About this role.
Nash is seeking a Mid-Market Account Executive to win new merchant customers for its logistics orchestration platform. This full-cycle sales role covers outbound prospecting, discovery, demonstrations, proposals, negotiation, closing, forecasting, and CRM management. The successful candidate will sell consultatively to operations, IT, finance, and founder stakeholders at restaurant, grocery, retail, and catering businesses. The role emphasizes high activity levels, pipeline creation, cross-functional collaboration, and consistent quota attainment in an early-stage SaaS environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I start by defining high-fit account segments using firmographic, operational, and technology signals. I build multichannel outreach sequences around specific business problems, track conversion at each funnel stage, and refine messaging based on discovery feedback and pipeline quality.
I prepare role-specific hypotheses and use open questions to uncover the current workflow, costs, constraints, and desired outcomes. I then connect the needs across stakeholders—for example, operational reliability for Ops, integration feasibility for IT, and measurable return for Finance—before aligning on a shared evaluation plan.
I would focus on the complexity and cost of fragmented delivery operations. I would position Nash as a unified platform that helps the merchant orchestrate capacity, make real-time delivery decisions, and improve execution across internal fleets, partners, and delivery networks.
I use consistent stage definitions tied to verified buyer actions, such as confirmed pain, stakeholder access, technical validation, commercial alignment, and a documented close plan. I inspect deal risks weekly, avoid relying on optimism alone, and clearly separate committed opportunities from pipeline that still requires key milestones.
In a stalled deal, I first identify whether the blocker is urgency, value, stakeholder alignment, or implementation risk. I re-engage with a focused point of view, quantify the cost of inaction, bring in the appropriate technical or customer-success partner, and agree on a mutual action plan with owners and dates.
About Nash
Nash is transforming last-mile logistics. Our platform helps merchants orchestrate deliveries across multiple carriers—from Doordash and Uber to regional DSPs—through a single, unified API and dashboard. We power same-day, next-day, and scheduled deliveries for some of the most innovative merchants in North America and beyond.
Our mission is simple: to drive global prosperity through more efficient delivery.
The Role
We’re looking for a Mid-Market Account Executive to accelerate Nash’s growth within the $10K–$100K ARR merchant segment. You’ll own the full sales cycle—from prospecting and qualification through demo, negotiation, and close—working directly with operations and technology leaders at some of the fastest-growing restaurant, grocery, retail, and catering brands.
You’ll be part of a high-caliber team that thrives on velocity, curiosity, and impact. This role is perfect for someone who’s hungry to sell a technical, high-value product that reshapes how goods move in the real world.
What You’ll Do
Drive new business acquisition across Nash’s Mid-Market segment (avg. deal size ~$35K ARR).
Manage the full sales cycle: prospecting, discovery, demo, proposal, negotiation, and close.
Build and maintain a strong pipeline through outbound outreach and inbound qualification.
Work cross-functionally with Solutions Engineering, Marketing, and Customer Success to tailor solutions for merchant workflows.
Deeply understand merchant pain points (delivery orchestration, cost per drop, operational complexity, and customer experience).
Consistently hit and exceed quota for new logos and booked consumption.
Maintain accurate forecasting and CRM hygiene in Salesforce.
What You’ll Bring
3–6 years of full-cycle SaaS sales experience (ideally in logistics, ecommerce, or retail tech).
Proven success selling to operators, logistics managers, and technology buyers at mid-sized merchants.
Strong discovery and consultative selling skills — you know how to uncover the “why.”Comfortable running multi-stakeholder sales cycles (Ops, IT, Finance, Founders).
High velocity mindset — you thrive on activity, pipeline, and experimentation.
Proficiency with Salesforce, Gong, and modern sales tech stack (Outreach, Apollo, etc.).
Entrepreneurial spirit — you want to be part of building something from the ground up.
Compensation & Benefits
Competitive base salary + variable compensation (OTE aligned with top-quartile SaaS benchmarks).
Equity in a fast-growing venture-backed company.
Health, dental, vision, and 401(k).
Flexible PTO and remote-first culture.
Why Nash
At Nash, you’ll work alongside a team of builders and operators who’ve scaled some of the most impactful logistics and SaaS businesses globally. We move fast, challenge assumptions, and are laser-focused on outcomes. If you want to sell a product that directly impacts how the world moves — this is the place.
More about Nash
Nash is the platform that powers modern logistics.
Commerce has inverted. For decades, customers came to where products and services were. Now products and services come to them, on their terms, in real time. That shift has turned every company into a logistics company, even though almost none of them were built to be one. Couriers, fleets, gig workers, parcel carriers, in-store labor, and increasingly autonomous systems all have to be coordinated in real time, against tighter windows and rising expectations, with hard-fought customer trust on the line.
Nash unifies decisioning, execution, and capacity into a single programmable platform. Real-time, AI-native intelligence determines what should happen, operational control executes it, and the platform dynamically orchestrates capacity from any source: a company’s own fleets, partners, or the Nash delivery network. Whether a job involves a courier, a gig driver, an internal fleet, a store employee, a technician, or an autonomous vehicle, Nash selects the right resource and manages execution through completion.
We power delivery and logistics for some of the most recognizable brands in commerce, including Walmart, Urban Outfitters, 7-Eleven, and Woolworths, alongside platforms like Shopify and Toast. Over the next decade, logistics will become as foundational to commerce as payments, cloud, and connectivity. Nash is the platform that powers it.
Nash was founded in 2021 by Mahmoud Ghulman (2x Founder, MIT) and Aziz Alghunaim (2x Founder, 2x YC, Ex-Palantir, MIT) and is backed by Y Combinator, a16z, and other top investors. We are headquartered in San Francisco.
What You’ll Love About Us
✅ Early-stage, well-funded startup – directly impact the company and grow your career!
✅ Quarterly broader team on-sites to bond with teammates
✅ Competitive compensation and opportunity for equity
✅ Flexible paid time off
✅ Health, dental, and vision insurance
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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