Account Executive - Channel & Direct Sales — B2B SaaS (Fleet Industry)
Mobilisights, Auburn Hills, Michigan, United States, 48326
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.
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.
Our Benefits — Designed With You In Mind Comprehensive Health & Well-being Coverage From your very first day, you’ll have access to medical, dental, vision, and prescription drug coverage — ensuring you and your family stay healthy and protected. Also, our Employee Assistance Program (EAP) offers confidential support for personal and professional challenges, always ready when you need it.
Family Building Benefit We proudly support all paths to parenthood- including fertility and infertility treatments, adoption services, and gestational surrogacy.
Generous Paid Time Off We believe in work-life balance. That’s why we offer: 17+ paid holidays, including shut-down from December 24th through New Years Day every year. Vacation, float & wellbeing days, sick time and fully paid parental leave when your family needs you most.
Competitive Retirement Savings Plans We Help You Plan For The Future With
An employer match on contributions to your 401k, Roth, and Catch-Up plans
An employer contribution, even if you don’t contribute
Income Protection & Insurance Options Benefit from both employer-provided and voluntary plan offerings, including life insurance, group accident, critical illness, etc. - supporting the needs of you and your family and ensuring peace of mind.
Company Vehicle Lease Program Eligible employees and their immediate families can participate in the company vehicle lease program, providing access to Stellantis vehicles with insurance, maintenance, and unlimited miles included. Plus, take advantage of exclusive discounts on Stellantis products.
Support for Your Growth and Giving Back
Tuition reimbursement
Student loan refinancing programs
18 paid volunteer hours each year to make a difference in your community
And so much more! When you join us, you’re not just building a career — you’re joining a company that supports you, inside and outside of work.
At Stellantis, we assess candidates based on qualifications, merit, and business needs. We welcome applications from all people without regard to sex, age, ethnicity, nationality, religion, sexual orientation, disability, or any characteristic protected by law. We believe that diverse teams reflect our identity as a global company, enabling us to better address the evolving needs of our customers and care for our future.
EOE / Disability / Veteran
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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.
Our Benefits — Designed With You In Mind Comprehensive Health & Well-being Coverage From your very first day, you’ll have access to medical, dental, vision, and prescription drug coverage — ensuring you and your family stay healthy and protected. Also, our Employee Assistance Program (EAP) offers confidential support for personal and professional challenges, always ready when you need it.
Family Building Benefit We proudly support all paths to parenthood- including fertility and infertility treatments, adoption services, and gestational surrogacy.
Generous Paid Time Off We believe in work-life balance. That’s why we offer: 17+ paid holidays, including shut-down from December 24th through New Years Day every year. Vacation, float & wellbeing days, sick time and fully paid parental leave when your family needs you most.
Competitive Retirement Savings Plans We Help You Plan For The Future With
An employer match on contributions to your 401k, Roth, and Catch-Up plans
An employer contribution, even if you don’t contribute
Income Protection & Insurance Options Benefit from both employer-provided and voluntary plan offerings, including life insurance, group accident, critical illness, etc. - supporting the needs of you and your family and ensuring peace of mind.
Company Vehicle Lease Program Eligible employees and their immediate families can participate in the company vehicle lease program, providing access to Stellantis vehicles with insurance, maintenance, and unlimited miles included. Plus, take advantage of exclusive discounts on Stellantis products.
Support for Your Growth and Giving Back
Tuition reimbursement
Student loan refinancing programs
18 paid volunteer hours each year to make a difference in your community
And so much more! When you join us, you’re not just building a career — you’re joining a company that supports you, inside and outside of work.
At Stellantis, we assess candidates based on qualifications, merit, and business needs. We welcome applications from all people without regard to sex, age, ethnicity, nationality, religion, sexual orientation, disability, or any characteristic protected by law. We believe that diverse teams reflect our identity as a global company, enabling us to better address the evolving needs of our customers and care for our future.
EOE / Disability / Veteran
#J-18808-Ljbffr