Account Executive - Material Management Solution (MMS)

About AlignOps

AlignOps is a rapidly growing technology provider that serves the construction industry. We are made up of individuals who share a common commitment to innovation, creativity, integrity, and delivery beyond our customers’ expectations.

AlignOps delivers operational tools to scale and grow the construction business. With powerful solutions that are configurable to meet the unique needs of our customers, Align Technologies powers construction operations to increase productivity, improve safety, and deliver more profitable projects. As a technology partner, we transform operational data into a strategic asset that provides the visibility and control to make informed decisions that yield tangible results.

We seek talented individuals who thrive in a dynamic, challenging, and rewarding work environment and emulate humility, drive, transparency, and customer service in everything they do.

Job Description

The Account Executive - Material Management Solution (MMS) is instrumental in driving growth by introducing Align’s FleetWatcher solution to prospective Material Management clients. Your primary responsibility is to deliver targeted, in-depth product demonstrations, utilizing question-based selling techniques to thoroughly understand and challenge prospects, demonstrating how FleetWatcher can optimize its business operations.

In this role, you will conduct detailed analyses of each prospect's business, identifying operational inefficiencies and positioning FleetWatcher as the solution to improve their performance. Your discovery process will be tailored to the client’s industry, their specific needs, and the product capabilities, ensuring that you understand their current operations and can demonstrate how FleetWatcher enhances operational efficiencies.

Success in this role requires a strategic understanding of client goals, challenges, timelines, budgets, and their decision-making process, enabling you to position Align and the FleetWatcher product as a critical tool for achieving their business objectives.

RESPONSIBILITIES

• Consistently meet or exceed bookings targets, driving revenue growth and contributing to organizational success.

• Optimize and manage your personal sales funnel, ensuring daily updates to Salesforce (SFDC) for accurate tracking and reporting.

• Lead complex deals from initial contact to close, adhering to the sales process in a dynamic and fast-paced environment.
• Effectively and proactively prospect for new leads through outbound efforts and qualify inbound opportunities to expand your pipeline.
• Identify, develop, and maintain executive-level relationships (C-Level and VP-Level) to address business needs), leveraging technical resources to support strategic discussions as required.
• Demonstrate comprehensive product fluency, confidently communicating and presenting FleetWatcher solutions to internal and external stakeholders at any stage of the sales cycle.
• Collaborate strategically with Customer Success partners to prioritize and capture upsell and expansion opportunities within existing accounts.
• Leverage Salesforce CRM to ensure accurate, timely sales activity tracking, logging all activities to maintain complete and compliant records.
• Partner with management to deliver accurate forecasts, identify emerging trends, and recommend actionable solutions to overcome challenges and capitalize on opportunities.
• Stay informed of industry trends, competitive landscape, and product developments that could impact your sales strategies and positioning.
• Represent the company at industry events, conferences, and trade shows, actively networking and building relationships to drive business growth and expand market presence.
• Challenge prospects strategically, articulating the value of technology and data to improve profitability and operational efficiency for potential customers.
• Achieve a consistent closing rate above 30%, with a stretch goal of 40%+, to continuously drive high performance.
• Lead and contribute to team success, offering sales training insights during team meetings and strategy sessions to enhance overall team performance.
• Prepare for strategic discussions by reviewing key CSM notes, aligning meeting objectives, and pre-setting agendas for optimal client interactions.
• Utilize the company’s knowledge base and resources effectively to support sales engagements and ensure best-in-class service delivery.
• Stay informed of commission structures to fully understand earning potential and align your sales performance to maximize incentives.
• Apply the principles from The Challenger Sale, Never Split the Difference, and Extreme Ownership to refine your sales strategies and leadership approach, integrating these insights into daily interactions to enhance performance and achieve measurable results.
• Other duties as assigned.

QUALIFICATIONS

• Demonstrate self-motivation and a strong drive for results.
• Bring 3-5 years of experience as a quota-carrying sales representative, consistently achieving and exceeding goals.
• Adapt effectively to change in a rapidly growing company, showcasing resilience and flexibility.
• Exhibit strong discovery and pipeline management skills, ensuring accurate personal and team performance forecasting.
• Utilize various selling methods, including phone, online, and in-person, to effectively reach and engage clients.
• Confidently engage with Business Owners, CEOs, CFOs, and VPs of Operations, Project Management, and Logistics to discuss solutions and build relationships.
  
• Show willingness to meet customers and prospects in person to strengthen relationships.

This is a full-time remote position located in the US. Employees hired within a designated radius of the office are expected to work on-site according to a schedule set by management based on the requirements of their role.

BENEFITS & COMPENSATION

• The US base salary range for this full-time position is $70,000-$80,000 + commissions. OTE (base + commissions) for this position is up to $124,000, but top performers can exceed OTE based on performance. Our salary ranges are determined by role, level, and location.
• The AlignOps benefit program includes health, dental, and vision coverage. In addition, the company offers disability, life insurance, PTO, and a 401(k) plan.

Website: https://alignops.com/about-us/careers