Account Executive - SMB

Routeware, Inc. • Roseville, CA

1d • $90,000 - $100,000 • Onsite

About The Position

Routeware is seeking a self-directed Account Executive focused on winning new business among small private waste and recycling haulers, typically operating roughly 1 to 25 trucks. The role is assigned specific markets and is responsible for developing business within them. Most pipeline is expected to come from the Account Executive's own prospecting, with approximately 60% of closed business originating from outbound effort. AI-driven SDR tooling and qualified inbound leads provide support but are not expected to fill the pipeline.

This is a high-velocity sales role with more deals, shorter cycles, and faster decisions than enterprise sales. The Account Executive independently manages the full sales cycle from first contact through signature, primarily by phone and video from the Roseville office. The role is onsite and may require occasional travel within assigned markets and to company events and trade shows.

Requirements

• At least 2 years in a quota-carrying sales role, ideally in SMB or transactional SaaS with a short sales cycle.
• Demonstrated success self-sourcing pipeline, with the ability to describe how a territory was built and the results produced.
• Comfort with cold outreach and high call volume, without needing leads to be handed over to begin conversations.
• Ability to independently manage a full sales cycle from prospecting through closing.
• Credibility with small business owners and operators; a plain-spoken, practical approach and willingness to have conversations in a truck yard.
• Strong organization skills to manage many active deals and follow up consistently.
• Proficiency with CRM and sales engagement tools; Salesforce is preferred.
• Willingness to work daily with AI-assisted prospecting tools.
• Coachable and competitive approach, with interest in feedback and performance metrics.
• Based in or able to relocate to the Roseville, California area; the role is onsite.
• Ability to travel occasionally within assigned markets and for company events and trade shows.

Nice To Haves

• Experience selling to waste haulers, fleet-based operations, field service businesses, or other small operator businesses.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Self-source much of the pipeline through outbound prospecting in assigned markets, using cold calls, email, social outreach, local networking, events, and in-person visits to hauler yards where appropriate.
• Build and maintain a territory plan, including knowledge of operators, truck counts, current systems, and likely buying timelines.
• Work accounts and buying signals surfaced by AI SDR tooling, qualify them quickly, act on them while they are warm, and provide feedback on what converts and what does not.
• Respond to inbound leads within the team's speed-to-lead standard and qualify them against ICP criteria.
• Run the full sales cycle, including discovery, product demonstrations, pricing, proposals, objection handling, and closing.
• Sell directly to owners and operators.
• Meet or exceed monthly and quarterly quota, pipeline generation targets, and team activity standards.
• Maintain accurate, current records of activities, opportunities, and next steps in Salesforce, and provide a trustworthy forecast.
• Manage a high volume of concurrent opportunities and maintain deal follow-up.
• Hand off new SMB customers to Implementation and Customer Success so they can get live quickly and receive what they were sold.
• Share effective messaging, objections, and competitive intelligence with the manager and team.
• Represent Routeware at regional industry events, association meetings, and trade shows as needed.

Benefits

• Comprehensive benefits, including medical insurance with an HSA option, vision insurance, dental insurance, and life insurance
• Paid parental leave
• Medical and Dependent FSA
• 401(k) match
• Unlimited PTO
• Ten company holidays
• One volunteer day
• Summer Fridays

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed