Senior Account Executive

PCS Software, Inc. • Milwaukee, WI

62d • $90,000 - $120,000 • 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, field marketing and events, as well as on site customer visits to closing multi-year SaaS licensing agreements for the PCS transportation management solution (TMS). This requires strong technical product knowledge, being a trusted business advisor to our trucking CEO, CFO, and COO target audience, 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 remote 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 between ($90,000 and $120,000, depending on experience, location, education, and skills) plus a monthly commission structure for a very healthy total compensation package between $100,000 and $200,000. Candidates must have experience selling SaaS solutions to the domestic trucking and transportation industry.

Requirements

• 5+ years of direct sales experience with midsize and enterprise 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.
• 5+ years sales experience in one of the following: Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience is strongly preferred.
• Experience in the domestic trucking, transportation, or logistics industry is a plus!
• CRM experience, preferrably, Salesforce.
• Sales outreach technial experience with HubSpot, LinkedIn Sales Navigator, SalesLoft, ZoomInfo, and CarrierSource.
• 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.
• Comfort level visiting customers in a truck yard or industrial setting.

Nice To Haves

• Experience in the domestic trucking, transportation, or logistics industry is a plus!

Responsibilities

• Follow-up with current lead opportunities and contact new prospects via outbound calling. This position leaves you in total control since you are 100% responsible for sourcing your leads from your own outbound hunting activities plus receiving warm leads from marketing generated activity that you attend as well as online communications and campaigns with potential customres.
• 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.
• Document daily sales activity and communicate 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 and handoff aftr go-live to the Account Management, Customer Success, and Support Teams.

Benefits

• competitive compensation plans
• comprehensive benefits plan with options for up to 100% company paid premiums for medical, dental, and vision insurance for you and your dependents
• 401k with a 4% match
• unlimited PTO package
• optional term life insurance and disability insurance
• a truly creative and fun working environment
• 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