Account Executive

Phx Fwd; Glendale (AZ); Hybrid; USD 70,000 - 80,000; Full time

Benefits offered by this job

401(k) match

Flexible PTO

Medical plan options

Wellness benefits

Team events

Job summary

RTA Fleet is seeking an experienced Account Executive who can speak fleet, build relationships with government and fleet clients, and convert opportunities into customers. You will spend most time on demos and strategic outbound activity, driving a strong monthly ARR through disciplined sales discipline.

You will own the full sales cycle, collaborate with the team, and foster customer growth from initial engagement through renewal, including first-year success and expansions.

Qualifications

• At least two years of fleet, government, or FMIS sales experience.
• Top AE track record and ability to be a top performer again.
• Accountability with emotional intelligence and humility.
• Passion for fleet professionals and the work they do.
• Comfortable owning your number and collaborating with the team.
• Experience selling, cold calling, emailing, and using LinkedIn for ABM.

Responsibilities

• Perform demos of RTA Fleet Management Software for Government, Waste, Schools, Transit, Transportation, and other fleets.
• Own opportunities through the sales process, close deals, and ensure smooth transitions to customers.
• Support customers during the first 13 months to drive upgrades and renewals.
• Study best practices, review demos for coaching, and pursue continuous improvement.
• Re-engage old leads to supplement scheduled demos with new opportunities.
• Leverage social selling and ABM to identify new prospects.
• Use HubSpot, Gong, Seamless.ai, and other provided tools to manage a healthy pipeline.

Skills

Fleet sales

Govt sales

Account-based marketing

LinkedIn outreach

Cold calling

Sales demos

Tools

HubSpot

Gong

Seamless.ai

Job description

Account Executive

Are you a top AE working in fleet? Do you feel it is your calling to help fleet managers identify and solve their problems? When it comes to the art of discovery, are you the Da Vinci of asking great questions? Do you love having meaningful sales conversations with genuine people every day?

Then keep reading...

We’re looking for an experienced Account Executive who already knows how to “speak fleet.” The right AE will have experience selling to fleets or government organizations—and ideally both.

At RTA, our SDRs help fill your calendar with appointments, but your primary job is to develop relationships and turn opportunities into customers. The right AE won’t sit around waiting for things to happen. You’ll do what it takes to make things happen.

Your time will generally be about 75% scheduled demos and 25% outbound work. For the right humble, hungry, and smart salesperson, this is a great opportunity to join a growing company, continue honing your craft, and do meaningful work for the people who keep our communities moving.

What We’re Looking For

Someone who:

• Has at least two years of fleet, government, or FMIS sales experience—preferably more—and knows how to “speak fleet.”


• Has been a top AE before and is ready to be a top AE for RTA.


• Holds themselves and others accountable while remaining emotionally intelligent and humble.


• Passionately cares about fleet professionals and the jobs they do. Our clients are government fleet managers, parts clerks, automotive technicians, and other professionals maintaining everything from squad cars to school buses so everyone comes home safely at the end of the day.


• Confidently owns their role while seeking collaboration and buy-in from the rest of the sales organization.


• Fully embraces team health and eliminating the “5 dysfunctions of a team.”


• Can pivot quickly when needed and maintain a positive attitude.


• Is willing to lift boxes, clean floors, and hold doors if that’s what it takes to get something done.


• Loves to read, learn, grow, and stretch themselves. Extra points if you’ve read Gap Selling, The Challenger Sale, or Start with Why.


• Thinks of themselves less without thinking less of themselves.


• Constantly looks for more: more to learn, more to do, and more opportunity.


• Has experience selling, cold calling, writing emails, using LinkedIn, and leveraging other account-based marketing tactics.

Does this sound like you? Let’s talk!

Key Results Areas (aka the Job Outcomes)

Effort — Meetings, meetings, and more meetings. Follow-up, calls, emails, LinkedIn DMs, and whatever else it takes to keep opportunities moving.

Results — Closed-won sales. The goal is $60K in new ARR per month. The crazy part? That’s only about two deals per month based on an average ARR of $30K.

Consistency — Bonus commissions for consistent effort and results over a four-month period.

No Quit — Accelerators for overachieving expectations each trimester.

What You’ll Actually Do

• Perform demos of RTA Fleet Management Software for Government, Waste, Schools, Transit, Transportation, and other fleets, helping prospects understand how RTA can help their operations succeed.


• Own opportunities through the sales process, close deals, and help navigate the transition from prospect to customer.


• Work with customers during the first 13 months of their lifecycle to help facilitate upgrades and expansion, support a successful first year, and position the relationship for renewal.


