Account Executive

Routeware, Inc.; Phoenix (AZ); On-site; USD 200,000 - 250,000; Full time

Job summary

Routeware, Inc. is seeking a results-driven sales professional to own revenue growth in the Phoenix, AZ region. This role requires identifying and closing new business in software and data analysis for municipal and fleet customers, with frequent travel to client sites.

You will manage the full sales cycle, collaborate with pre/post-sales and leadership, and maintain robust CRM forecasts to drive predictable revenue in a dynamic environment.

Qualifications

• 2–5 years of direct software/tech sales experience.
• Proven success in new business development and quota attainment.
• Willingness to travel 50–70% within assigned territory.
• Public sector sales experience required.

Responsibilities

• Meet monthly, quarterly, and annual sales targets.
• Develop and manage a sales pipeline with lead generation.
• Build relationships with City Officials and stakeholders in territory.
• Lead end-to-end sales process from outreach to contract signing.
• Coordinate with pre/post-sales and executive teams to align offerings.
• Travel within the territory for meetings and conferences.
• Maintain CRM discipline and provide data-driven forecasts.

Skills

Direct sales

SaaS software sales

Public sector sales

CRM Salesforce

Tools

Salesforce

Job description

About Routeware, Inc.:

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Location: Phoenix, Arizona.

Territory: CO, AZ, NM, UT, WY, ND, SD, MT, and NE.

Compensation: 200k - 250k OTE (50/50 Split)

RESPONSIBILITIES:

• Achieve monthly, quarterly, and annual sales targets
• Achieve lead generation, prospecting, and other sales management goals designed to build an optimal sales pipeline
• Personally develop strong, long-term relationships and referrals with City Officials, Public Works Members, and key stakeholders within assigned territory
• Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentations, RFI response, RFP submission, negotiation, and deal signing
• Serve as the primary point of contact for all communication and sales activities with prospects and customers
• Work closely with Routeware’s pre-sales, post-sales, and executive management teams to ensure proposed offerings and services meet customer business and technology needs
• Travel regularly within the assigned territory to support lead generation, customer meetings, sales presentations, contract negotiations, conferences, and ongoing relationship-building
• Generate and manage self-sourced pipeline opportunities
• Effectively manage sales pipeline activity and deliver accurate forecasts to support revenue planning and business growth
• Maintain disciplined CRM practices and provide data-driven forecasting updates to leadership on a regular cadence
• Maintain strong territory management focus throughout sales cycles that may range from six months to one year
• Manage complex negotiations with senior-level business and technology executives
• Adhere to all Routeware Sales, Human Resources, and corporate ethical policies, standards, and guidelines
• Demonstrate strong communication and presentation skills to establish interest, credibility, and trust with prospects and customers

REQUIREMENTS:

• 2–5 years of direct sales experience in a software, SaaS, IT services, or technology environment
• Demonstrated success in new business acquisition and customer development within software and/or technology sales
• Consistent history of achieving 90–120%+ quota attainment and exceeding revenue targets
• Public sector sales experience required
• Experience selling enterprise software offerings under license and SaaS models
• Experience with vendor selection processes, including RFI and RFP issuance and response management
• Ability to travel 50%–70% within assigned territory
• Strong consultative selling and discovery skills
• Familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger Sales preferred
• Proficiency with CRM platforms such as Salesforce
• Strong verbal and written communication skills, including proposal generation and customer-facing communications
• Strong organizational skills and attention to detail
• High level of coachability, adaptability, and accountability
• Experience in the waste industry and/or fleet technology sales is a plus