Job Title

About Nash Nash is lastmile delivery infrastructure. We help the worlds largest retailers and commerce companies orchestrate, optimise, and manage their delivery operations. Founded in San Francisco in 2021, backed by Andreessen Horowitz and YCombinator, Nash works with enterprise customers across North America, Europe, APAC, and the Middle East. Our platform sits at the centre of complex delivery operations: connecting carriers, optimising routes, managing fleets, and giving operators the visibility and control they need to run delivery at scale. Were not a marketplace. Were the infrastructure layer that makes the whole system work. Every enterprise customer presents a different operational reality. A grocery chain running sameday delivery from 800 stores has different constraints than a retailer consolidating three carrier networks into one. Nash doesnt sell a fixed product off a price sheet. We design and configure solutions around how each customer actually operates, then deploy with dedicated engineering and product support. The sales process is inseparable from the solution design process. The Opportunity Nash has an established and growing APAC business anchored by major strategic accounts in Australia. Were now at the point where two things need to happen at once: deepen our enterprise footprint in Australia, and prove that Nashs model works across the broader APAC region. This role exists to do both. Youll close enterprise deals in Australias retail and logistics market, and lay the strategic groundwork for Nashs expansion across the broader APAC region. In both cases, closing means more than commercial negotiation. It means understanding a customers operation deeply enough to design the right solution, working with our product and engineering teams to scope it, and building the business case that makes the investment obvious. What Youll Do Close new enterprise customers in Australia Own new enterprise opportunities in Australia endtoend, from first conversation through to signed partnership. From that understanding, you design the Nash solution: which products apply, how they integrate with existing systems, what the deployment sequence looks like, and what outcomes the customer should expect and when. Youll work directly with Nashs product and engineering teams to shape proposals. Sometimes youre configuring what exists; sometimes youre identifying a gap that becomes a product investment. The best deals at Nash arent closed by selling features. Theyre closed by designing a system that solves a problem the customer couldnt solve with their current stack. Youll work with senior operators and executives at retailers, grocery chains, quickcommerce companies, and logistics businesses. Australias retail market knows Nash. We already work with some of the countrys largest brands. Your job is to convert that credibility into new partnerships, not by running a volume play, but by identifying the right enterprise accounts and building deep, strategic relationships. Support the growth of existing strategic accounts Work alongside the GM to expand our largest customer relationships. These accounts are multiproduct, multiyear partnerships where the next phase of growth depends on identifying what Nash should build and deploy next. This means running structured assessments of a customers current operations, mapping where new Nash capabilities could change their cost structure or delivery experience, and building the business case that gets a new workstream funded internally. Youll model scenarios: what happens if this retailer shifts 30% of volume from thirdparty carriers to a captive fleet? What does route optimisation save across 200 stores versus 50? Whats the real cost of a failed delivery when you account for redelivery, customer churn, and call centre load? Youll work closely with Product and Engineering to translate what you learn in the field into product direction. The line between selling and building is thin at Nash. Your customer conversations directly shape our roadmap. This is strategic work, not account management. Youre helping senior operators see whats possible and building the commercial and technical structure to get there. Lay the groundwork for APAC expansion Nashs international plan calls for a first enterprise customer outside Australia and NewZealand. Your job isnt to run a full sales cycle in a new country while also closing AU deals. Its to do the strategic groundwork that makes expansion possible: identify which markets have the strongest fit for Nash, map the top 1020 target accounts, build a view of local carrier ecosystems and competitive dynamics, and start activating warm introduction pathways through Nashs founder network, advisors, and your own connections. This looks like research, relationshipbuilding, and a handful of wellprepared trips rather than sustained inmarket selling. Youll build the target list, secure the first executive meetings, and develop enough local context to design a credible entry plan. When a conversation gets serious, youll work with the GM and Nashs global team to shape the engagement. New markets also mean new operational patterns. Delivery in Tokyo works differently than delivery in Sydney. Carrier ecosystems, regulatory constraints, customer expectations, and cost structures all shift. Part of this work is understanding those differences well enough to know where Nashs existing product translates and where adaptation is needed. Build the playbook Every engagement teaches Nash something. Youll capture what works (and what doesnt) across deal cycles, competitive positioning, pricing, and regional nuance. The goal is to leave behind a playbook that makes the next hire faster and the next market easier. What Success Looks Like