• Hone your craft, study best practices, and review demos for coaching and continuous improvement. We want you to be the best at what you do.


• Re-engage old leads and opportunities when needed to supplement scheduled demos with new opportunities.


• Leverage social selling and account-based management techniques to identify and engage new prospects.


• Use HubSpot, Gong, Seamless.ai, and other tools provided by RTA to generate and manage a healthy pipeline of opportunities.

Feeling confident that this is in your wheelhouse? Let’s put that to the test!

The Bottom Line

You’ve made it this far, so congratulations!

We’re looking for an ideal team player who is humble, hungry, and smart, cares deeply about the people we serve, and knows how to turn great discovery conversations into meaningful customer relationships and results.

You should be comfortable owning your number, creating opportunities rather than waiting for them, receiving coaching, continuously improving your craft, and doing what needs to be done for the team.

If that sounds like you, we want to talk.

Compensation & Work Location

• Base salary for this role is $70,000–$80,000, based on experience, plus commissions.


• This is a full-time, exempt position and is not eligible for overtime pay.


• This role is fully remote and can be based anywhere in the United States.


• Occasional travel to RTA HQ in Glendale, Arizona for team meetings and company events should be expected.


• Travel to customer sites may be required based on business needs.

Why Top Talent Chooses RTA

We invest in our people — period.

• 401(k) with 6% Safe Harbor match (100% vested day one)


• Flexible PTO model built on trust and manager-approved time off


• Cigna PPO and HSA medical plan options with company contributions ($780–$1,950 annually)


• Garner Health HRA program: up to $1,000 individual / $2,000 family reimbursement opportunity


• Wellness rewards up to $350 annually


• Virtual care and mental health support resources


• Company-sponsored benefits including dental, vision, EAP, life, STD, LTD, legal plan, and identity theft protection options


• Additional employee perks, wellness initiatives, and discount programs

The Part We’re Most Proud Of

Benefits are great. But the people you work with every day matter even more.

• #34 on the Fortune Best Small Workplaces™ 2026 list


• 99% of employees say RTA is a Great Place to Work® — and we’ve been Certified three years running


• 30% ARR growth — two years straight


• We’re an AI-forward company building for the future


• We do work that matters. Our customers keep school buses, emergency vehicles, ambulances, public transit, and other essential services moving safely every day.

About Us

RTA has been around since 1979, and our purpose is simple: help fleets succeed.

We pride ourselves on creating a caring, team-oriented atmosphere for our employees and our clients, and we love that the work we do has an impact far beyond fleet operations.

Our clients carry kids in school buses, first responders in emergency vehicles, patients in ambulances, food and medical supplies in trucks, and people simply trying to get to work on a bus or train.

That means the people using RTA aren't just managing vehicles. They're helping keep communities running.

We do meaningful work, and we want our clients to have the best tools and experiences available to them.

Physical & Travel Requirements

This role has the following physical and travel requirements:

• Ability to sit or stand for extended periods.


• Ability to work at a computer for prolonged periods.


• Ability to travel as needed based on business needs.

Heading to RTA HQ?

While this role can be based anywhere in the United States, you'll occasionally have a reason to come see us in Glendale, Arizona.

Coming from the east side? You’ll enjoy waving at the traffic going the other way while never having to stare at the blinding sun. We’re located close to Arrowhead Mall, with quick access to the 101 from multiple directions.

Seriously, we’ve asked you four times now and you’re still reading.

Bonus points for being thorough.

Reasonable Accommodation

RTA is committed to providing reasonable accommodations for qualified individuals with disabilities. If you need a reasonable accommodation to complete the application process or perform the essential functions of this role, please notify us at [e-mail].

Employment Notices

Employment with RTA is at-will. This means either the employee or the company may terminate the employment relationship at any time, with or without cause or notice, subject to applicable law.

Employment with RTA may be contingent upon successful completion of a background check and other pre-employment screenings, consistent with applicable law.

We cannot accept student visas or provide employment sponsorship at this time.

Notice of AI Use in Job Application Review

As part of our commitment in creating a fair, efficient, and consistent hiring process we may use artificial intelligence (AI) to help our recruiting teams organize, summarize, and analyze information provided by candidates, including resumes, application responses, and other materials submitted during the application process.AI may be used to identify patterns, highlight relevant skills, and experience, and assist in comparing a candidate’s qualifications with the requirement of a specific role. These tools are to improve efficiency and consistency while supporting more informed hiring decisions, which will ultimately be made by the hiring team.