Account Executive, Upsell (Customer Growth Captain)
RTA: The Fleet Success Company, Glendale, Arizona, us, 85318
Overview
The team at RTA is looking for an
Account Executive, Upsell (Customer Growth Captain) . This role owns revenue expansion within our existing customer base by identifying growth opportunities, diagnosing fleet operational needs, and aligning the right RTA solutions (modules, services, add-ons, package upgrades, and increased license usage) to drive measurable customer outcomes. This position plays a key part in not only the success of our company, but ultimately in the success of our clients.
What We’re Looking For In General, Someone Who:
Feels at home being a member of a healthy team and is willing to hold others accountable as well as be held accountable. (Trust and collaboration are essential.)
Passionately cares about our clients and helping them be more successful. Our clients are fleet managers, parts clerks, automotive technicians, and they maintain everything from squad cars to school buses so that everyone comes home safely at the end of the day.
Thinks of themselves less, while not thinking less of themselves. They are other-centric and compassionate.
Is willing to lift boxes, clean floors, and hold doors if that’s what it takes to get something done.
Loves to read, learn, grow, and stretch themselves. Bonus points for each book you’ve read by Patrick Lencioni.
Is constantly looking for more: more to learn, more to do, and more opportunity.
Has sales experience. Bonus if they also have fleet experience.
For this job, we are specifically looking for someone who:
Owns expansion revenue across a named book of business (existing customers of 2+ years who have adopted the Fleet360 platform), consistently identifying and closing upsell/upmarket opportunities (add-ons, higher tiers, additional users, services, training, and multi-year expansions).
Runs a disciplined consultative sales motion with existing customers: discovery, value mapping, ROI storytelling, proposal, negotiation, and close—coordinating with Customer Success, Support, and Product.
Translates fleet operations into solutions by speaking fluently about fleet workflows (maintenance, parts, work orders, inspections, PMs, inventory, compliance, reporting) and connecting those workflows to product value.
Creates clean pipeline visibility (accurate forecasting, documented next steps, deal strategy notes) and works the process without needing reminders.
Operates like a customer advocate and a closer—protecting retention by addressing friction early, while still driving meaningful revenue growth.
Key Responsibilities / Job Outcomes
Expansion Revenue Growth: Achieve and exceed monthly/annual expansion targets through upsell and upmarket motions within the existing customer base.
Pipeline Health & Forecast Accuracy: Maintain a healthy expansion pipeline and deliver reliable weekly/monthly forecasts with clear next steps and close plans.
Customer Value Realization: Increase product adoption and realized customer outcomes by aligning solutions to operational needs and ensuring the right internal follow-through.
Upgrade Conversion Efficiency: Improve conversion from opportunity identification to closed-won upgrades via repeatable playbooks, stakeholder mapping, and ROI-based proposals.
Cross-Functional Execution: Drive strong internal coordination (Success, Support, Implementation, Product) to both generate leads and remove blockers, delivering a smooth post-sale experience.
Compensation & Benefits Total compensation for the role is $150k OTE (base + bonus). This is a full-time, remote role with a 5-10% travel expectation. Our benefits include medical insurance, 401k with 6% Safe Harbor match, life insurance options for employees and families, unlimited PTO, and other standard offerings.
About Us Founded in 1979, RTA has earned a reputation for knowledge and customer service. Our purpose is to help fleets succeed with a caring, family-oriented atmosphere. We work with clients across sectors including school buses, emergency vehicles, ambulances, and public transit. We offer open, bright offices with benefits and opportunities to connect with leadership.
Local candidate notes: From the east side, you’re about 25 minutes from downtown Scottsdale with easy access to the 101. If you’re outside Glendale, AZ, remote work is possible for the right person.
#J-18808-Ljbffr
The team at RTA is looking for an
Account Executive, Upsell (Customer Growth Captain) . This role owns revenue expansion within our existing customer base by identifying growth opportunities, diagnosing fleet operational needs, and aligning the right RTA solutions (modules, services, add-ons, package upgrades, and increased license usage) to drive measurable customer outcomes. This position plays a key part in not only the success of our company, but ultimately in the success of our clients.
What We’re Looking For In General, Someone Who:
Feels at home being a member of a healthy team and is willing to hold others accountable as well as be held accountable. (Trust and collaboration are essential.)
Passionately cares about our clients and helping them be more successful. Our clients are fleet managers, parts clerks, automotive technicians, and they maintain everything from squad cars to school buses so that everyone comes home safely at the end of the day.
Thinks of themselves less, while not thinking less of themselves. They are other-centric and compassionate.
Is willing to lift boxes, clean floors, and hold doors if that’s what it takes to get something done.
Loves to read, learn, grow, and stretch themselves. Bonus points for each book you’ve read by Patrick Lencioni.
Is constantly looking for more: more to learn, more to do, and more opportunity.
Has sales experience. Bonus if they also have fleet experience.
For this job, we are specifically looking for someone who:
Owns expansion revenue across a named book of business (existing customers of 2+ years who have adopted the Fleet360 platform), consistently identifying and closing upsell/upmarket opportunities (add-ons, higher tiers, additional users, services, training, and multi-year expansions).
Runs a disciplined consultative sales motion with existing customers: discovery, value mapping, ROI storytelling, proposal, negotiation, and close—coordinating with Customer Success, Support, and Product.
Translates fleet operations into solutions by speaking fluently about fleet workflows (maintenance, parts, work orders, inspections, PMs, inventory, compliance, reporting) and connecting those workflows to product value.
Creates clean pipeline visibility (accurate forecasting, documented next steps, deal strategy notes) and works the process without needing reminders.
Operates like a customer advocate and a closer—protecting retention by addressing friction early, while still driving meaningful revenue growth.
Key Responsibilities / Job Outcomes
Expansion Revenue Growth: Achieve and exceed monthly/annual expansion targets through upsell and upmarket motions within the existing customer base.
Pipeline Health & Forecast Accuracy: Maintain a healthy expansion pipeline and deliver reliable weekly/monthly forecasts with clear next steps and close plans.
Customer Value Realization: Increase product adoption and realized customer outcomes by aligning solutions to operational needs and ensuring the right internal follow-through.
Upgrade Conversion Efficiency: Improve conversion from opportunity identification to closed-won upgrades via repeatable playbooks, stakeholder mapping, and ROI-based proposals.
Cross-Functional Execution: Drive strong internal coordination (Success, Support, Implementation, Product) to both generate leads and remove blockers, delivering a smooth post-sale experience.
Compensation & Benefits Total compensation for the role is $150k OTE (base + bonus). This is a full-time, remote role with a 5-10% travel expectation. Our benefits include medical insurance, 401k with 6% Safe Harbor match, life insurance options for employees and families, unlimited PTO, and other standard offerings.
About Us Founded in 1979, RTA has earned a reputation for knowledge and customer service. Our purpose is to help fleets succeed with a caring, family-oriented atmosphere. We work with clients across sectors including school buses, emergency vehicles, ambulances, and public transit. We offer open, bright offices with benefits and opportunities to connect with leadership.
Local candidate notes: From the east side, you’re about 25 minutes from downtown Scottsdale with easy access to the 101. If you’re outside Glendale, AZ, remote work is possible for the right person.
#J-18808-Ljbffr