Enterprise Account Executive - SaaS

Job Description

The Enterprise Account Executive is a high-energy, customer-focused individual contributor responsible for driving new customer acquisition and revenue growth for Digital Fleet. This is a full-cycle SaaS sales role with direct ownership of prospecting, pipeline creation, opportunity strategy, commercial negotiations and close. As an early member of the Digital Fleet sales team, this role requires a self-starter mentality and will play an important role in not only generating revenue, but also helping establish the go-to-market motion.. The Enterprise Account Executive partners closely with the Customer Experience team to ensure new customers transition smoothly from signed contract to successful onboarding and adoption, protecting early retention and setting the foundation for long-term revenue expansion. The Enterprise Account Executive will engage fleet, operations, finance and executive stakeholders to understand complex operational challenges, quantify business impact and demonstrate how Digital Fleet can help customers gain greater visibility and make better informed decisions across their fleet. This role requires a true new-logo seller who combines disciplined SaaS sales execution with curiosity, business acumen and the ability to navigate complex buying organizations.

Major Responsibilities Prospecting & Pipeline Development

Build and own a qualified pipeline of new-logo opportunities within an assigned territory, market or account segment.

Develop pipeline through direct prospecting, executive outreach, referrals, industry events, marketing programs and other targeted account-development strategies.

Prioritize inbound and outbound leads based on defined ICP fit, business need, buying readiness and potential customer value

Research target accounts and develop thoughtful account strategies based on the customer's business, fleet operations, potential challenges and organizational priorities.

Identify and engage the appropriate operational, technical, financial and executive stakeholders within prospective customers.

Partner with Marketing to leverage campaigns, content, and demand generation programs to supplement outbound efforts Value Selling & Sales Execution

Own thefull-cycle SaaS deals from initial engagement and discovery through close, including needs assessment, customized demos, nosiness case development, proposal development, and contract negotiation

Lead consultative discovery conversations that uncover operational challenges, current processes, business priorities and measurable opportunities for improvement.

Translate Digital Fleet value messaging to specific customer challenges into clear business outcomes including fleet visibility, operational cost reduction, and telematics integration

Deliver product demonstrations that are relevant to the customer's priorities and advance the buying decision rather than relying on feature-led presentations.

Lead commercial discussions including pricing, packaging, negotiation and contract progression. Effectively position Digital Fleet within a competitive market and communicate meaningful differentiation based on customer needs.Customer Handoff & Expansion

Partner closely with the Customer Experience team to ensure a smooth, high quality handoff from signed contract to onboarding; ensuring expectations, business objectives, success measures and commitments established during the sales process transition clearly into the implementation.

Maintain appropriate executive relationships to support to help establish strong early customer partnerships and identify future growth opportunities.

Collaborate with Product, Customer Experience, Marketing and other internal teams to ensure customer feedback and market insight inform broader business decisions. Pipeline Management & Forecast Discipline

Maintain accurate, up-to-date opportunity records, activity logs, and pipeline data in HubSpot

Participate in weekly pipeline reviews with Sales Leadership, providing accurate forecasts based on customer evidenceand defined sales stage criteria.

Take ownership of individual performance against new-logo and recurring revenue objectives

Skills and Requirements

Qualifications

5+ years of successful B2B SaaS, technology or complex solution sales experience, with significant experience acquiring net-new customers.Demonstrated history of meeting or exceeding revenue or ARR targets in a quota-carrying role.

Proficiency in CRM tools (Hubspotpreferred) and sales engagement platforms

Fleet management, transportation, logistics, telematics, maintenance, asset management or related industry experience is a plus.Strong communication, discovery, and presentation skills

Comfortable selling to mid-market and enterprise buyers including Operations, Finance, and C-suite stakeholders

High energy, coachable, competitive, and self-motivated with strong time management skills

Bachelor's degree or equivalent professional experience preferred

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to HR@insightglobal.com.