Strategic Account Executive

About Routeware, Inc.

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Our Mission:

• Transform waste collection to drive a better future for generations to come.

Our Values:

• Adaptability - The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation, supporting our customers to stay ahead.
• Mission-driven - At Routeware, it matters to us that our work has a lasting positive impact on our customers' outcomes, our fellow team members' well-being, and the long-term sustainability of our environment.
• Human-first - While technology drives our products; the real, live, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

POSITION OVERVIEW

The Strategic Account Executive is responsible for driving new business growth by identifying, developing, and closing enterprise-level opportunities within assigned markets. This role focuses on building relationships with senior decision-makers, understanding complex customer challenges, and positioning Routeware's software solutions to deliver measurable business outcomes. The Strategic Account Executive manages the full sales cycle and collaborates closely with cross-functional teams to ensure customer success from initial engagement through contract execution

RESPONSIBILITIES

• Achieve monthly, quarterly, and annual revenue targets within assigned territory and accounts.
• Develop and execute strategic account plans to identify, engage, and expand opportunities with prospective customers.
• Build and maintain relationships with executive-level stakeholders, including Public Works Directors, City Managers, Operations Leaders, and other key decision-makers.
• Manage the end-to-end sales process, including prospecting, discovery, solution presentations, proposal development, contract negotiations, and deal closure.
• Lead customer discovery conversations to understand operational challenges, business objectives, and technology requirements.
• Coordinate internal resources including Sales Engineering, Product, Customer Success, and Professional Services to deliver compelling customer solutions.
• Maintain accurate opportunity forecasting and pipeline management within CRM systems.
• Represent Routeware at industry events, conferences, customer meetings, and networking opportunities.
• Develop a deep understanding of Routeware's products, market position, and competitive landscape.
• Collaborate with Marketing and Business Development teams to generate pipeline and expand market presence.
• Travel as needed to support customer meetings, presentations, and industry events

REQUIREMENTS

• 5+ years of successful B2B software, SaaS, or technology sales experience.
• Demonstrated track record of exceeding quota and closing complex, consultative sales opportunities.
• Experience managing long sales cycles involving multiple stakeholders and decision-makers.
• Strong executive presence with the ability to communicate effectively with senior leadership teams.
• Experience conducting discovery, delivering presentations, and negotiating commercial agreements.
• Ability to develop trusted advisor relationships with customers and prospects.
• Strong organizational skills with the ability to manage multiple opportunities simultaneously.
• Experience using CRM platforms such as Salesforce or HubSpot.
• Self-motivated, results-oriented, and comfortable working in a fast-paced environment.
• Willingness and ability to travel as required.

BENEFITS

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
• Paid parental leave
• Medical and Dependent FSA
• 401K match
• Unlimited PTO
• Ten company holidays
• 1 Volunteer day
• Summer Friday's
  
  Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.

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