Account Executive - Municipalities (Central-West Territory)

Responsibilities

• Achieve monthly, quarterly, and annual sales targets established by the CRO
• 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 senior management within assigned territories
• 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
• Work closely with Routeware's pre-sales, post-sales, and executive management teams to ensure that proposed offerings and services fully meet customers' business and technology needs
• Adhere to all Routeware Sales, Human Resources, and corporate ethical policies, standards, and guidelines
• Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust
• Travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, and ongoing relationship-building

Requirements

• Demonstrated success in new business acquisition and customer development selling in an enterprise software and/or IT services/technology environment
• Demonstration of consistent over-achievement of client acquisition and sales revenue targets
• Demonstrated success with enterprise software offerings under license and SaaS models
• At least 2–5 years of direct sales experience in an enterprise software and/or IT services/technology environment (waste industry and/or fleet technology sales a plus)
• Experience with vendor selection processes, including RFI and RFP issuance and response management
• Ability to maintain strong territory management focus during sales cycles that are typically six months to one year in duration
• Demonstrated ability to manage often complex negotiations with senior-level business and technology executives
• Thorough command of English, both written and spoken
• Strong verbal and written communication skills for customer communications, proposal generation, etc.
• Negotiation skills for six and seven-figure enterprise-wide contracts
• Bachelor's degree required

Compensation

• 200k–250k OTE (50/50 split)

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