Founding Account Executive

About Lighthouz AI

Freight is a $900B industry still running on email, PDFs, and spreadsheets. Lighthouz AI is a Y Combinator (S24)-backed company building the AI back-office for freight brokers — AI agents that handle freight bill audit, shipper invoicing, AR automation, and collections across both truckload (FTL) and LTL, so brokerages can scale revenue without scaling headcount.

Our agents sit inside a broker's existing stack — TMS platforms like McLeod, Turvo, TAI, and 3PL Systems, plus QuickBooks, NetSuite, and Sage Intacct — with no rip-and-replace required. Today, brokers use Lighthouz to auto-audit carrier bills with 70–85% no-touch processing and run prioritized, SOP-trained collections — cutting days-sales-outstanding and back-office cost in the process. We're SOC 2 Type II compliant and a TIA 2025 and 2026 Technovator Award winner.

This is a foundational hire who will work closely with both founders.

The role

You'll own the full sales cycle at Lighthouz — from first conversation to signed contract. Qualified pipeline gets built for you by our GTM Engineer and founders; your job is to run the meetings, get in front of the right people in person, and close. This is a builder's seat: the playbook, the pricing conversations, the onboarding handoff — you're shaping all of it as you go, with a clear path to building and leading the sales team that comes after you.

What you'll do

• Own the full deal cycle — qualify, run discovery, demo (with founder support as needed), negotiate, and close.
• Personalize prospecting through multiple channels, including cold calling, creative gifting, and more 
• Get in the field — travel to meet freight brokers and 3PLs where they operate, attend industry events (TIA, SMC3), and organize in-person touchpoints — dinners, site visits, and relationship-building that a Zoom call can't replace.
  Turn relationships into revenue — freight is a relationship-driven industry; you'll build trust with operators and finance leaders who've been burned by software promises before.
• Work hand-in-hand with GTM Engineering — pipeline is enriched, scored, and routed to you; you feed back what's working, what messaging lands, and where deals stall.
• Shape pricing and packaging — work directly with the founders on deal structure for early customers, without needing a playbook that doesn't exist yet.
• Build the sales playbook as you go — document what works in discovery, objection handling, and deal progression so it's repeatable for the team you'll eventually hire.
• Represent Lighthouz at industry events — TIA, SMC3, and regional broker gatherings, both formally and over dinner.

You might be a fit if you

• Have 3+ years of experience in B2B SaaS sales
• Big plus if you have sold freight-tech SaaS 
• Have carried and exceeded quota selling to mid-market operators — freight, logistics, or back-office/finance buyers a strong plus.
• Are comfortable being on the road — this role means real time in front of customers, not just calendar invites.
• Know how to turn a dinner or a hallway conversation into a next step, and a next step into a signed deal.
• Have a founder mentality — you experiment, you adapt your approach deal by deal, and you don't wait for a perfect process before you sell.
• Are a relentless closer — you drive deals forward rather than "checking in," and you're not afraid to pick up the phone.
• Have experience in TMS, fintech SaaS, or AI SaaS — a strong bonus, not a requirement.
• Want to build and eventually lead a sales team, not just carry a number forever.

What we offer

• 💰 Competitive salary + equity + commission
• 🌎 Remote-first, with travel built into the role. For US candidates — no sponsorship provided.
• 🛠 High ownership, zero bureaucracy — help define pricing, process, and the future sales org from day one
• 🚀 A real shot at leadership — prove it out, then build and run your own team