Account Executive – Municipalities, Mountain West Territory

This is a fully remote position, open to applicants in Arizona, +8 more states.

📋 Description

• Meet monthly, quarterly, and yearly sales objectives.

• Attain lead generation, prospecting, and additional sales management targets aimed at cultivating an effective sales pipeline.

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

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

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

• Collaborate closely with Routeware’s pre-sales, post-sales, and executive management teams to ensure that proposed offerings and services align with customer business and technological requirements.

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

• Create and manage self-sourced pipeline opportunities.

• Effectively oversee sales pipeline activities and provide accurate forecasts to support revenue planning and business expansion.

• Maintain disciplined CRM practices and regularly update leadership with data-driven forecasting insights.

• Focus on strong territory management throughout sales cycles that may last from six months to a year.

• Handle complex negotiations with senior business and technology executives.

• Follow all Routeware Sales, Human Resources, and corporate ethical policies, standards, and guidelines.

• Exhibit strong communication and presentation skills to build interest, credibility, and trust with prospects and customers.

⛳️ Requirements

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

• Proven success in acquiring new business and developing customer relationships in the software and/or technology sales sectors.

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

• Required public sector sales experience.

• Experience in selling enterprise software products under license and SaaS models.

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

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

• Strong consultative selling and discovery capabilities.

• Preferred familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger Sales.

• Proficient in CRM platforms, particularly Salesforce.

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

• Strong organizational abilities and attention to detail.

• High degree of coachability, adaptability, and accountability.

• Bachelor’s degree is mandatory.

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

🏝️ 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.