Senior Account Executive, Tolling

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

📋 Description

• Take ownership of an annual sales quota and generate new revenue within the tolling sector.

• Create and oversee a multi-million-dollar pipeline of qualified opportunities.

• Conduct prospecting activities targeting tolling agencies and related transportation organizations.

• Manage the complete sales process from prospecting and discovery to proposal, negotiation, and closure.

• Maintain strategies for opportunities, next steps, stakeholder maps, close plans, Salesforce pipeline, activity, and forecasts.

• Cultivate relationships with executives from toll agencies, procurement teams, technology leaders, and strategic partners.

• Identify opportunities at an early stage and influence positioning prior to the release of an RFP.

• Lead or assist in RFP responses, presentations, demonstrations, and oral interviews.

• Collaborate cross-functionally with Product, Legal, Solutions, Implementation, and other PayNearMe teams.

• Clearly communicate PayNearMe’s value proposition and link payment capabilities to measurable outcomes for agencies.

• Comprehend customer payment ecosystems, including cards, ACH, digital wallets, cash, payment gateways, merchant services, and emerging payment methods.

• Position PayNearMe to enhance the customer payment experience, digital adoption, payment acceptance, operational efficiency, and overall cost of payment acceptance.

• Develop business cases and value-driven proposals for complex opportunities.

• Achieve bookings/quota attainment, create and cover pipeline, secure new tolling agency opportunities, generate partner-led opportunities, maintain win rate, ensure forecast accuracy, and uphold disciplined opportunity progression.

⛳️ Requirements

• A minimum of 7 years of proven enterprise B2G sales experience in tolling and transportation, payments, fintech, SaaS, and Tolling Back Office Systems.

• Proven track record of meeting or surpassing an annual sales quota.

• Experience managing long-cycle, complex public sector sales and navigating the tolling ecosystem.

• Familiarity with government RFPs and procurement processes is highly preferred.

• Established relationships within the tolling or transportation industry are essential.

• Strong skills in prospecting, discovery, presentation, demonstration, negotiation, and closing.

• Ability to foster relationships with agency customers and strategic partners.

• Strong discipline in pipeline management and forecasting.

• Experience with Salesforce or a similar CRM and new AI tools.

• Willingness to travel for customer meetings, industry events, and conferences as necessary.

🏝️ Benefits

• Competitive salary and benefits package, including options for growth-company stock grants.

• Stock options with standard startup vesting - 1-year cliff; 4 years total.

• Monthly communication expense stipend of $50 to assist with phone/internet bills.

• $250 stipend to enhance your work-from-home setup.

• Reimbursement for peripheral equipment: monitor (up to $400), keyboard, and mouse (up to $200).

• Comprehensive medical benefits, including vision and dental (100% coverage for employees).

• Company-sponsored life and disability insurance.

• Paid parental bonding leave.

• Paid sick leave, jury duty, and bereavement leave.

• 401k retirement plan.

• Flexible Time Off (our team members typically take around 3-4 weeks off per year).

• Volunteer Time Off.

• 13 scheduled holidays.