Account Executive, New Business

Job Title: New Business Account Executive

Reporting to: Sr. Director, Sales-New Logo

Location: United States (remote)

VitalEdge is a leading provider of ERP, dealer management, rental, and telematics solutions purpose-built for the heavy equipment industry. We partner with dealers, rental companies, and OEMs across construction, mining, forestry, material handling, and agriculture to help them operate more efficiently and grow their businesses.

The following information provides an overview of the skills, qualities, and qualifications needed for this role.

With more than 800 employees across four continents and customers in more than 20 countries, VitalEdge combines deep industry expertise with modern, cloud-based technology. As we continue expanding our North American and international presence, we’re looking for talented people who want to help shape the next phase of our growth.

Why work for VitalEdge?

We don’t just sell technology, we enable transformation that results in broader societal benefits like building homes and critical infrastructure, growing food and delivering all sorts of products we all rely on for daily life. We exist to ultimately equip the world to keep running. We have more than 60 years of combined experience and three industry-leading software suites and associated apps, with which we will drive the market forward. It’s an exciting time to work for VitalEdge – join us!

Position Overview

VitalEdge is seeking a driven New Business Account Executive to expand our footprint across the heavy equipment dealership market. This is a true new business sales role focused on building pipeline, winning new customers, and driving revenue growth across a large, multi-state territory.

The Account Executive will own the full sales cycle, from prospecting and initial discovery through solution development, commercial negotiation, and close. Rather than inheriting an established book of business, this individual will be responsible for creating opportunities, developing executive relationships, and building a strong presence within their territory.

Our solutions sit at the center of dealership operations, supporting critical functions across sales, service, rental, parts, and finance. The ideal candidate is a proactive hunter who can understand complex operational challenges, build a compelling business case for change, and confidently engage executive-level decision-makers.

Key Responsibilities

New Business Development & Sales

• Own and deliver against an individual sales quota focused on acquiring net-new customers.
• Build and maintain a strong pipeline through proactive prospecting and targeted business development.
• Identify and penetrate high-value dealer groups and competitive accounts across the assigned territory.
• Own the full sales cycle from initial outreach and discovery through solution development, negotiation, and close.
• Lead consultative discovery to understand customer challenges and develop compelling business cases for change.
• Position VitalEdge’s solutions around business outcomes and operational value rather than product features alone.

Territory & Relationship Development

• Develop and execute a territory strategy that prioritizes the highest-value accounts and market opportunities.
• Build trusted relationships with Dealer Principals, GMs, CFOs, and other executive and operational stakeholders.
• Navigate complex buying organizations and effectively influence multiple stakeholders throughout the sales process.
• Maintain consistent market presence through customer visits, industry events, conferences, and other strategic engagements.
• Develop strong knowledge of dealership operations, industry trends, competitive solutions, and the ERP/DMS landscape.

Sales Execution & Collaboration

• Maintain disciplined opportunity management and accurate pipeline and forecasting information within the CRM.
• Partner with Solution Consulting, Product, Marketing, and other internal teams to develop and advance opportunities.
• Develop effective commercial strategies for complex, competitive sales opportunities.
• Share customer, market, and competitive insights to help inform broader sales and go-to-market strategies.

What Success Looks Like

• Consistently achieving or exceeding new business sales targets.
• Building and maintaining a healthy, qualified pipeline.
• Winning net-new customers in competitive sales environments.
• Establishing a strong VitalEdge presence and network within the assigned territory.
• Effectively developing executive relationships and creating urgency around complex business transformation.
• Bringing meaningful customer and market insights back into the organization.

Required Qualifications

• 3+ years of successful B2B sales experience, preferably within SaaS, enterprise software, or another complex solution-selling environment.
• Demonstrated success generating new business through proactive prospecting and outbound sales activities.
• Experience owning full-cycle sales opportunities and consistently working toward individual revenue targets.
• Strong consultative selling, discovery, negotiation, and relationship-building skills.
• Ability to engage and influence business owners, executives, and other senior decision-makers.
• Ability to understand operational challenges and translate them into compelling business cases and solution recommendations.
• Self-directed and accountable, with the ability to effectively manage a large territory and prioritize high-value opportunities.
• Strong communication and collaboration skills with the ability to work effectively across internal teams.
• This is a remote position with approximately 30–40% travel.
• Preference to hire within territory: North Dakota, South Dakota, Nebraska, Kansas, Oklahoma, Missouri, Arkansas, Louisiana, Mississippi, Alabama, Tennessee, Kentucky, and West Virginia.

Preferred Experience

Experience selling into or working within heavy equipment dealerships, equipment rental, service, parts, or similar environments is highly valued, as is experience selling ERP, DMS, rental management, or other operational software solutions.

Our Benefits

We believe in supporting our employees both personally and professionally. xuwmhxw VitalEdge offers a competitive benefits package including medical, dental, and vision coverage, a 401(k) with company matching, and uncapped PTO designed to give our employees flexibility and support throughout the year.

VitalEdge is an Equal Opportunity Employer