Enterprise Account Executive, Opticom

About Miovision: At Miovision, we’re unlocking transportation networks that move you. Our vision and mission is to enable smart, fast, safe communities that simply flow, as we drive the Intelligent Mobility Revolution. Backed by the world’s most advanced traffic AI, Miovision’s innovations in traffic signal planning and operations are making it possible for cities to improve the transportation experience for drivers, cyclists and pedestrians. One Miovision: We succeed as one team, uniting diverse talents, building on trust, and putting our shared mission before ego. We're committed to continuous growth, staying curious, building mastery, and embracing challenges as learning opportunities. Earn the customer: We are deeply customer-centric, focused on earning our customers' partnership every day by delivering exceptional experiences that drive their success. A testament to Opticom’s quality and durability is the continuing growth in the customer base, now at over 180,000 intersections and vehicles with over 5,000 customers worldwide. Our success is based on working with communities to provide the best emergency vehicle preemption and transit signal priority systems. As an Enterprise Account Executive, you will operate as a critical, strategic business partner to identify, develop, and close high-value business opportunities within California. You will act as the "General Manager" of your target accounts, maintaining existing customer relationships and growing major net-new business. This role requires orchestrating cross-functional internal teams while successfully navigating, influencing, and negotiating with executive buying committees and distribution networks to drive large-scale adoption of Miovision’s Opticom platform and integrated solutions. Your mission is to ensure Miovision always gets the green light to help cities improve the safety, reliability, and efficiency of their emergency and transit vehicles, optimize traffic flow, reduce congestion and enhance smart mobility. Strategic Account and Territory Penetration: Achieve or exceed quarterly and annual sales quotas by developing and executing comprehensive territory business plans, including market assumptions, forecasting, risks, and mitigation strategies. Lead complex, multi-layered enterprise sales cycles involving significant ambiguity, designing highly customized solutions, pricing models, and non-standard contract structures to secure large wins. Playbook and Action Plan Innovation : Prepare innovative sales action plans and targeted strategies to penetrate complex accounts rather than relying strictly on legacy corporate playbooks. Navigate, influence, and negotiate with executive-level buying committees, senior-level customers, and large public audiences. Build strong, cross-functional alliances internally with Solution Engineering, Legal, Operations, and Customer Success to effectively allocate resources and push through high-stakes enterprise deals. Ecosystem and Channel Management: Develop and maintain high-impact partnerships with strategic distribution partners, engineering consultants, and key stakeholders in the territory. Account Lifecycle Ambassador: Act as an ambassador to enterprise accounts, continuously tracking initial sale success, managing emerging client needs, and maintaining strong, long-term customer satisfaction. Pipeline and Market Discipline: Maintain disciplined pipeline management and a meticulous customer database within Salesforce to provide highly accurate monthly, quarterly, and annual forecasting to leadership. Market Intelligence Feedback: Stay highly current on market challenges, the competitive landscape, and technology evolution to effectively position Miovision's value proposition and feed critical intelligence back to the business. Frequently advise revenue leadership on complex commercial challenges and actively help raise the overall skill level and execution of the broader sales organization. Travel: Represent Miovision in the field (up to 40%). Fully seasoned understanding of complex enterprise solution-selling methodologies, long-cycle B2B/B2G (Government) procurement, and account-based strategy. Understanding of the public safety sector, traffic/transportation or proven experience selling technology to the first responder market (specifically to Fire, EMS, and police). Commercial and Legal Negotiation : Highly skilled in navigating complex pricing models, non-standard deal specifics, and commercial contract negotiations. Matrix Stakeholder Management: Skilled at coordinating massive, matrixed buying units (e.g., Demonstrated ability to lead an internal matrixed teams (Product, Engineering, Executive Sponsors, Legal) to align against a shared account target. Executive Communication Mastery : Exceptional verbal, written, and presentation skills with a proven room-command to articulate abstract value propositions to senior public and private stakeholders. CRM and Database Discipline: Advanced proficiency in CRM tools (Salesforce) for programmatic pipeline building, territory documentation, and structured forecasting. Demonstrated self-sufficiency and quick learning capacity with the ability to absorb complex operational instructions rapidly and execute with minimal supervision. Travel: Represent Miovision in the field (up to 40% travel required and must be able to travel freely between the USA and Canada). Comprehensive Coverage: Your well-being is covered from day one with comprehensive health benefits, 24/7 virtual healthcare access, and dedicated wellness programs. Financial Future: Truly unplug with our unique Mio-Days and flexible vacation policy. Work & Life Support: We support you with flexible work options, an internet subsidy, a remote work allowance, and enhanced leave for new parents. Apply now and let's start building together! We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Please indicate if you require accommodation on your application, and our team will work with you to meet your accessibility needs. Miovision may use artificial intelligence (AI) to assist in the hiring process for tasks such as helping to identify qualified candidates, taking meeting notes, creating summaries, and streamlining administrative work. PLEASE BE AWARE OF FRAUD: We communicate directly with applicants and will not request banking information, payment, or fees during any point of the recruitment process. If you suspect that a third party is impersonating Miovision or requesting payment for recruitment on behalf of Miovision, please alert us via View email address on click.appcast.io.