Account Executive - Municipalities (Mountain West Territory)

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety, and make our world a greener place. Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our work environment is collaborative, dynamic, fast-paced, and fun, with a strong appreciation for innovation and initiative.

Mission: Transform waste collection to drive a better future for generations to come.

Values:

• Adaptability: The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation.
• Mission-driven: Our work has a lasting positive impact on customers' outcomes, team members' well-being, and environmental sustainability.
• Human-first: While technology drives our products, the real, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

Ideally targeting candidates in Arizona. Territory covers CO, AZ, NM, UT, WY, ND, SD, MT, and NE.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets.
• Achieve lead generation, prospecting, and other sales management goals designed to build an optimal sales pipeline.
• Personally develop strong, long-term relationships and referrals with City Officials, Public Works Members, and key stakeholders within assigned territory.
• Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentations, RFI response, RFP submission, negotiation, and deal signing.
• Serve as the primary point of contact for all communication and sales activities with prospects and customers.
• Work closely with Routeware’s pre-sales, post-sales, and executive management teams to ensure proposed offerings and services meet customer business and technology needs.
• Travel regularly within the assigned territory to support lead generation, customer meetings, sales presentations, contract negotiations, conferences, and ongoing relationship-building.
• Generate and manage self-sourced pipeline opportunities.
• Effectively manage sales pipeline activity and deliver accurate forecasts to support revenue planning and business growth.
• Maintain disciplined CRM practices and provide data-driven forecasting updates to leadership on a regular cadence.
• Maintain strong territory management focus throughout sales cycles that may range from six months to one year.
• Manage complex negotiations with senior-level business and technology executives.
• Adhere to all Routeware Sales, Human Resources, and corporate ethical policies, standards, and guidelines.
• Demonstrate strong communication and presentation skills to establish interest, credibility, and trust with prospects and customers.

Requirements

• 2–5 years of direct sales experience in a software, SaaS, IT services, or technology environment.
• Demonstrated success in new business acquisition and customer development within software and/or technology sales.
• Consistent history of achieving 90–120%+ quota attainment and exceeding revenue targets.
• Public sector sales experience required.
• Experience selling enterprise software offerings under license and SaaS models.
• Experience with vendor selection processes, including RFI and RFP issuance and response management.
• Ability to travel 50%–70% within assigned territory.
• Strong consultative selling and discovery skills.
• Familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger Sales preferred.
• Proficiency with CRM platforms such as Salesforce.
• Strong verbal and written communication skills, including proposal generation and customer-facing communications.
• Strong organizational skills and attention to detail.
• High level of coachability, adaptability, and accountability.
• Bachelor’s degree required.
• Experience in the waste industry and/or fleet technology sales is a plus.

Pay

$200,000 - $250,000 OTE (50/50 Split) per year.

Benefits

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance).
• Paid parental leave.
• Medical and Dependent FSA.
• 401K match.
• Unlimited PTO.
• Ten company holidays.
• 1 Volunteer day.
• Summer Fridays.