First 6 months Material contribution to multiple new Australian enterprise deals closed or in final stages A healthy pipeline of qualified enterprise opportunities with clear next steps Strategic account value assessments completed, with new use cases scoped and costed Active collaboration with Product and Engineering on at least one customerdriven product investment APAC expansion research complete: target market identified, top accounts mapped, initial outreach underway First 12 months Material contribution to meaningful new revenue closed from Australian enterprise pipeline A documented, repeatable enterprise sales approach for the Australian market, including solution design templates and engagement frameworks First qualified enterprise conversations in an APAC expansion market, with a credible entry plan and timeline A clear recommendation on where Nash should expand next in APAC, what it takes, and when to commit dedicated resources Who You Are You have 510 years of experience, and your career probably doesnt fit neatly into one box. You might have started in management consulting (McKinsey, Bain, BCG) and moved into an operating role at a technology or logistics company. You might have been an early employee at a startup where you did everything from product scoping to closing the first enterprise deals. You might have run strategy and operations at a retailer or marketplace and now want to be closer to the customer. The common thread: you understand how complex operations work, you can design solutions to hard problems, and youve been responsible for commercial outcomes, even if your title was never Account Executive. You think in systems, not features. When you look at a customers delivery operation, you see the architecture: where data flows, where decisions get made, where the manual workarounds are hiding real cost. You can sketch a solution on a whiteboard in a customer meeting and then translate it into a scoping document for an engineering team the same afternoon. You can build a financial model, run a discovery workshop, and write an executive memo, sometimes in the same day. You move between strategic thinking and handson execution without friction. You dont need heavy process to make progress. Youre curious about how operations actually work. When a Head of Supply Chain describes their delivery model, you listen for the constraints and tradeoffs, not just the pain points. You understand unit economics, fleet mix decisions, and why a 2% improvement in delivery success rate matters more than it sounds. An existing network in Australian retail, grocery, or logistics is valuable. An existing network across broader APAC is a differentiator. Profile examples Management consultant (MBB) who moved into an operator, product, or commercial role at a technology or logistics company Earlystage operator at a marketplace, logistics, or delivery company who wore multiple hats across strategy, product, and customer acquisition Strategy and operations leader at a retailer or commerce business with deep exposure to supply chain and delivery Solutions or product leader at an enterprise technology company where every engagement required designing a bespoke deployment alongside the customer This role is probably not right for Career enterprise sellers looking for a quota and a territory. The commercial component is real, but its embedded in strategic and solution design work, not separated from it. How This Role Works You join a small, highperforming APAC team alongside a Customer Success function and the regional GM. Nash is a startup. The team is lean. Youll have significant autonomy and direct access to Nashs founders, product leaders, and engineering team. That access isnt ceremonial. Youll be in product discussions weekly, shaping what Nash builds based on what youre learning in the field. For APAC expansion, youll work with the GM and Nashs founder network to open doors and build market intelligence. The model is strategic groundwork first, committed resources later, not premature teambuilding. The first 90 days are weighted toward Australian pipeline and strategic account work. APAC expansion research starts in parallel and deepens as the Australian motion gains traction. More About Nash.AI Nash is building the logistics infrastructure for the internet Last mile is a $500B industry powering digital commerce but managed largely with selfmanaged API integrations. Nash approaches last mile orchestration with information completeness solutions from checkout, courier management, customer engagement, and postpurchase experience. Doing this enables merchants and customers to capture immense efficiencies, drive better customer experience, reliability and business outcomes. We are working towards a mission of processing a doubledigit percentage of every physical lastmile transaction. We achieve this by providing topofthemarket modules for each step of the customer journey and leveraging the network effects from having more information that allows traditional competitors to collaborate. Its a big mission, but we are already seeing strong market pull as we are already serving some of the largest retailers in the world like Walmart, 7Eleven and Woolworths. Nash was founded in 2021 by Mahmoud Ghulman (2x Founder, MIT) and Aziz Alghunaim (2x Founder, 2x YC, ExPalantir, MIT) and has raised funding from top investors, including YCombinator and a16z, to build the worlds best logistics infrastructure platform. We are based in SF. What Youll Love About Us Earlystage, wellfunded startup directly impact the company and grow your career! Quarterly broader team onsites to bond with teammates Competitive compensation and opportunity for equity Flexible paid time off Health, dental, and vision insurance #J-18808-Ljbffr