Senior Account Executive

Salary
$90,000–$140,000 (base + commission)

About the Company

PCS Software, Inc. is an AI platform for the transportation logistics marketspace, providing the trucking industry’s most effective transportation management platform (TMP) to improve fleet management and delivery systems and increase profits for our customers.

Through invention, our software customizes work routines, combines workflows, and streamlines management controls to improve accountability, transparency, and remove costly and repetitive manual processes.

Trucking companies and freight brokers trust PCS to make their dispatch, accounting, and fleet operations better. TL, LTL, Intermodal, and freight brokerage services use our TMP to automate operations, easily access information, and reduce inefficiencies to get the most sales and revenue.

Founded in 1997 and located in Houston, Texas, PCS Software is the main developer of hosted software solutions made specifically for the ground transportation industry.

Job Description: Senior Account Executive

As a Senior Account Executive, you will be responsible for building the PCS Software client base and getting new business logos by contacting new prospects through cold calling and on-site customer visits, and closing multi-year licensing agreements. This needs strong product knowledge, excellent written and spoken communication skills, critical thinking and problem-solving skills, as well as steady follow-through and solid organization skills to give the best service to our transportation and logistics customers. The Senior Account Executive must have a strong "hunter" mindset and a proven record of meeting and going over past sales KPIs over the last 5 years.

This position is based in Tennessee with about 20% scheduled regional travel to meet with clients on-site and to go to trade shows and customer events. This position has a base salary plus a monthly commission structure for a very good total compensation package.

Responsibilities

• Follow up with current lead opportunities and contact new prospects by calling out. This position gives you full control since you will get about 50% of your sales qualified opportunities from the marketing and business development team, but you will always be responsible for finding about 50% of your leads from your own outbound hunting.
• Strategically build a strong pipeline to make sure the quota is met consistently. You will have an annual goal, but we pay commissions monthly, so if money motivates you, this is a great plan!
• Work with Platform Engineers to set up demonstrations that show specific parts of the PCS platform and do your own product demonstrations when needed.
• Give amazing customer service to potential clients as a representative and face of the company. More important is that you know the customer's transportation business problems completely because you act as a trusted advisor and business partner to our customers. You need to know not only the PCS product offering completely, but also understand the specific needs that challenge the transportation and logistics industry, using the value of our platform, services, and training resources to solve top-priority problems.
• Find decision-makers and build relationships with key players to create interest and close deals.
• Record daily sales activity and share information regarding prospects and opportunities via Salesforce.com.
• You will complete the full sales cycle starting with the first contact, then with constant follow-up calls, negotiate and close sales agreements, and closely support your clients from the pre-sales phase through the implementation process.

Requirements

• 5+ years of direct and inside sales experience focusing on small and medium transportation businesses.
• 5+ years proven ability to hunt and look for sales opportunities through outbound calling, face-to-face customer meetings, and industry marketing events and campaigns.
• B2B phone sales experience is required.
• 2+ years sales experience in one of the following: Transportation or Logistics Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience.
• CRM experience, preferably Salesforce.
• Shown ability to consistently reach and go over quota. This is not a relaxed role where you take over accounts and take orders. You are dealing with transportation industry clients who work long hours, are constantly stressed, and need to know you support them.
• Proven ability to manage leads, manage a pipeline, and forecast. You need to be good with business math. We want you to know your numbers completely.
• Proven record of selling solutions over the phone and in the field with persuasive closing techniques and preferably formal sales method and/or software demo training.

Benefits

PCS Software, Inc. is the perfect mix of a fun work environment that rewards your hard work with amazing chances for career growth and personal development. If you want to be the newest member of an energetic group of technology leaders in an innovative and entrepreneurial setting, then apply online today to start building solutions that customers will love to use and join a company that truly rewards your challenging work and values your talented contributions.

PCS Software, Inc. is also considered one of the best places to work because of our competitive pay plans, complete benefits plan with choices for medical, dental, and vision premiums for you and your dependents, 401k with a 4% match, unlimited PTO package, optional term life insurance and disability insurance, a truly creative and fun working environment, paid training and development chances, employee recognition programs, and amazing chances for career growth and personal development, not to mention a chance to work with some of the best coworkers you will ever meet!

Location

• Primary Work Location: remote from your home address in the Nashville, TN regional area.
• Approximately 20% scheduled regional travel.

Work Authorization

PCS Software, Inc. will only hire those who are legally allowed to work in the United States. This is not a job for which sponsorship is provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.