Account Executive - Channel & Direct Sales — B2B SaaS (Fleet Industry)
India, Auburn, Alabama, us, 36831
About the Role:
We’re hiring a proactive Account Executive - Channel & Direct Sales — B2B SaaS (Fleet Industry) to drive revenue through both partner channels and direct enterprise accounts for our Fleet Management SaaS platform. You will build and manage partner relationships while owning a book of direct accounts, executing GTM motions, and closing deals across fleet operators, logistics, leasing firms, OEMs and last mile delivery providers.
The Account Executive for Mobilisights is a key sales executive role which will build upon the market momentum to drive new as well as recurring revenue growth in the region for Stellantis’ SaaS business through both Direct and Channel actions.
Key Responsibilities:
Build and execute combined channel and direct sales strategies to achieve regional quotas in support of BU strategy.
Own a direct sales territory: prospect, demo, qualify, negotiate and close deals with fleet operators and enterprise buyers.
Recruit, onboard, enable and manage channel partners (Dealers, Resellers, SIs, OEM partners, leasing firms); run partner training, certification, and co-sell initiatives.
Run joint account planning and co-selling with partners; coordinate lead routing, deal registration, and incentive structures.
Develop sales collateral, playbooks, pricing models, demo scripts and ROI business cases for both partner and direct motions in collaboration with Mobilisights Product, Marketing, and Business Operations Teams.
Manage full sales cycle and pipeline forecasting in CRM; maintain accurate deal stages and revenue forecasts.
Collaborate with Product, and Business Solutions and Services teams to execute pilots, POCs and ensure customer onboarding and retention.
Track partner and direct performance metrics; optimize partner mix, incentives, and coverage to maximize ARR and margins.
Provide market and competitive feedback to influence product roadmap and pricing.
Basic Qualifications:
Bachelor’s degree in Business, Engineering, or related field required.
A minimum of 5 years sales experience combining direct enterprise and channel partner selling, preferably in B2B SaaS.
Experience selling into fleet, transportation, logistics, automotive or IoT ecosystems highly preferred.
Proven track record meeting quotas through both direct deals and partner-sourced revenue.
Strong understanding of channel economics (MDF, deal registration, margins) and direct enterprise procurement.
Comfortable engaging C-level and operational stakeholders; consultative selling skills.
Excellent communication, negotiation, stakeholder management and cross-functional coordination skills.
CRM and pipeline management experience (Salesforce, HubSpot, etc.).
Preferred Qualifications:
Familiarity with fleet telematics, vehicle hardware integrations, telematics devices, route optimization, fuel management or EV/charging solutions.
Experience with CRM platforms (SFDC, HubSpot) and sales enablement tools.
Analytical approach to forecasting, territory planning and partner performance metrics.
Willingness to travel for customer and partner meetings and industry events.
Key Performance Indicators (KPIs):
Total ARR / revenue (channel-sourced + direct-sourced)
Number of closed deals and ACV by motion
Partner pipeline contribution, partner activation and win rates
Sales quota attainment and deal velocity
Customer retention / churn rate and time-to-value
Margin per deal and partner margin performance
Competitive base salary + commission tied to combined channel and direct revenue targets.
Health, dental, retirement benefits, professional development allowance, flexible work policy and travel support.
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The Account Executive for Mobilisights is a key sales executive role which will build upon the market momentum to drive new as well as recurring revenue growth in the region for Stellantis’ SaaS business through both Direct and Channel actions.
Key Responsibilities:
Build and execute combined channel and direct sales strategies to achieve regional quotas in support of BU strategy.
Own a direct sales territory: prospect, demo, qualify, negotiate and close deals with fleet operators and enterprise buyers.
Recruit, onboard, enable and manage channel partners (Dealers, Resellers, SIs, OEM partners, leasing firms); run partner training, certification, and co-sell initiatives.
Run joint account planning and co-selling with partners; coordinate lead routing, deal registration, and incentive structures.
Develop sales collateral, playbooks, pricing models, demo scripts and ROI business cases for both partner and direct motions in collaboration with Mobilisights Product, Marketing, and Business Operations Teams.
Manage full sales cycle and pipeline forecasting in CRM; maintain accurate deal stages and revenue forecasts.
Collaborate with Product, and Business Solutions and Services teams to execute pilots, POCs and ensure customer onboarding and retention.
Track partner and direct performance metrics; optimize partner mix, incentives, and coverage to maximize ARR and margins.
Provide market and competitive feedback to influence product roadmap and pricing.
Basic Qualifications:
Bachelor’s degree in Business, Engineering, or related field required.
A minimum of 5 years sales experience combining direct enterprise and channel partner selling, preferably in B2B SaaS.
Experience selling into fleet, transportation, logistics, automotive or IoT ecosystems highly preferred.
Proven track record meeting quotas through both direct deals and partner-sourced revenue.
Strong understanding of channel economics (MDF, deal registration, margins) and direct enterprise procurement.
Comfortable engaging C-level and operational stakeholders; consultative selling skills.
Excellent communication, negotiation, stakeholder management and cross-functional coordination skills.
CRM and pipeline management experience (Salesforce, HubSpot, etc.).
Preferred Qualifications:
Familiarity with fleet telematics, vehicle hardware integrations, telematics devices, route optimization, fuel management or EV/charging solutions.
Experience with CRM platforms (SFDC, HubSpot) and sales enablement tools.
Analytical approach to forecasting, territory planning and partner performance metrics.
Willingness to travel for customer and partner meetings and industry events.
Key Performance Indicators (KPIs):
Total ARR / revenue (channel-sourced + direct-sourced)
Number of closed deals and ACV by motion
Partner pipeline contribution, partner activation and win rates
Sales quota attainment and deal velocity
Customer retention / churn rate and time-to-value
Margin per deal and partner margin performance
Competitive base salary + commission tied to combined channel and direct revenue targets.
Health, dental, retirement benefits, professional development allowance, flexible work policy and travel support.
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