Senior Account Executive

PCS Software • Des Moines, IA

4d • $90,000 - $200,000 • Remote

About The Position

As a Senior Account Executive, you will be responsible for building the PCS Software client base and procuring new business logos by contacting new prospects through cold calling and on site customer visits and closing multi-year licensing agreements. This requires strong product knowledge, excellent written and verbal communication skills, critical thinking and problem-solving skills, as well as consistent follow-through and solid organizational skills in order to provide best-in-class service to our transportation and logistics customers. The Senior Account Executive must have a strong "hunter" mentality and proven record of meeting and exceeding past sales KPI's over the past 5 years. This position is based in the United States, so the successful candidate is within a driveable distance to a major airport with approximately 30% scheduled regional travel to meet with clients on site and to attend trade shows and customer events. This position has a base salary range based on your existing years of experience in a similar role ($90,000 to $120,000), plus a monthly commission structure for a very healthy total compensation package range of $100,000 to $200,000 annually for the hard working individual who is focused on meeting quota.

Requirements

• 5+ years of direct and inside sales experience with SMB and enterpise transportation business focus.
• 5+ years proven ability to hunt and prospect for sales opportunities via outbound calling, F2F customer meetings, and industry marketing events and campaigns.
• B2B phone sales experience required.
• 2+ years sales experience in one of the following: Transportation or Logistics Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience.
• CRM experience, preferrably, Salesforce.
• Outreach technology experience preferred using ZoomInfo, SalesLoft, LinkedIn Sales Navigator, CarrierSource, and Hubspot.
• Demonstrated ability to consistently achieve and exceed quota. This is not a laid back role where you inherit accounts and take orders. You are dealing with transportation industry clients who work long hours, are constantly stressed, and need to know you have their back.
• Proven ability to manage leads, manage a pipeline, and forecasting. You will need to be business math savvy. We want you to know your numbers inside and out.
• Proven record of selling solutions over the phone and in the field with persuasive closing techniques and preferrably formal sales methodology and/or software demo training.

Responsibilities

• This position is full life-cycle sales focused on mid-market and enterprise clients that will involve strong follow-up with your current lead opportunities and constantly contacting new prospects via outbound calling, online email campaigns, onsite visits, marketing and trade show event attendance, user groups, and charity events. This position leaves you in total control since you will be responsible for sourcing about 100% of your leads from your own outbound hunting.
• Strategically build a strong pipeline to ensure quota is consistently met. You will have an annual goal, but we pay commissions monthly, so if you are motivated by money, then this is a great plan!
• Coordinate with the Platform Engineers to schedule demonstrations that highlight specific elements of the PCS platform and perform your own product demonstrations as necessary.
• Deliver amazing customer service to potential clients as an ambassador and face of the company, but more important is for you to know the customer's transportation business challenges inside and out because you function as a trusted advisor and business partner to our customers. You need to understand not only the PCS product offering inside and out, but understand the domain specific needs that challenge the transportation and logistics industry and leveraging the value of our platform, services, and training resources to solve mission critical issues.
• Identify decision makers and establish relationships with key players to generate interest and close deals.
• Strong CRM data entry is required for this role by documenting your daily sales activities and communicating information regarding prospects and opportunities via Salesforce.com.
• You will complete the full sales cycle filled with potential prospects beginning with the initial contact and then with constant follow-up calls, negotiate and close sales agreements, and closely champion your clients from pre-sales phase through the implementation process before handing off the account to the Account Manager and Customer Success and Support Teams.

Benefits

• competitive compensation plans
• comprehensive benefits plan with options for medical, dental, and vision premiums for you and your dependents
• 401k with a 4% match
• unlimited PTO package
• optional term life insurance and disability insurance
• paid training and development opportunities
• employee recognition programs
• amazing opportunities for career growth and personal development

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees