Account Executive - SMBs

About the role

As a Mid-Market Sales Representative (Europe), you will focus on new business development and outbound hunting. Your goal is to identify, engage, and close mid-market opportunities that can leverage the ShipStation API to optimize shipping, fulfillment, and logistics operations. You’ll work closely with our marketing, partnerships, and extended sales teams to target fast-growing eCommerce, retail companies, and third party logistics platforms across Europe.

What will you be doing?

• Drive new business acquisition for ShipStation API across the European mid-market segment.
  
  
• Identify and qualify leads through outbound prospecting, cold outreach, and partner channels.
• Work closely and collaborate with several internal stakeholders like SDR,Onboarding, Product, CSM, Marketing.
  
  
• Develop and execute strategic territory and account plans focused on growth sectors (eCommerce, retail, 3PLs).
  
  
• Conduct product demos, technical discussions, and consultative sales engagements focused on API-led solutions.

• Build and maintain a robust pipeline in CRM, tracking progress through the full sales cycle — from discovery to close.
  
  
• Negotiate contracts and pricing to achieve revenue and margin goals.
• Stay current on eCommerce technology, shipping logistics, and integration trends to position ShipStation API as a trusted partner.

What are we looking for?

• 3–6 years of B2B sales experience in SaaS or technology solutions, ideally with an API-first product or platform.
• Strong technical sales skills — comfortable discussing API integrations, workflows, and developer use cases (you don’t need to code, but you should speak the language).
  
  
• Proven track record of hunting and closing new business in mid-market or enterprise segments.
  
  
• Experience selling to several audiences (procurement, logistics, IT)
• Strong understanding of eCommerce, logistics, or fulfillment ecosystems.
• Familiarity with carrier management systems, multi-carrier APIs, or post-purchase logistics solutions (e.g., tracking, returns, label generation) is a strong plus.
  
  
• Excellent communication, presentation, and negotiation skills.
  
  
• Comfortable selling in a solution-oriented manner.
  
  
• Fluent in English (additional European languages are a plus).
• Self-starter with strong organizational skills and the ability to work independently across regions and time zones.

What will make you stand out?

Proven experience as an AE in the shipping/logistics industry
Technical background or strong technical understanding of APIs and integrations

What do we offer?

• 💻 Tools for the job: Auctane will provide you with all equipment you need, ensuring you can seamlessly and securely work from either the London office or the comfort of your home.

• Flexible hybrid working approach: Hybrid working offers the flexibility to balance on-site collaboration and remote productivity, leading to enhanced efficiency and well-being. As part of our approach, we ask that you attend the office two days a week, ensuring a blend of in-person connection and remote work benefits.

• Central London location: Experience the best of both worlds and join us at our fantastic office. Immerse yourself in our dynamic and open culture. Enjoy the array of complimentary drinks and snacks, and join our monthly social activities. Our London office serves as a vibrant hub within our global community, embodying true international diversity with representatives from over 20 different nationalities, speaking 10 languages. 

• 25 days holiday (plus public holidays). Your holiday entitlement will increase to max. of 30 days, based on your length of service (2 yrs / 27 days, 3yrs / 28 days, 4yrs / 29 days and 5 yrs / 30 days)

• Company Pension: Auctane operates a contributory pension scheme on behalf of its employees, and will contribute up to 4%, providing the employee contributes 4%

• Life insurance: Auctane will provide 4x of base salary. This benefit is available from the first day of employment. 
• Long term income protection: 50% of your base salary for up to 5 years. This benefit is available from the first day of employment. 
• Private Medical and Dental Insurance: Both benefits are via our partner Bupa and available post probation. (Dental enrolment only occurs in May)

• Personal Training Budget. We offer a generous training budget of up to £2000 per year dedicated to your professional development. Whether it's investing in certifications, attending conferences, or exploring other educational opportunities, we are committed to supporting you in enhancing your expertise. We also provide access LinkedIn Learning. This benefit is available post probation. 
• Health and Wellbeing: We have a wealth of health and wellbeing benefits available. Here’s just some of what we offer; gym membership and subsidies, 24/7 EAP, virtual GP appointments, subsidised eye care, counselling sessions, physiotherapy sessions, PT, and nutrition advice, financial and legal support. There is also an extensive resource library of podcasts, webinars and articles.

• Tax-Free Childcare: You may be eligible for tax free childcare, subject to the criteria set by the government. If successful, you can get up to £500 every 3 months (£2,000 a year) for each of your children to help with the costs of childcare.
• Cycle to work scheme: Auctane offers a subsidised cycle purchase scheme, Through this scheme, you will enjoy exclusive benefits, including attractive savings and convenient payment plans. This benefit is available post probation. 

• Interest-free season ticket loan: Auctane can provide an interest free loan of up £7,000 to purchase an annual season ticket for travel requirements.This benefit is available post probation. 

• 🔗 Referral Bonus: Our Employee Referral Bonus Program is designed to reward you for helping us build an even stronger and more talented team. You could earn up to £4,500, depending on the role and subject to the bonus program criteria. 

• 📦 Postal Services: Auctane offers 99% discount on personal shipments using Packlink.pro