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The Sr. Account Executive for Commercial Vehicle Maintenance SaaS is a critical role responsible for driving the sales performance of our Fleet Maintenance Ecosystem of solutions (FleetME) to exceed national revenue targets. This individual will possess deep domain expertise in the commercial vehicle, fleet management, and heavy equipment maintenance industry, coupled with a proven track record in selling complex B2B SaaS solutions. You will be a visionary leader, an expert in sales methodologies tailored for enterprise accounts, and a skilled closer. The National Sales Director will be instrumental in developing and implementing scalable sales processes and significantly expanding our market share within the commercial vehicle maintenance space.
Key Responsibilities:
- Strategic Sales & Industry Focus:
- Develop and execute a comprehensive sales strategy specifically tailored for the commercial vehicle maintenance market, aligning with our FleetME value proposition and revenue goals.
- Identify new market opportunities within trucking, logistics, construction, utilities, public transit, and other commercial fleet segments, analyzing competitive landscapes and emerging technological trends (e.g., EV fleet management, predictive maintenance).
- Achieve ambitious sales targets and KPIs, monitoring performance against complex sales cycles typical of enterprise SaaS and fleet solutions.
- Contribute to the development of pricing strategies that reflect the value of our SaaS solution to fleet operators and maintenance managers.
- Lead the annual sales planning process, including forecasting and resource allocation, considering industry-specific sales cycles and seasonal buying patterns.
- Sales Operations & Process Optimization for Enterprise SaaS:
- Implement standardized sales processes, methodologies (e.g., MEDDPICC, Challenger Sale), and best practices designed for selling high-value, recurring revenue SaaS.
- Leverage CRM (Hubspot) and other sales enablement tools to track performance, manage complex enterprise pipelines, and generate actionable insights into customer acquisition and retention.
- Analyze sales data, market trends, and competitor activities within the commercial vehicle software space to identify areas for improvement and competitive advantage.
- Ensure compliance with all company policies, procedures, and ethical standards.
- Revenue Growth & Market Expansion (Fleet & Commercial):
- Drive aggressive revenue growth through new client acquisition within commercial fleets, upsell/cross-sell initiatives for existing accounts, and strategic channel development.
- Collaborate closely with Product Development to provide market feedback for product roadmap enhancements, Marketing for targeted campaigns to fleet decision-makers, and Customer Success to ensure seamless onboarding and high retention.
- Identify and cultivate strategic partnerships and alliances within the commercial vehicle ecosystem to expand market reach and integrate our SaaS solution.
- Engage directly in key account management and executive-level negotiations for critical enterprise deals within the commercial vehicle sector.
- Reporting & Communication:
- Role reports to Head of GTM in North America.
- Provide regular, accurate, and insightful sales forecasts, performance reports, and market analyses to senior leadership, focusing on SaaS metrics.
- Clearly communicate sales strategies, goals, and progress to the regional GTM organization.
- Represent the sales organization in executive leadership meetings and cross-functional initiatives, articulating the voice of the commercial fleet customer.