Lead Account Executive; Player-Coach

Lead Account Executive; Player-Coach

Position Summary The Lead Account Executive is responsible for driving new business acquisitions by identifying, developing, and closing new Fusion business systems opportunities while managing a team of Account Executives. This role focuses on prospecting, qualifying, and advancing deals through a structured sales process leveraging MEDDICC, Challenger Sales, and Jolt methodologies to uncover customer pain, build compelling business cases, and consistently achieve or exceed annual quota.

Essential Job Functions

• Identify, research, and develop new prospect opportunities within target markets to build a strong and sustainable pipeline.
• Execute a disciplined sales process leveraging MEDDICC, Challenger Sales, and Jolt methodologies to uncover customer pain, build compelling business cases, and consistently achieve or exceed annual quota.
• Coach, develop and manage a team of Account Executive professionals.
• Conduct discovery conversations to uncover critical business pain points, metrics, decision criteria, and economic drivers.
• Build and present compelling business case proposals aligned to customer needs and organizational value.
• Manage the full sales cycle from prospecting through closing, including negotiations and contract execution.
• Consistently meet or exceed assigned annual, quarterly, and monthly revenue quotas.
• Maintain accurate pipeline, forecasting, and activity tracking within Salesforce.
• Collaborate cross-functionally with sales and marketing leadership team members, as well as leaders from other functional groups.
• Represent the company professionally and serve as a trusted advisor to prospective clients.

Essential Knowledge, Skills and Abilities

• Proven track record of achieving or exceeding sales quotas in a B2B environment.
• Strong experience with structured sales methodologies (MEDDICC, Challenger, Jolt preferred).
• Prior sales management experience is required, preferably in the heavy-duty trucking industry and/or software sales.
• Exceptional discovery, listening, and objection-handling skills.
• Ability to build and articulate value-based business cases.
• Strong negotiation and closing skills.
• Experience with Salesforce and sales engagement platforms.
• Ability to thrive in a fast-paced, dynamic environment with minimal supervision.
• High level of organization and attention to detail in managing pipeline and deal execution.
• Ability to successfully coach and develop individual contributors.

Behavioral Attributes

• Learning mindset with a continuous desire to improve and grow
• Coachable and open to feedback and development
• Strong attention to detail and process discipline
• Naturally inquisitive with a curiosity to deeply understand customer challenges
• Excellent listener who prioritizes understanding over pitching
• Demonstrates a strong work ethic and accountability for results

Experience & Education

• Prior sales management experience is required, preferably in the heavy-duty trucking industry and/or software sales.
• 7-10 years of quota-carrying sales experience preferred
• Experience in complex, consultative sales environments
• Bachelor's degree preferred

Income for this role is listed on base Salary + Commission

The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties. Additional responsibilities may be assigned by Karmak.