7+ years in B2B SaaS sales

Experience selling early-stage or growth-stage products

Strong enterprise selling discipline - multi-stakeholder, multi-threaded deal management

Experience in influencing pricing and packaging

Comfort operating in ambiguity

Builder mentality, not a caretaker

Executive presence and the ability to build trusted relationships with senior client stakeholders

Logistics, supply chain, WMS/OMS/TMS, or integration domain familiarity is strongly preferred

Demonstrated ability to build an outbound pipeline

Comfortable with enterprise sales cycles and complex procurement processes

Key Responsibilities:

ARR Growth & New Logo Acquisition

Drive new ARR bookings

Build and qualify early ICP segments

Close complex B2B SaaS deals

Establish expansion motion within product accounts

Pricing & Packaging Development

Shape pricing strategy based on deal feedback

Identify monetization gaps

Recommend packaging refinements

Test enterprise vs mid-market positioning

Market Validation & Feedback Loop

Gather structured market insights

Submit revenue-backed feature requests

Provide customer signal to Product leadership

GTM Infrastructure

Build pipeline forecasting rigor

Establish SaaS sales process standards

Define scalable playbooks for the future product team

What Success Looks Like in the First 90 Days:

30 Days In

Become demo-certified on the core product and deliver a full product walkthrough by Day 30

Map the competitive landscape: understand where Zynque wins, loses, and is not yet being considered

Shadow existing customer conversations to understand buyer language and objection patterns

Build initial target account list: 100+ ICP-qualified accounts with outbound sequencing logic

Define your outbound messaging hypothesis and validate before launch

Build strong working relationships with Delivery, Practice Leads, and Pre-Sales

Identify immediate expansion opportunities and delivery risks within existing accounts

Develop a deep understanding of assigned accounts, contracts, delivery scope, and margin profile

60 Days In

Establish quarterly business review (QBR) cadence, account plans, and executive stakeholder maps for owned accounts

Actively generate and qualify new pipeline through outbound activity, referrals, and partner collaboration

Launch full outbound motion and start building a qualified pipeline

Refine outbound messaging based on early discovery signal

Improve visibility into account health, margin, and delivery capacity constraints

Engage Pre-Sales and Technical Sales on early-stage new logo opportunities

90 Days In

Demonstrate measurable revenue impact across both new logos and expansion

Build a balanced pipeline covering new acquisitions and account growth

Improve executive-level engagement across existing and prospective clients

Deliver 12-month ARR forecast and a first draft of the GTM playbook

Present ICP refinement recommendations and pricing feedback to Product leadership

Show forecast accuracy and disciplined opportunity qualification

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