Account Executive (Mid-Atlantic)

About Routeware, Inc.

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Our Mission:

• Transform waste collection to drive a better future for generations to come.

Our Values:

• Adaptability - The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation, supporting our customers to stay ahead.
• Mission-driven - At Routeware, it matters to us that our work has a lasting positive impact on our customers' outcomes, our fellow team members' well-being, and the long-term sustainability of our environment.
• Human-first - While technology drives our products; the real, live, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

Location: Remote East Coast USA - Preferably Carolinas or Virginia.

RESPONSIBILITIES

• Achieve monthly, quarterly, and annual sales targets established by the CRO
• Achieve lead generation, prospecting, and other sales management goals designed to build an optimal sales pipeline.
• Personally, develop strong, long-term relationships and referrals with senior management within assigned territories.
• Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentations, RFI response, RFP submission, negotiation, and deal signing. The candidate is the focal point for all communication and sales activities with prospects.
• Work closely with Routeware’s pre-sales, post-sales, and executive management teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
• Adhere to all Routeware Sales, Human Resources, and corporate ethical policies, standards, and guidelines.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.
• Travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, and ongoing relationship-building

REQUIREMENTS

• Demonstrated success in new business acquisition and customer development selling in an enterprise software and/or IT services/technology environment.
• Demonstration of consistent over-achievement of client acquisition and sales revenue targets.
• Demonstrated success with enterprise software offerings under license and SaaS models.
• At least 3 – 5 years of direct sales experience in an enterprise software and/or IT services/technology environment. Experience in the waste industry and/or other fleet technology sales is a plus.
• Experience with vendor selection processes, including RFI and RFP issuance and response management.
• Ability to maintain a strong territory management focus during sales cycles that are typically six months to one year in duration.
• Demonstrated ability to manage often complex negotiations with senior-level business and technology executives.
• Thorough command of English, both written and spoken.
• Strong verbal and written communication skills for customer communications, proposal generation, etc.
• Negotiation skills for six and seven-figure enterprise-wide contracts.
• Bachelor’s degree required

BENEFITS

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
• Paid parental leave
• Medical and Dependent FSA
• 401K match
• Unlimited PTO
• Ten company holidays
• 1 Volunteer day
• Summer Friday's
  Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.