Account Executive

Job Summary:

Job Description:

We are seeking a motivated and results-driven Account Executive to join our sales team. In this role, you will be responsible for identifying, prospecting, and closing new business opportunities within the government sector - specifically public transit. You will be selling our SaaS-based software solutions designed to address the complex challenges faced by government organizations.

The Position

• Reporting to the Director of Sales
• Manage complex sales cycles and navigate medium to large transit agencies/government organizations
• Identify and qualify leads through cold calling, networking, attending industry events, and leveraging partnerships
• Maintain accurate records of sales activities, opportunities, and pipeline through HubSpot
• Provide regular updates on sales progress, forecasts, and metrics to leadership
• Build and maintain strong, long-term relationships with key stakeholders within government agencies
• Focus on value-based selling and position the core differentiators of Trapeze RISC in a way that clearly shows our customers what they will receive for their commitments to us
• Lead negotiations of contracts and pricing with government clients, ensuring compliance with procurement guidelines and achieving mutually beneficial terms
• Work closely with internal teams to create tailored proposals, ensuring alignment with agency specifications and contract requirements
• Collaborate with product, marketing, and customer success teams to ensure successful product implementations and drive customer retention

The Person:

• Minimum of 2-5 years of successful sales experience, within the SaaS or technology space, experience with government contracts and procurement is a plus.
• Sales Hunter - Focused on driving new revenue growth by uncovering new opportunities
• Excellent verbal and written communication skills, with the ability to present to and influence senior decision-makers
• Ability to work effectively independently (remote) and in a team environment with regular cross-department communication
• Must have a positive attitude, self-motivated, organized, and innovative
• Comfort with technology solutions, particularly SaaS products, and the ability to learn and adapt to new software and tools quickly
• Bachelor’s degree in Business, Marketing, or a related field (or equivalent work experience)
• Willingness to travel as needed (50%) for client meetings, industry events, and conferences

Responsibilities

• Provide Enterprise product offering based on facts and an understanding of the customer's current/future needs
• Manage complex sales cycles and navigating large transit authority/government organizations and processes.
• Responsible and committed to effectively organizing workload to exceed sales metrics and accurately forecast all revenue opportunities in a timely manner in Salesforce.com
• Develops strategically viable and well-planned sales opportunities with a target set of accounts/customers.
• Focus on value-based selling and position the core differentiators of Trapeze in a way that clearly shows our customers what they will receive for their commitments to us
• Proposal response and strategy are also important elements of the day-to-day tasks
• Must travel minimum 50% of the time; working at account sites, conferences, exhibitions and workshops

Why Us:

• Work at the forefront of cutting-edge SaaS technology in the government sector
• Opportunity to make an impact within communities to improve the transit experience for all riders
• We foster a collaborative, growth-oriented culture
• Competitive base salary with uncapped commission plus bonus
• Comprehensive benefits package including health, dental, and vision coverage, 401(k) plan, and more