Account Executive I (Farmer)
Flexport · Atlanta, GA
Posted today
Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 6h ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 4h agoon Flexport's careers page
The job
- What you'd do
- Look after a set list of existing customers, from new brands to giant companies, keeping them happy and spotting chances to sell them more. Your colleagues win new customers and hand them to you.
- What you'd sell
Handles shipping and customs paperwork for companies' goods overseas
When a brand has to bring overseas-made products into its own country, there are ships, ports, and customs forms to get through. The problem is, one late shipment or missing form can leave goods stuck at a port, and customers notice when orders don't show up. Flexport takes over the shipping and customs side of moving companies' goods across borders, so brands can focus on selling their products.
In plain English, from their own job posts. Something wrong? Tell me · More Industry-specific software companies →
- Who you'd sell to
- Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
- Where deals come from
- Mostly handed to you: inbound leads or a set list of customers.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Brand new.
- Company hiring
- 29 sales roles open, hiring at a steady pace. Ask how many reps they hired last year and how many are still there.
Red lights
- Pay. No pay listed at all.
Green lights
- Gets leads from SDRs. You won't be building all of your own pipeline from zero.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Ask hard questions. Too much is left unsaid. Make them answer before you invest.
- No pay listed at all.
Might be worth asking about this before you spend an hour on a tailored résumé.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Flexport ↓
Got an offer from Flexport? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
About Flexport:
At Flexport, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use Flexport technology to move more than $19B of merchandise across 112 countries a year.
The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us.
The opportunity:
The Sales team at Flexport is dedicated to fostering strong, lasting relationships with our existing clients, ensuring their success and maximizing the value they derive from our platform. As an Account Executive I (Farmer), you play a critical role in driving client success at Flexport — deepening your expertise on our platform, our clients, and the fundamentals of global trade. You will manage a portfolio of accounts where you develop the core skills every great Account Executive I (Farmer) needs: building relationships, running business reviews, and spotting early growth signals. You'll work with clear playbooks and close support from senior teammates as you build the instincts and product knowledge to grow into even more complex client work.
You will:
- Manage a portfolio of Flexport clients, developing trusted relationships and driving strong satisfaction and retention through consistent, proactive engagement.
- Serve as the primary point of contact for day-to-day client communications, running regular business reviews (QBRs/MBRs) with support from structured templates and senior teammates.
- Identify and surface early cross-sell and upsell opportunities within your accounts, partnering with senior Account Executives I (Farmer) and Sales to pursue them.
- Collaborate with internal teams (Operations, Product, Implementation) to resolve client issues and deliver consistent service quality.
- Review client performance data to identify trends and potential risks, bringing data-informed insights to your regular client conversations.
- Build foundational knowledge of Flexport's product suite and global trade operations to credibly advise clients on core logistics challenges.
- Work closely with Hunters from the beginning of the customer journey to ensure a seamless transition and long-term client success.
You should have:
- 1+ years of experience in account management, direct sales, client success, operations, or a similar client-facing role; logistics, supply chain, or SaaS background a plus.
- A demonstrated ability to build rapport and trust with clients, with a track record of strong satisfaction or relationship outcomes.
- Strong communication and listening skills, you ask good questions and follow through on commitments.
- Curiosity about how accounts grow and what drives client value; you're developing commercial instincts, not just executing tasks.
- Comfort working within defined processes and seeking guidance when situations are new or ambiguous.
- A 'compliance first' attitude to keep our regulators happy and enthusiastic about Flexport since we operate in a heavily regulated industry.
You will get:
- Structured onboarding and mentorship from experienced Account Executives who invest in your development.
- A clear growth path: Account Executive I (Farmer) is just the start of a career track with increasing scope, complexity, and earning potential.
- Hands-on experience with a global platform moving $19B+ of merchandise across 112 countries.
- A collaborative team environment where asking questions and learning from mistakes is encouraged.
Commitment to Equal Opportunity
At Flexport, our ability to fulfill our mission of making global commerce easy and accessible relies on having a diverse, dedicated and engaged workforce. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, age, physical and mental disability, health status, marital and family status, sexual orientation, gender identity and expression, military and veteran status, and any other characteristic protected by applicable law.
Global Data Privacy Notice for Job Candidates and Applicants
Depending on your location, the General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA) may regulate the way we manage the data of job applicants. By submitting your application, you are agreeing to our use and processing of your data as required. Please see our Privacy Notice available at www.flexport.com/privacy for additional information.