Enterprise Solutions Consultant, ANZ

Job description

## ABOUT NASH Nash is last-mile delivery infrastructure. We help the world's largest retailers and commerce companies orchestrate, optimize, and manage their delivery operations. Founded in San Francisco in 2021, backed by Andreessen Horowitz and Y Combinator, Nash works with enterprise customers across North America, Europe, APAC, and the Middle East. Our platform sits at the center of complex delivery operations: connecting carriers, optimizing routes, managing fleets, and giving operators the visibility and control they need to run delivery at scale. We're not a marketplace. We're the infrastructure layer that makes the whole system work. Every enterprise customer presents a different operational reality. A grocery chain running same-day delivery from hundreds of stores has different constraints than a retailer consolidating three carrier networks into one. Nash doesn't sell a fixed product off a price sheet. We design and configure the system around how each customer actually operates, then deploy with dedicated engineering and product support. ## THE OPPORTUNITY Nash's ANZ business is anchored by some of the region's largest retail and grocery brands: multi-product, multi-year partnerships in which delivery is core infrastructure. This role owns a small number of those relationships in full. In International, customer success and solutions consulting are one seat. The person who designs the technical approach in a deal runs the launch that follows, then manages the account through adoption, performance, and renewal. You'll carry two to three enterprise accounts and the launches that come with them, from the sales cycle through go-live to the multi-year account work after it. This is one of two seats we're opening now in an established ANZ team, alongside two colleagues already in the role. The accounts are large, the operations are complex, and the customer expects the person across the table to know their delivery operation as well as they do. ## WHAT YOU'LL DO ### LEAD TECHNICAL DISCOVERY AND DESIGN Own the technical and operational depth in enterprise sales cycles for your accounts. Run discovery with the customer's engineering and operations teams, define the integration approach, configure the demonstrations and pilots that validate it, and resolve questions on architecture, data, and scale before they reach contract. The designs you produce become the launches you run, so they need to be correct at the point of proposal. ### RUN LAUNCHES FROM SIGNATURE TO STEADY STATE Own implementations for your accounts: requirements, configuration, integration, cutover, operator training, go-live, and the stabilization period that follows. Coordinate the customer's stakeholders and Nash's central engineering and specialist teams where a build requires them, and remain accountable for delivery performance until the operation runs without intervention. ### MANAGE THE BOOK Build durable relationships across your accounts, from the operators running stores and fleets to the executives funding the roadmap. Run the operating rhythm: business reviews, success plans, escalation paths. Track adoption, delivery performance, and platform health, and use them to identify what is underused, what is underperforming, and where the next workstream should be. This role carries no quota. Commercial expansion is owned by sales; this role owns the relationship, the adoption that justifies expansion, and the renewal. ### FEED THE ROADMAP Represent your customers inside Nash. Identify which gaps recur, which requests reflect one account's configuration versus a regional pattern, and what would change a customer's cost structure if Nash built it. Turn account knowledge into specific, prioritized product requests. ## WHAT SUCCESS LOOKS LIKE **First 6 months:** - Full ownership of your accounts, with operating rhythms running and stakeholder maps built - At least one launch run from signature to steady state - Your technical designs in the proposals for every active deal on your accounts - Account health reporting that internal teams use **First 12 months:** - Measurable adoption and delivery performance gains across your accounts - Renewals delivered and expansions landed in partnership with sales - Improvements to how ANZ runs accounts, adopted across the team ## WHO YOU ARE You have 5+ years in customer success, solutions consulting, implementation, or product roles in SaaS or logistics, and you've managed large, complex customer relationships with commercial outcomes attached: renewals, renegotiations, expansions, or major implementations delivered. You are technically capable of running the design half of this role. You can lead discovery with an engineering team, define an integration approach, write basic SQL, and troubleshoot a configuration issue before escalating it. You may have started as an engineer or product manager; either way, you're comfortable in the technical detail. You understand delivery operations. You know why completion rate, cost per order, and ETA accuracy move the way they do, and you can explain it to an executive in a sentence. You communicate quickly, clearly, and concisely, and you're as comfortable with an engineering team as with a C-suite. You handle ambiguity well. The team has an established way of running accounts, but the accounts are large, the product moves quickly, and you will regularly do things for the first time. **This role is probably not right for:** Customer success managers whose job has been renewals and quarterly reviews, with a separate technical team doing the design and implementation. Here that work is yours. ## HOW THIS ROLE WORKS You join Nash's ANZ team alongside two colleagues already in the role, the regional sales lead, and the regional sales team, with direct access to Nash's product and engineering teams. The role reports to the VP & GM, International. Nash is a startup. The team is lean. You'll have significant autonomy and direct access to Nash's founders, product leaders, and engineering team, and you'll be in product discussions regularly, shaping what Nash builds based on what you learn in your accounts. The role is based in Sydney, hybrid, with travel to customer sites across Australia and New Zealand. Scope grows with the book: more accounts, larger launches, and regional responsibility over time. **More about** [**Nash**](http://Nash.AI) ### **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 for US employees