Account Executive - Municipalities (Northwest Territory)

Routeware, Inc.

4h • $200,000 - $250,000

About The Position

Routeware is hiring an Account Executive to manage municipal sales across Idaho, Montana, and Washington. The role owns the full sales process, from prospecting and lead generation through presentations, RFI and RFP responses, negotiation, and deal signing. The Account Executive builds relationships with city officials, public works members, and other stakeholders, manages a self-sourced pipeline, maintains accurate CRM and forecasts, and works with Routeware’s pre-sales, post-sales, and executive management teams to align solutions with customer needs. Regular travel within the assigned territory is required.

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.
• 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 within the assigned territory.
• Manage the end-to-end sales process, including initial client communication, on-site presentations, RFI responses, RFP submissions, negotiation, 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 customer business and technology needs.
• Travel 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 activity 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 with HSA option, vision, dental, and life insurance.
• Paid parental leave.
• Medical and Dependent FSA.
• 401K match.
• Unlimited PTO.
• Ten company holidays.
• One volunteer day.
• Summer Fridays.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level