Account Executive – Software

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🔥 28 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $165k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Tiger Resourcing Group

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2002

🎖️ Defense

💼 Consulting

📦 Logistics

Defense • Consulting • Logistics

Tiger Resourcing Group is a specialist recruitment firm focused on sourcing talent for IT, digital, and engineering roles. With more than 20 years' experience and offices in the UK and US, they provide tailored, transparent recruitment solutions and market insight across sub-sectors such as software, cloud, cybersecurity, defence, and space systems. The firm emphasizes long-term relationships, cultural alignment, diversity and inclusion, and places candidates into B2B technology and engineering organisations.

📋 Description

• 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.

🎯 Requirements

• 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.