Broker Mid Market Account Executive- Expansion

Job Description

Job Description

At Truckstop, we have transformed the entire freight-moving lifecycle with our SaaS solutions.  From freight matching to payments and everything in between, we are the trusted partner for carriers, brokers, and shippers alike. We lead this industry forward with our One Team mindset committing to principles such as assume positive intent, have each other's back, and be your authentic self.  Our drive for greatness produces high expectations, yet our regard for humans is even higher. Join a team of brilliant minds and generous hearts who care deeply about other's success.  

Please note: This is a full-time, in-person role based at our Boise office (1444 S. Entertainment Ave., Boise, ID 83709).

In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for commission based on meeting monthly targets. The On Target Earnings for this position is $123,333.33 if all commission is earned.

Job Summary

An Account Executive in our Middle Market group is responsible for the new net account growth and account retention of Broker, Shipper and Dual Authority customers across a given territory.

This role involves strategic, consultative selling with a lower volume of accounts, fostering deeper relationships across multiple decision makers. The Mid-Market AE works to expand business through thorough account reviews, complex problem-solving, and contract negotiations to drive long-term growth, and being an expert in the needs of a mid-size growing Brokerage.

Essential Job Functions

· Manage a portfolio of 200+ mid-market accounts, typically characterized by higher monthly spend or annual revenue, while consistently meeting and exceeding revenue targets.

· Perform in-depth account reviews and develop tailored solutions for each customer, focusing on value to customers and negotiating proper contractual terms.

· Dedicated time prospecting and researching both New Logo opportunities as well as current customer expansion opportunities in your territory.

· Collaborate closely with support teams to address customer needs and ensure optimal product usage.

· Identify opportunities for long-term contracts, upsells, and cross-sells.

· Own a quarterly net new revenue Quota from existing accounts and new logo, as well as Territory Account Retention goal. Be able to properly forecast and review pipelines to reach goals.

· Keep timely and accurate records in CRM, Salesforce.com

The above description covers the most significant duties performed but does not include other related occasional work that may be assigned or is completed by the employee.

Position Requirements

· College Degree, Preferred.

· 3-5 years of consultative sales experience, ideally in mid-market segments.

· Strong ability to navigate complex sales cycles and negotiate multi-year contracts.

· Exceptional interpersonal skills with a customer-first mindset.

· Strong Executive Presence.

· Strong organizational skills, presentation skills and time management.

· Brokerage Experience, or Freight SaaS experience a plus, not but required.

· Experience with CRM and Cadence Software (Salesforce, Salesloft, Outreach) a plus.

At Truckstop we are dedicated to creating a workplace that is equitable, inclusive, and inspiring for every employee. In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for commission based on meeting monthly targets. Final salary is based on a number of factors including market location, job-related knowledge, education/training, certifications, key skills, experience, internal peer equity as well as business considerations.

The anticipated base pay range for this position is:

$35.58—$35.58 USD

The above description covers the most significant duties performed but does not include other related occasional work that may be assigned or is completed by the employee. 

Truckstop provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 

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