National Account Manager

National Account Manager – Advanced Intralogistics

Location:

Hybrid – Preference for a major metropolitan area preferred with easy access to a major airport. Up to 60 % travel.

The National Account Manager (NAM) is the lead for revenue growth. You own the entire commercial motion from early lead generation through contract signature. Your responsibility is to develop new logo accounts and expand strategic relationships by orchestrating the right internal resources—Solutions Consulting, Project Management, and Customer Success—at exactly the right points in the deal cycle. You are held equally accountable for booking volume, gross‑margin quality, forecast accuracy, and CRM discipline.

• Develop and execute a territory plan aligned to ICP (3PL, omnichannel retailers, parcel & e‑commerce DCs, DFW + adjacent states).
• Leverage account‑based marketing plays, referrals, partner leads, and targeted prospecting.
• pipeline coverage at each quarter start.
• Lead discovery calls, on‑site executive workshops, and business‑case development.
• Validate the “3 Must‑Haves” (Economic Decision Maker, Executive Engagement, Funded Project) before moving a Deal to Qualified Opportunity.
• Collaborate with the Solutions Consultant to craft ROM and firm proposals.
• Map political landscape, build multi‑threaded relationships from VP Ops to CFO. Run value‑based sales process (MEDDICC / Challenger‑style). Own negotiation of commercial terms, pricing, and SOW (with legal/finance support).

• Bachelor’s degree in Business, Engineering, Supply Chain, Political Science, or related field; equivalent experience accepted.
• 5+ years quota‑carrying sales experience in material‑handling automation, warehouse software, supply‑chain solutions, or capital equipment.
• Proven track record closing $1 M+ engineered‑systems or SaaS + Cap Ex hybrid deals.
• Skilled in value‑based, consultative frameworks (MEDDICC, Challenger, Miller Heiman, etc.).
• Familiarity with payback/ROI modelling and presenting to C‑suite audiences.
• CRM proficiency (Hub Spot strongly preferred); adept at using Linked In Sales Navigator, Zoom Info, and outreach automation tools.
• Willingness to travel up to 60 %.
• Exposure to WMS/WCS integrations, automation controls, and robotics deployments.
• Prior experience in Private Equity‑backed or high‑growth environments.
• Hunter Mentality + Strategic Farmer – builds new logos while expanding annuity streams.
• Executive Presence – can “talk ops” with a DC manager and “speak balance‑sheet” with the CFO.
• Data‑Driven Decision‑Making – uses metrics and hypothesis testing to focus effort.
• Cross‑Functional Leadership – rallies technical, financial, and partner teams without formal authority.
• Disciplined Process Operator – treats CRM hygiene and stage gates as non‑negotiable.
• Growth Mindset – seeks feedback, iterates playbooks, and shares learnings.

• Hybrid schedule; core collaboration are in the office.
• Competitive base + commission.
• Medical, dental, vision, 401(k) with match, annual President’s Club trip.
• Annual professional‑development stipend and access to trade shows (MODEX, Pro Mat, CSCMP).
• Year 0-1:
  Ramp to full quota; close flagship accounts in core verticals.
• Year 3–4:
  Senior NAM – mentors team, influences territory strategy, targets $15 M+ annual bookings.
• Year 5+:
  Sales Manager or Sales Director; potential to own P&L for a vertical segment.

Advanced Intralogistics designs and delivers high‑velocity fulfillment and distribution solutions that help clients out‑compete in the era of next‑day delivery. Our ecosystem of best‑in‑class partners, Commercial Process Operating System, and fanatical approach to adoption and optimization ensure we show up as strategic, data‑driven advisors—not commodity integrators.