Sr. Account Executive

Key Responsibilities

• Develop and execute a comprehensive sales strategy specifically tailored for the commercial vehicle maintenance market, aligning with our FleetME value proposition and revenue goals.
• Identify new market opportunities within trucking, logistics, construction, utilities, public transit, and other commercial fleet segments, analyzing competitive landscapes and emerging technological trends (e.g., EV fleet management, predictive maintenance).
• Achieve ambitious sales targets and KPIs, monitoring performance against complex sales cycles typical of enterprise SaaS and fleet solutions.
• Contribute to the development of pricing strategies that reflect the value of our SaaS solution to fleet operators and maintenance managers.
• Lead the annual sales planning process, including forecasting and resource allocation, considering industry-specific sales cycles and seasonal buying patterns.
• Implement standardized sales processes, methodologies (e.g., MEDDPICC, Challenger Sale), and best practices designed for selling high-value, recurring revenue SaaS.
• Leverage CRM (Hubspot) and other sales enablement tools to track performance, manage complex enterprise pipelines, and generate actionable insights into customer acquisition and retention.
• Analyze sales data, market trends, and competitor activities within the commercial vehicle software space to identify areas for improvement and competitive advantage.
• Ensure compliance with all company policies, procedures, and ethical standards.
• Drive aggressive revenue growth through new client acquisition within commercial fleets, upsell/cross-sell initiatives for existing accounts, and strategic channel development.
• Collaborate closely with Product Development to provide market feedback for product roadmap enhancements, Marketing for targeted campaigns to fleet decision-makers, and Customer Success to ensure seamless onboarding and high retention.
• Identify and cultivate strategic partnerships and alliances within the commercial vehicle ecosystem to expand market reach and integrate our SaaS solution.
• Engage directly in key account management and executive-level negotiations for critical enterprise deals within the commercial vehicle sector.

Qualifications

• Bachelor's degree
• 6+ years of progressive sales and operational experience, with at least 5+ years in a senior leadership role managing national sales selling B2B SaaS solutions
• Proven track record of consistently exceeding ambitious sales targets in the commercial vehicle, fleet management, heavy equipment, or related industrial SaaS market
• Deep understanding of commercial vehicle maintenance operations, fleet lifecycle management, and the challenges faced by fleet managers, maintenance directors, and operations VPs
• Experience with selling complex enterprise software solutions to large organizations with multiple stakeholders
• MBA preferred
• Deep understanding of modern sales methodologies tailored for complex B2B SaaS (e.g., MEDDPICC, Challenger Sale, Account-Based Selling)
• Superior strategic thinking, analytical, and problem-solving abilities, particularly in market analysis for niche industries
• Excellent communication, presentation, and interpersonal skills, with the ability to articulate technical SaaS benefits to non-technical fleet professionals
• Strong negotiation and influencing capabilities at all levels, from shop floor to C-suite
• Ability to thrive in a fast-paced, dynamic, and target-driven environment, adapting to evolving market needs in commercial transportation
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint)