Account Executive

About the Role
We’re looking for a hunter-first Account Executive who thrives in a full-cycle sales role. You will own all net-new business — from prospecting to close — including inbound leads, cold outbound, and opportunities originating from trade shows.

This is a high-impact position where you’ll identify opportunities, uncover pain points, run compelling demos, craft proposals, and close deals with universities, municipal transit agencies, and nonprofit organizations.

If you are a proactive, scrappy seller who loves building pipeline, running discovery, and selling consultatively, you’ll excel here.

What You’ll Do

Pipeline Generation & Prospecting

• Drive outbound activity (email, social, phone) to generate new meetings
• Respond to and qualify inbound leads quickly and professionally
• Build relationships within transit, mobility, and university communities
• Maintain a consistent pipeline of qualified opportunities

Full-Cycle Sales Ownership

• Run strong discovery to understand operational challenges and goals
• Tailor demos and presentations to each prospect’s needs
• Clearly position value vs. legacy or under-supported competitors
• Build proposals, pricing, and supporting materials that drive urgency
• Navigate procurement processes, including RFPs where required
• Manage Salesforce pipeline accurately and proactively

Collaboration & Market Engagement

• Partner with marketing to improve outbound messaging and lead generation
• Coordinate with implementation and finance teams for smooth deal handoffs
• Attend ~6 trade shows per year to represent the business and source opportunities

What Makes You a Great Fit

Required

• 3–5+ years of SaaS, gov-tech, or B2B technology full-cycle sales experience
• Proven hunter mindset — consistently generating your own pipeline
• Strong discovery skills and ability to translate pain into compelling value
• Confident delivering demos to directors, transit leaders, and university stakeholders
• Ability to differentiate solutions with confidence and professionalism
• Experience selling into municipalities, universities, nonprofits, or complex procurement environments
• Strong written and verbal communication skills
• Experience using CRM tools (Salesforce preferred)