Account Executive

Canals, Inc.

Job Overview

Location

Denver

Job Type

Full-time

Full Job Description

📋 Description

• As an Account Executive at Canals, Inc., you will play a pivotal role in driving revenue growth by managing the full sales lifecycle for high-value B2B SaaS solutions targeting the $10T industrial supply chain market. Your work directly contributes to transforming how physical goods are moved globally through AI-powered automation, making your impact both measurable and mission-critical.
• You will own end-to-end account management for dozens of prospects and customers, guiding 6-figure deals through complex, multi-month sales cycles that require deep technical understanding, strategic stakeholder engagement, and relentless value articulation—from initial discovery to close, expansion, and renewal.
• Day to day, you will research prospects thoroughly before every meeting to tailor your approach to their specific business challenges and operational pain points.
• You will listen actively and synthesize insights from conversations to uncover hidden opportunities and align Canals’ AI-driven platform with each prospect’s unique supply chain inefficiencies.
• You will master the product’s capabilities to deliver precise, compelling demonstrations that showcase both breadth and depth, turning skepticism into confidence by clearly linking features to tangible outcomes like reduced delays, lower costs, and improved traceability.
• You will develop and present customized, data-backed proposals that address objections proactively and position Canals as the indispensable partner for long-term supply chain resilience.
• You will create sales enablement materials—including battle cards, ROI models, and case studies—to support current deals and build a library for future use across the team.
• You will negotiate terms with resilience and creativity, defending pricing and value without compromising on deal integrity, often going multiple rounds to secure agreements that benefit both the customer and Canals.
• You will think strategically to overcome objections—whether technical, financial, or process-related—by reframing value, proposing pilots, or aligning with internal champions to keep deals moving forward.
• You will consistently close deals, meet or exceed quota, and identify upsell and cross-sell opportunities within existing accounts to drive expansion revenue.
• You will travel approximately 25% of the time to industry conferences, trade shows, and customer sites to build relationships, stay ahead of market trends, and represent Canals at key events across North and South America.
• You will join a profitable, remote-first startup with an 80-person team (~50 in engineering) where a strong engineering culture ensures product quality and documentation keep pace with innovation.
• You will thrive in a culture of ownership where initiative is rewarded, decisions are made close to the work, and everyone is empowered to improve processes and outcomes.
• You will collaborate with a diverse, high-performing team across functions—from product and engineering to customer success—gaining deep insights into how AI is applied to solve real-world logistics challenges at scale.
• You will develop expertise in consultative selling within complex B2B environments, refine your ability to navigate enterprise procurement processes, and become a trusted advisor to operations, IT, and C-suite leaders in manufacturing, distribution, and logistics.
• You will grow your career in a high-impact role where your contributions directly scale the adoption of transformative technology in one of the world’s largest and most traditional industries.

🎯 Requirements

• 5-7+ years of proven success closing multi-million dollar deals in fast-growing B2B SaaS environments, preferably with experience in industrial tech, logistics, or supply chain solutions.
• Demonstrated ability to manage structured, consultative sales processes with sales cycles ranging from 3 to 9 months, including experience running proof-of-concept (POC) evaluations.
• Exceptional written and verbal communication skills, with the capacity to convey complex technical value propositions clearly and persuasively to both technical and executive audiences.
• High level of ownership and self-direction—consistently taking initiative without needing external direction to advance deals or improve processes.
• Comfort operating in ambiguous, fast-moving startup environments where product features and market positioning evolve rapidly.
• Willingness and ability to travel approximately 25% of the time to attend industry events, trade shows, and customer meetings across North and South America.

🏖️ Benefits

• Real-world impact: your work directly improves global supply chain efficiency, reducing waste, saving time, and lowering carbon footprint for customers moving physical goods worldwide.
• Remote-first, flexible work environment enabling you to live and work from anywhere across North and South America while collaborating with a distributed team.
• Opportunity to learn from and collaborate with a world-class engineering team known for its commitment to quality, documentation, and sustainable innovation.
• Exposure to cutting-edge AI applications in enterprise SaaS, giving you rare insight into how advanced technology is being applied to solve legacy industry problems.
• Career growth potential within a profitable, scaling startup where top performers are recognized, entrusted with greater responsibility, and rewarded for driving measurable outcomes.

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Canals, Inc.

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About Canals, Inc.

Canals is a software company that specializes in automating key workflow processes—such as sales order entry, invoice processing, and purchase-order/receipt reconciliation—specifically for wholesale distributors. Their platform uses AI to interpret customer emails, PDFs, spreadsheets, handwritten notes and other data formats, then converts them into quotes or orders or processes invoices automatically into the distributor’s ERP system.

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