Account Executive (Software)

Job Description This is a remote position. Account Executive (Software Sales) You will be responsible for driving net-new software revenue growth across the Northern United States (Virginia north to New England and the Midwestern States) by identifying, shaping, and closing high-value opportunities within the transportation and Intelligent Transportation Systems (ITS) market. This individual is a proactive originator of opportunities, someone who thrives on creating demand, opening doors, and converting complex challenges into measurable outcomes for customers. The role works closely with a focused regional team (including a Sales Development Representative (SDR) and Customer Success Manager (CSM)) and is accountable for building pipeline, winning new business, and expanding strategic customer relationships. Success in this role requires creative solution selling, the ability to align technology to “metrics that matter” (safety, mobility, reliability, sustainability, and ROI), and a strong understanding of how to deliver long-term value to agencies and stakeholders. DUTIES: Identify, shape, and advance new software opportunities across state DOTs, counties, municipalities, and regional agencies. Act as a market builder, proactively generating pipeline through industry relationships, insight-driven outreach, and strategic positioning. Develop and execute territory strategies that expand their footprint and influence across the Southern region. Lead consultative, solution-oriented sales engagements focused on solving real transportation challenges. Translate customer needs into high-value, outcome-driven solutions leveraging Centracs Mobility and the broader ecosystem. Craft compelling business cases that clearly articulate ROI, performance improvement, and long-term value creation. Lead and align SDR and CSM activities to maximize pipeline development, deal progression, and customer success. Drive disciplined execution across the full sales lifecycle from opportunity creation through qualification, solution development, negotiation, and close. Maintain a high-quality, accurate, and up-to-date pipeline within the Microsoft Dynamics CRM system, ensuring opportunities, activities, forecasts, and customer interactions are properly documented and tracked. Build trusted relationships with transportation leaders, traffic engineers, consultants, and contractors while leveraging an established ITS network to accelerate opportunity development and credibility in the market. Serve as a thought leader in mobility by representing them at industry events, including ITE, ITS America, and regional forums. Develop accurate forecasts, territory plans, booking projections, and revenue forecasts while maintaining a transparent, well-managed pipeline. Analyze customer needs, funding trends, and competitive positioning to inform territory and account strategies. Partner with Product, Marketing, and Professional Services teams to align solutions with market needs and ensure a seamless transition from sales to implementation and customer success. QUALIFICATIONS: Bachelor's Degree in Business, Engineering, Transportation, or a related field required; MBA preferred. 7–12+ years of experience in software or solution sales, preferably within transportation, ITS, or smart city markets. Demonstrated success developing, managing, and closing complex enterprise-level sales opportunities. Strong understanding of traffic engineering principles, Advanced Traffic Management Systems (ATMS), signal systems, or mobility platforms. Established network within the ITS and transportation industry strongly preferred. Experience coordinating or leading supporting sales functions, including SDRs and Customer Success Managers, preferred. Proven proficiency with CRM platforms, forecasting tools, and structured sales methodologies. Demonstrated ability to create, develop, and close new business opportunities. Advanced consultative and solution-selling skills. Ability to connect technology solutions to quantifiable customer outcomes and performance metrics. Strong competency in CRM systems, pipeline management, forecasting, and data-driven sales execution. Executive presence with excellent communication, presentation, and negotiation skills. Highly self-motivated, strategic, and results-oriented. Ability to operate effectively in complex, multi-stakeholder environments. Strong collaboration and team leadership orientation with accountability for shared success. BUSINESS TRAVEL: Greater than 50% or as needed to customer locations and company facilities.