Account Executive - Municipalities (Tri-State Territory - NY, NJ, PA)

Routeware, Inc.

8h • $200,000 - $250,000

About The Position

The Account Executive is responsible for driving sales of Routeware’s offerings to municipalities across an assigned territory in New York, New Jersey, and Pennsylvania. The role manages the full sales cycle, from prospecting and lead generation through presentations, RFI and RFP responses, negotiation, and deal signing. It builds and maintains long-term relationships with city officials, public works members, and other key stakeholders, while coordinating with Routeware’s pre-sales, post-sales, and executive management teams to align proposed solutions with customer needs.

The position requires regular travel within the territory, disciplined pipeline and CRM management, accurate forecasting, and effective management of sales cycles that may last six months to a year. Compensation is listed as $200,000–$250,000 OTE, with a 50/50 split.

Routeware is an Equal Opportunity Employer. Employment decisions are based on job requirements, business needs, and individual qualifications, without regard to protected characteristics or statuses.

Requirements

• 2–5 years of direct sales experience in software, SaaS, IT services, or a technology environment.
• Demonstrated success in new business acquisition and customer development within software and/or technology sales.
• Consistent record of achieving 90–120% or more of quota and exceeding revenue targets.
• Public sector sales experience.
• Experience selling enterprise software under license and SaaS models.
• Experience with vendor selection processes, including RFI and RFP issuance and response management.
• Ability to travel 50%–70% within the assigned territory.
• Strong consultative selling and discovery skills.
• 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.

Nice To Haves

• Familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger Sales.
• Experience in the waste industry and/or fleet technology sales.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets.
• Meet lead-generation, prospecting, and other sales management goals to build an optimal sales pipeline.
• Develop strong, long-term relationships and referrals with city officials, public works members, and key stakeholders in the assigned territory.
• Manage the end-to-end sales process, including initial client communication, on-site presentations, RFI responses, RFP submissions, negotiations, and deal signing.
• Serve as the primary point of contact for prospect and customer communications and sales activities.
• Work with Routeware’s pre-sales, post-sales, and executive management teams to ensure proposed offerings and services meet customers’ business and technology needs.
• Travel regularly within the assigned territory for lead generation, customer meetings, sales presentations, contract negotiations, conferences, and relationship-building.
• Generate and manage self-sourced pipeline opportunities.
• Manage sales pipeline activity and provide accurate forecasts to support revenue planning and business growth.
• Maintain disciplined CRM practices and provide regular, data-driven forecasting updates to leadership.
• Manage territory throughout sales cycles that may range from six months to one year.
• Manage complex negotiations with senior-level business and technology executives.
• Follow Routeware sales, human resources, and corporate ethical policies, standards, and guidelines.
• Use strong communication and presentation skills to establish interest, credibility, and trust with prospects and customers.

Benefits

• Comprehensive benefits, including medical coverage with an HSA option, vision, dental, 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