Senior Sales Executive (Heavy Equipment)

Billtrust US Careers

217d • $120,000 - $150,000

About The Position

Billtrust is seeking a Senior Sales Executive to lead strategic sales efforts in identifying, qualifying, and closing new logo customers in the Heavy Equipment vertical. This is a senior-level “hunter” role focused on managing long, complex sales cycles for our best-in-class, SaaS order-to-cash solutions—targeting high-value opportunities with multi-location equipment dealerships and large distributors. You will engage with senior executives and cross-functional stakeholders at dealerships where AR management, rental billing, service invoicing, and warranty claims require automation and scale. Your ability to understand complex business environments, influence buying decisions, and deliver industry-aligned value will be critical to expanding our presence in this relationship-driven, operationally intensive sector. With more than a decade of consistent growth, Billtrust offers a platform and reputation that will allow you to maximize your impact while driving innovation and transformation for your customers.

Requirements

• 7+ years of successful experience in full-cycle B2B SaaS sales, preferably with a focus on enterprise accounts or complex/regulated industries.
• Proven ability to consistently meet or exceed quota with deal sizes typically over $150K in ARR and multi-stakeholder buying groups.
• Extensive experience selling into equipment dealerships or adjacent industries (e.g., construction rental, industrial equipment, fleet services); deep understanding of DMS platforms, parts and service workflows, or multi-location billing is highly preferred.
• Background in Payments, AR, AP, ERP, or FinTech solutions is a strong advantage.
• Familiarity with enterprise sales methodologies such as MEDDIC, Challenger, Solution Selling, or Sandler.
• Excellent executive presence and communication skills; confident leading conversations with CFOs, COOs, Controllers, and Directors of Operations.
• Strong discovery and problem-solving capabilities, with the ability to align value to customer KPIs and pain points.
• Technical curiosity, continuous learner mindset, and ability to adapt to evolving buyer needs and vertical trends.
• High level of autonomy and self-direction with a collaborative, team-first mindset.
• CRM expertise (e.g., Salesforce.com) and comfort with sales enablement tools and pipeline management practices.
• Willingness to travel up to 15–20%, typically 2+ customer engagements per month.

Responsibilities

• Identify and close high-value opportunities with heavy equipment dealerships, rental providers, and aftermarket service organizations through strategic prospecting, industry events, networking, and partner referrals.
• Deliver tailored, industry-specific product demonstrations that clearly address challenges in multi-entity billing, dealer management system (DMS) integration, and complex AR processes.
• Build and maintain trusted relationships with senior decision-makers in Finance, Operations, and IT, often across decentralized organizations with regional or national footprints.
• Partner with pre-sales engineers and solution architects to develop strategic proposals that solve critical business problems and deliver measurable ROI.
• Collaborate cross-functionally with Marketing, Sales Development, Product, and Sales Ops to drive top-of-funnel activity, shape messaging, and remove roadblocks throughout the sales cycle.
• Share customer feedback and vertical insights to help evolve Billtrust’s product roadmap, implementation strategy, and go-to-market approach for the heavy equipment industry.
• Influence sales strategy within the vertical by mentoring less experienced reps and contributing to broader team enablement and knowledge sharing.

Benefits

• Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
• A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
• Flexible Working Hours: We support your lifestyle- the results are what count.
• Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
• Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
• Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
• Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
• Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
• Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
• Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 501-1,000 employees