Account Executive - Municipalities (Central-West Territory)

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

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 Friday's