Account Executive (West)

HeadLight, founded in 2005, delivers industry-leading technology to transportation construction teams. Our photo-driven inspection and verification technology enables clients to streamline and mobilize project inspections, communications, and documentation leading to superior project deliveries. The HeadLight platform has been used on transportation construction projects nationwide. Customers include large departments of transportation, top-tier consulting engineering firms, contractors, equipment manufacturers, and industry-related materials companies.

What You’ll Do As an Account Executive with HeadLight’s Growth Team:

• Working with Segment Leaders, you will establish a vision and plan to guide your long-term approach to new logo pipeline generation within your defined region.
• You will consistently deliver ARR revenue targets to support HeadLight’s YoY growth – dedication to the number and to deadlines.
• Develop and execute consultative/solution sales tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
• Identify, pursue, engage, and close sales opportunities with top public- and private-sector accounts in your region.
• In collaboration with Solutions Engineering team, guide prospects on appropriate and value-focused solution sets from among HeadLight’s suite of solutions.
• Explore the full spectrum of relationships and business possibilities across the client's entire org chart.
• Expand relationships and orchestrate complex deals across more diverse business stake-holders.
• Provide guidance and coordination to other Growth team members involved in the sales cycle as needed to deliver bookings.
• Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions, including Marketing and Communications, Operations, Customer Experience, and Solutions.
• Position HeadLight’s solutions at both the functional and "business value" level with target stakeholders.
• Champion HeadLight to prospective clients during sales presentations, site visits, industry event attendance, and product demonstrations.

How You’ll Be Successful

• We Invest with Intention:  With limited time, we choose our investments carefully to maximize our impact. We prioritize investments in understanding, leading to better decisions. We choose investments that will pay dividends over time. We invest as a team, with shared purpose and drive.
• We Bias Towards Action: We choose to act fast and be nimble. We seek data to guide our actions, take calculated risks, and evaluate our successes and failures. We celebrate our wins, and learn from our mistakes.
• We Cultivate Ownership Culture: We hold each other accountable for delivering outcomes that achieve shared goals. We seek opportunities to tap in, and make decisions and commitments in service to company growth.
• We Are Customer Focused: We are strategic partners, listening and guiding without bias. We work to deeply understand our customers to help reach shared goals, leveraging our technology and collective expertise. We deliver best-in-class products and solutions in service of infrastructure.
•  We Embrace Growth Mindset: We embrace learning, viewing challenges not as barriers to progress, but rather as opportunities for growth. We are comfortable with being uncomfortable. We know when to lean in and when to ask for help.

Requirements

• You have 5+ years experience in full-cycle sales experience in B2B and/or B2G SaaS with an exceptional track record of meeting/exceeding sales targets.
• You have experience in negotiating and closing SaaS deal sizes of at least $100k/year in terms of annual contract value (ACV) and sales cycles of 4-6 months.
• Ready to travel (up to 30% of the time) to customers in the Western US
• You possess excellent communication & interpersonal skills and can liaise effectively with senior stakeholders.
• You are comfortable using Sales Enablement platforms and CRM (eg. Salesforce).
• You are results-driven, tenacious, and a strong team player.
• You have experience selling complex software solutions with the construction and infrastructure industries.

Benefits

• Accrued PTO
• Sick Time
• 401k Match
• Employee Paid Medical, Dental, and Vision Premiums
• Home Office subsidy

• Monthly Telecommunications Reimbursement
• Salary Range: $110-130K base compensation plus additional uncapped commission incentive