Senior Sales Executive (Heavy Equipment)

What You'll Do:

Billtrust is seeking a Senior Sales Executive to lead strategic sales efforts in identifying, qualifying, and closing new logo customers in the Heavy Equipment vertical. This is a senior-level “hunter” role focused on managing long, complex sales cycles for our best-in-class, SaaS order-to-cash solutions—targeting high-value opportunities with multi-location equipment dealerships and large distributors.

You will engage with senior executives and cross-functional stakeholders at dealerships where AR management, rental billing, service invoicing, and warranty claims require automation and scale. Your ability to understand complex business environments, influence buying decisions, and deliver industry-aligned value will be critical to expanding our presence in this relationship-driven, operationally intensive sector.

With more than a decade of consistent growth, Billtrust offers a platform and reputation that will allow you to maximize your impact while driving innovation and transformation for your customers.

• Identify and close high-value opportunities with heavy equipment dealerships, rental providers, and aftermarket service organizations through strategic prospecting, industry events, networking, and partner referrals.
• Deliver tailored, industry-specific product demonstrations that clearly address challenges in multi-entity billing, dealer management system (DMS) integration, and complex AR processes.
• Build and maintain trusted relationships with senior decision-makers in Finance, Operations, and IT, often across decentralized organizations with regional or national footprints.
• Partner with pre-sales engineers and solution architects to develop strategic proposals that solve critical business problems and deliver measurable ROI.
• Collaborate cross-functionally with Marketing, Sales Development, Product, and Sales Ops to drive top-of-funnel activity, shape messaging, and remove roadblocks throughout the sales cycle.
• Share customer feedback and vertical insights to help evolve Billtrust’s product roadmap, implementation strategy, and go-to-market approach for the heavy equipment industry.
• Influence sales strategy within the vertical by mentoring less experienced reps and contributing to broader team enablement and knowledge sharing.

What You'll Bring to the Team:

• 7+ years of successful experience in full-cycle B2B SaaS sales, preferably with a focus on enterprise accounts or complex/regulated industries.
• Proven ability to consistently meet or exceed quota with deal sizes typically over $150K in ARR and multi-stakeholder buying groups.
• Extensive experience selling into equipment dealerships or adjacent industries (e.g., construction rental, industrial equipment, fleet services); deep understanding of DMS platforms, parts and service workflows, or multi-location billing is highly preferred.
• Background in Payments, AR, AP, ERP, or FinTech solutions is a strong advantage.
• Familiarity with enterprise sales methodologies such as MEDDIC, Challenger, Solution Selling, or Sandler.
• Excellent executive presence and communication skills; confident leading conversations with CFOs, COOs, Controllers, and Directors of Operations.
• Strong discovery and problem-solving capabilities, with the ability to align value to customer KPIs and pain points.
• Technical curiosity, continuous learner mindset, and ability to adapt to evolving buyer needs and vertical trends.
• High level of autonomy and self-direction with a collaborative, team-first mindset.
• CRM expertise (e.g., Salesforce.com) and comfort with sales enablement tools and pipeline management practices.
• Willingness to travel up to 15–20%, typically 2+ customer engagements per month.

Compensation:
The expected base salary range for this position is $120,000 - $150,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.