Broker Mid Market Account Executive- Expansion

Job Summary

An Account Executive in our Middle Market group is responsible for the new net account growth and account retention of Broker, Shipper and Dual Authority customers across a given territory. This role involves strategic, consultative selling with a lower volume of accounts, fostering deeper relationships across multiple decision makers. The Mid-Market AE works to expand business through thorough account reviews, complex problem-solving, and contract negotiations to drive long-term growth, and being an expert in the needs of a mid-size growing Brokerage.

Essential Job Functions

• Manage a portfolio of 200+ mid-market accounts, typically characterized by higher monthly spend or annual revenue, while consistently meeting and exceeding revenue targets.
• Perform in-depth account reviews and develop tailored solutions for each customer, focusing on value to customers and negotiating proper contractual terms.
• Dedicated time prospecting and researching both New Logo opportunities as well as current customer expansion opportunities in your territory.
• Collaborate closely with support teams to address customer needs and ensure optimal product usage.
• Identify opportunities for long-term contracts, upsells, and cross-sells.
• Own a quarterly net new revenue Quota from existing accounts and new logo, as well as Territory Account Retention goal. Be able to properly forecast and review pipelines to reach goals.
• Keep timely and accurate records in CRM, Salesforce.com

Position Requirements

• College Degree, Preferred.
• 3-5 years of consultative sales experience, ideally in mid-market segments.
• Strong ability to navigate complex sales cycles and negotiate multi-year contracts.
• Exceptional interpersonal skills with a customer-first mindset.
• Strong Executive Presence.
• Strong organizational skills, presentation skills and time management.
• Brokerage Experience, or Freight SaaS experience a plus, not but required.
• Experience with CRM and Cadence Software (Salesforce, Salesloft, Outreach) a plus.

Pay

The anticipated base pay range for this position is: $35.58 USD - $35.58 USD. The position is also eligible for commission based on meeting monthly targets.