Account Executive – Software

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Identify, shape, and promote new software opportunities across state Departments of Transportation (DOTs), counties, municipalities, and regional agencies.

• Function as a market developer, proactively building a pipeline through industry connections, insight-driven outreach, and strategic positioning.

• Create and implement territory strategies aimed at expanding their footprint and influence throughout the Southern region.

• Lead consultative, solution-focused sales engagements that address genuine transportation challenges.

• Convert customer requirements into high-value, outcome-oriented solutions utilizing Centracs Mobility and the broader ecosystem.

• Develop persuasive business cases that effectively convey ROI, performance enhancements, and long-term value creation.

• Guide and align Sales Development Representative (SDR) and Customer Success Manager (CSM) activities to optimize pipeline development, deal progression, and customer satisfaction.

• Ensure disciplined execution throughout the entire sales lifecycle, from opportunity creation to qualification, solution development, negotiation, and closure.

• Maintain a high-quality, accurate, and current pipeline in the Microsoft Dynamics CRM system, ensuring that opportunities, activities, forecasts, and customer interactions are thoroughly documented and tracked.

• Establish trusted relationships with transportation leaders, traffic engineers, consultants, and contractors while utilizing an established Intelligent Transportation Systems (ITS) network to expedite opportunity development and enhance credibility in the market.

• Act as a thought leader in mobility by representing the organization at industry events, including ITE, ITS America, and regional forums.

• Create accurate forecasts, territory plans, booking projections, and revenue forecasts while upholding a transparent, well-managed pipeline.

• Analyze customer needs, funding trends, and competitive positioning to guide territory and account strategies.

• Collaborate with Product, Marketing, and Professional Services teams to align solutions with market demands and ensure a smooth transition from sales to implementation and customer success.

⛳️ Requirements

• Bachelor’s Degree in Business, Engineering, Transportation, or a related field is required; MBA is preferred.

• 7–12+ years of experience in software or solution sales, ideally within transportation, ITS, or smart city sectors.

• Proven success in developing, managing, and closing complex enterprise-level sales opportunities.

• Strong comprehension of traffic engineering principles, Advanced Traffic Management Systems (ATMS), signal systems, or mobility platforms.

• Established network within the ITS and transportation industry is highly preferred.

• Experience coordinating or leading supportive sales functions, including SDRs and Customer Success Managers, is preferred.

• Proven proficiency with CRM platforms, forecasting tools, and structured sales methodologies.

• Demonstrated capability to create, develop, and close new business opportunities.

• Advanced consultative and solution-selling abilities.

• Ability to link technology solutions to measurable customer outcomes and performance metrics.

• Strong competency in CRM systems, pipeline management, forecasting, and data-driven sales execution.

• Executive presence with outstanding communication, presentation, and negotiation skills.

• Highly self-motivated, strategic, and results-focused.

• Capability to operate effectively in complex, multi-stakeholder environments.

• Strong collaboration and team leadership orientation with accountability for collective success.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.