Account Executive – Municipalities

This is a fully remote position, open to applicants in Idaho, +2 more states.

📋 Description

• Meet monthly, quarterly, and annual sales objectives.

• Achieve goals related to lead generation, prospecting, and sales management to develop an effective sales pipeline.

• Build and maintain strong, long-term relationships with City Officials, Public Works Members, and key stakeholders in the designated territory.

• Oversee the complete sales process, from initial client communication and on-site presentations to RFI responses, RFP submissions, negotiations, and deal finalization.

• Act as the main point of contact for all communication and sales activities with prospects and clients.

• Work closely with pre-sales, post-sales, and executive management teams to ensure our offerings align with customer business and technology requirements.

• Travel frequently within the assigned territory for lead generation, customer meetings, sales presentations, contract negotiations, conferences, and relationship-building.

• Create and manage self-sourced pipeline opportunities.

• Oversee sales pipeline activities and provide accurate forecasts.

• Uphold disciplined CRM practices and offer data-driven forecasting updates to leadership.

• Maintain a focus on territory management throughout sales cycles that range from six months to one year.

• Navigate complex negotiations with senior-level business and technology executives.

• Comply with Routeware’s Sales, Human Resources, and corporate ethical policies, standards, and guidelines.

• Exhibit strong communication and presentation skills to foster interest, credibility, and trust among prospects and customers.

⛳️ Requirements

• 2–5 years of direct sales experience in a software, SaaS, IT services, or technology setting.

• Proven track record in acquiring new business and developing customer relationships within software and/or technology sales.

• Consistent history of achieving 90–120%+ quota attainment and surpassing revenue goals.

• Experience in public sector sales is mandatory.

• Background in selling enterprise software solutions under license and SaaS models.

• Familiarity with vendor selection processes, including RFI issuance and RFP response management.

• Willingness to travel 50%–70% within the assigned territory.

• Strong consultative selling and discovery capabilities.

• Knowledge of structured sales methodologies such as MEDDICC, SPIN, or Challenger Sales is preferred.

• Proficient in using CRM platforms like Salesforce.

• Excellent verbal and written communication skills, including proposal development and customer-facing interactions.

• Strong organizational abilities and attention to detail.

• High degree of coachability, adaptability, and accountability.

• Bachelor’s degree is required.

• Experience in the waste industry and/or fleet technology sales is advantageous.

🏝️ Benefits

• Comprehensive benefits package (medical with HSA option, vision, dental, and life insurance).

• Paid parental leave.

• Medical and Dependent FSA.

• 401K matching.

• Unlimited PTO.

• Ten company holidays.

• One volunteer day.

• Summer Fridays.