Note: The job is a remote job and is open to candidates in USA. Lighthouz AI is a Y Combinator-backed company building AI solutions for the freight industry. They are seeking a Founding Account Executive to own the full sales cycle, build relationships with freight brokers, and shape the sales process as the company grows.
Responsibilities
- Own the full deal cycle — qualify, run discovery, demo (with founder support as needed), negotiate, and close
- Personalize prospecting through multiple channels, including cold calling, creative gifting, and more
- Get in the field — travel to meet freight brokers and 3PLs where they operate, attend industry events (TIA, SMC3), and organize in-person touchpoints — dinners, site visits, and relationship-building that a Zoom call can't replace
- Turn relationships into revenue — freight is a relationship-driven industry; you'll build trust with operators and finance leaders who've been burned by software promises before
- Work hand-in-hand with GTM Engineering — pipeline is enriched, scored, and routed to you; you feed back what's working, what messaging lands, and where deals stall
- Shape pricing and packaging — work directly with the founders on deal structure for early customers, without needing a playbook that doesn't exist yet
- Build the sales playbook as you go — document what works in discovery, objection handling, and deal progression so it's repeatable for the team you'll eventually hire
- Represent Lighthouz at industry events — TIA, SMC3, and regional broker gatherings, both formally and over dinner
Skills
- 3+ years of experience in B2B SaaS sales
- Have carried and exceeded quota selling to mid-market operators — freight, logistics, or back-office/finance buyers a strong plus
- Are comfortable being on the road — this role means real time in front of customers, not just calendar invites
- Know how to turn a dinner or a hallway conversation into a next step, and a next step into a signed deal
- Have a founder mentality — you experiment, you adapt your approach deal by deal, and you don't wait for a perfect process before you sell
- Are a relentless closer — you drive deals forward rather than 'checking in,' and you're not afraid to pick up the phone
- Want to build and eventually lead a sales team, not just carry a number forever
- US citizen/visa only
- Big plus if you have sold freight-tech SaaS
- Have experience in TMS, fintech SaaS, or AI SaaS — a strong bonus, not a requirement
Benefits
- Equity
- Commission
- Remote-first, with travel built into the role. For US candidates — no sponsorship provided
- High ownership, zero bureaucracy — help define pricing, process, and the future sales org from day one
- A real shot at leadership — prove it out, then build and run your own team
- Direct interview rounds with founders - 3 rounds
Company Overview