Senior Account Executive

About the Company

• PCS Software, Inc. is an AI platform for the transportation logistics marketspace.
• Provides the trucking industry’s most effective transportation management platform (TMP).
• TMP improves fleet management, delivery systems, and increases customer profits.
• Software individualizes work routines, consolidates workflows, and streamlines management controls.
• Improves accountability, transparency, and eliminates costly and redundant manual processes.
• Trucking companies and freight brokers trust PCS to optimize dispatch, accounting, and fleet operations.
• TL, LTL, Intermodal, and freight brokerage services use the TMP to automate operations, easily access information, and reduce inefficiencies to maximize sales and revenue.
• Founded in 1997 and located in Houston, Texas.
• Leading developer of hosted software solutions designed specifically for the ground transportation industry.

Responsibilities

• Build the PCS Software client base and procure new business logos.
• Contact new prospects through cold calling and on-site customer visits.
• Close multi-year licensing agreements.
• Follow-up with current lead opportunities and contact new prospects via outbound calling.
• Source approximately 50% of sales qualified opportunities through personal outbound hunting.
• Receive approximately 50% of sales qualified opportunities from the marketing and business development team.
• Strategically build a strong pipeline to ensure quota is consistently met.
• Commissions are paid monthly.
• Coordinate with Platform Engineers to schedule demonstrations highlighting specific elements of the PCS platform.
• Perform product demonstrations as necessary.
• Deliver amazing customer service to potential clients as an ambassador and face of the company.
• Function as a trusted advisor and business partner to customers by understanding their transportation business challenges inside and out.
• Understand the PCS product offering and the domain-specific needs challenging the transportation and logistics industry.
• Leverage the value of the platform, services, and training resources to solve mission-critical issues.
• Identify decision makers and establish relationships with key players to generate interest and close deals.
• Document daily sales activity and communicate information regarding prospects and opportunities via Salesforce.com.
• Complete the full sales cycle, beginning with initial contact.
• Conduct constant follow-up calls, negotiate, and close sales agreements.
• Champion clients from the pre-sales phase through the implementation process.

Requirements

• 5+ years of direct and inside sales experience with a small and medium transportation business focus.
• 5+ years proven ability to hunt and prospect for sales opportunities via outbound calling, face-to-face customer meetings, and industry marketing events and campaigns.
• B2B phone sales experience 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.
• Demonstrated ability to consistently achieve and exceed quota.
• Proven ability to manage leads, manage a pipeline, and forecasting.
• Must be business math savvy and know numbers inside and out.
• Proven record of selling solutions over the phone and in the field with persuasive closing techniques.
• Formal sales methodology and/or software demo training is preferred.
• Must have a strong "hunter" mentality and proven record of meeting and exceeding past sales KPIs over the past 5 years.

Location

• Primary Work Location: Midwest USA region (Tennessee, Illinois, Indiana, Wisconsin, Missouri).
• Work from home address located near a metro area with easy access to an airport.
• Must be within driveable distance to major cities like Chicago, St. Louis, Milwaukee, Detroit, Nashville, Chattanooga, etc.
• Approximately 30% scheduled regional travel to meet with clients on site and to attend trade shows and customer events.

Salary

• Base salary range based on experience: $90,000 to $120,000.
• Monthly commission structure.
• Total compensation package range: $100,000 to $140,000 annually for meeting quota.

Benefits

• Competitive compensation plans.
• Comprehensive benefits plan with options 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.
• Truly creative and fun working environment.
• Paid training and development opportunities.
• Employee recognition programs.
• Amazing opportunities for career growth and personal development.

How to Apply

• Apply online today.
• No calls or agencies please.
• PCS Software, Inc. will only employ those legally authorized to work in the United States. Sponsorship is not provided for this position. Individuals needing sponsorship now or in the future are not eligible for hire.