Account Executive – West Coast Preferred

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🕒 Julho 17

🏄 California – Remoto

🏄 California – Remote

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

🧑‍💼 Executivo de Contas

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TMSfirst

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2014

🚗 Transporte

📦 Logística

Transport • Logistics • Supply Chain

A TMSfirst é um sistema de gerenciamento de transporte (TMS) que fornece soluções ágeis e baseadas em nuvem para visibilidade e análise da cadeia de suprimentos. Projetada para empresas globais, a TMSfirst ajuda os clientes a reduzir custos de transporte e melhorar a eficiência, integrando todos os modos de movimentação de produtos, incluindo marítimo, aéreo, ferroviário, granel, FTL e LTL em uma única plataforma. Suas funcionalidades impulsionadas por IA otimizam processos logísticos e de aquisição, garantindo visibilidade em tempo real, harmonização de dados e gerenciamento otimizado de frete para empresas que lidam com desafios complexos na cadeia de suprimentos.

Descrição

• Carry a full individual quota on named accounts within the West territory. • Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end. • Maintain 3–5x pipeline coverage against quota; keep MEDDPICC current on every active deal. • Negotiate agreements and manage the full sales cycle from prospecting to a signed deal. • Build and maintain a healthy, accurately staged pipeline against quarterly quota. • Submit a weekly forecast with commit/upside/downside discipline. • Maintain HubSpot hygiene on all opportunities (stage, next step, close date, MEDDPICC fields). • Apply the MEDDPICC framework to every qualified opportunity. • Build and own account plans for top accounts in the territory; multi-thread within key accounts. • Partner with the Regional Sales Director on territory and account tiering (T1/T2/T3). • Provide Marketing with feedback on ICP, messaging, and content gaps based on field conversations. • Partner with Sales Engineering on technical discovery and POC execution. • Represent CIQ at regional industry events and customer engagements as needed.

🎯 Requisitos

• 3–5+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts. • Consistent quota attainment (≥100%) across multiple years. • Working knowledge of MEDDPICC, MEDDIC, Challenger, or an equivalent sales methodology. • Hands-on experience with HubSpot or Salesforce for forecasting, pipeline management, and deal hygiene. • Experience selling software, SaaS, infrastructure, or open-source-adjacent commercial offerings to IT/engineering buyers. • Based in San Francisco, Los Angeles, or Orange County, CA; comfortable with a field-based role and regular in-market customer travel. • Bachelor's degree or equivalent professional experience.

🏖️ Benefícios

• Medical, dental, and vision insurance. • Flexible paid time off. • Employee stock options. • Remote work; no travel required for most positions.