Strategic Account Manager – Enterprise Light Industrial

Instawork is on a mission to create meaningful economic opportunities for skilled hourly professionals in communities around the globe. Our AI-powered labor marketplace helps local businesses scale, and enables global technology companies to push the frontiers of robotics and AI. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and others, we’re looking for exceptional talent to reimagine the way the world works. Instawork, a digital marketplace that connects local businesses with skilled hourly professionals across the U.S., is seeking a Strategic Account Manager – Enterprise Light Industrial with a proven track record of success to join our rapidly growing team. Reporting to the Director of Strategic Accounts, this role is a critical part of our Account Management team and is responsible for driving growth and retention with our largest enterprise partners. As a Strategic Account Manager, you’ll work closely with senior leaders across warehousing, logistics, supply chain, and third-party logistics (3PL) companies. You’ll serve as a trusted advisor, helping these organizations leverage Instawork to optimize workforce flexibility, scale operations, and meet business goals. This role blends relationship management, sales expansion, and strategic consulting to maximize impact for our partners. Who You Are: Industry Expertise: 5+ years working with enterprise light industrial companies, such as supply chain, warehousing, distribution, or third-party logistics (3PL) organizations. Growth-Oriented: Proven track record in sales, account expansion, and revenue growth —not just retention—through new use cases, cross-sells, or large-scale adoption. Consultative Approach: Experience in a consulting capacity (either in-house or at a firm) with a focus on operational efficiency, workforce strategies, or labor solutions for light industrial businesses. Enterprise Sales Skills: 3+ years selling into the enterprise segment, with the ability to manage complex sales cycles and multiple senior stakeholders across large organizations. Relationship Builder: Ability to forge strong, trust-based relationships with executives, operators, and decision-makers within warehousing and logistics companies. Strategic Thinker: Adept at using data and industry insights to identify opportunities, build business cases, and drive expansion strategies. Execution-Oriented: A results-driven professional who thrives in a fast-paced environment, balancing relationship management with revenue accountability. Strong Communicator: Executive presence and excellent communication skills, with the ability to influence at all levels of an organization. Collaborative Leader: Works well cross-functionally, sharing partner feedback and contributing to a culture of success. Travel-Ready: Willingness to travel (~33%) to meet with enterprise partners onsite. What You’ll Be Doing: Drive revenue growth within a portfolio of enterprise light industrial accounts by identifying expansion opportunities, cross-selling solutions, and deepening our footprint across business units. Own the full sales cycle for new use cases and expansions within existing accounts. Build and execute strategic account plans , identifying opportunities to expand share of wallet, create repeatable success stories, and align our solutions with partner priorities. Deliver a high level of partner satisfaction , serving as a trusted point of contact while resolving issues and ensuring strong performance outcomes. Lead executive-level QBRs with senior stakeholders, highlighting performance, growth opportunities, and strategic alignment. Serve as the voice of the customer by providing feedback to internal teams to improve Instawork’s products and services. Stay current on industry trends in warehousing, logistics, and supply chain operations, using that expertise to consult and guide partner strategies. Manage complex, cross-functional projects with internal and