Account Executive - ShopPulse

Hearst; Oregon; Hybrid; USD 90,000 - 135,000; Full time

Job summary

Hearst is seeking an Account Executive for the ShopPulse product in the United States. You will own opportunities from qualified lead to signed contract, handling a mix of BDR-sourced and inbound leads generated by the NSP field team.

You will run the full sales cycle, deliver tailored product demos, negotiate terms, and manage forecasting to meet monthly and quarterly revenue targets. A strong SaaS closing background is required.

Qualifications

• 3+ years of qualifying and closing B2B SaaS deals.
• Experience selling to shop management, fleet maintenance, or transportation sectors preferred.
• Track record of meeting or exceeding quota.
• Ability to run full sales cycle from discovery to close.

Responsibilities

• Own and close a pipeline of qualified opportunities sourced by a BDR and inbound leads.
• Run the full sales cycle: discovery, demo, proposal, negotiation, and close.
• Build and manage a forecast with accurate pipeline stages and close dates.
• Position ShopPulse against competitors and win on value, not price.
• Deliver compelling product demos tailored to customer pain points and workflows.
• Negotiate pricing and contract terms to hit revenue and margin targets.
• Coordinate with BDR and field sales to convert leads into revenue.
• Handoff to Customer Success post-close for a strong start.
• Hit or exceed monthly and quarterly revenue and close-rate targets.

Skills

Consultative selling

Deal closing

Forecasting

Demoing product

CRM proficiency

Education

Bachelor's degree

Tools

HubSpot

Salesforce

Job description

Position Summary

The Account Executive (AE) – ShopPulse role owns the opportunity and the pipeline from qualified lead to signed deal, working a mix of BDR-sourced opportunities and inbound leads generated by Noregon's NSP field sales team. This is a new-business sales role for our ShopPulse Product. The ideal candidate has sold or closed deals in the shop management, fleet maintenance, or transportation SaaS space and knows how to run a sales cycle from demo to signed contract.

Key Responsibilities

• Own and close a pipeline of qualified opportunities sourced by an assigned BDR and inbound leads from the NSP field sales team.
• Run the full sales cycle: discovery, demo, proposal, negotiation, and close.
• Build and manage a forecast, keeping activities, next steps, pipeline stages, close dates, and deal value accurate and current in CRM.
• Position ShopPulse against competitors like Fullbay and Shopmonkey, and win the deal on value, not just price.
• Deliver compelling, consultative product demos tailored to a shop's specific pain points and workflow.
• Negotiate pricing, contract terms, and close agreements that hit revenue and margin targets.
• Partner with the BDR team on lead quality, messaging, and pipeline coverage, and work closely with NSP field sales to convert field-generated leads into closed revenue.
• Coordinate a clean handoff to the Customer Success/Account Management team post-close to set new customers up for a strong start.
• Hit or exceed monthly and quarterly new-business revenue and close-rate targets.

Supervisory Responsibilities

This position has no direct supervisory responsibilities.

Education & Experience

• Bachelor's degree in Business, Marketing, Communications, or related field preferred.
• 3+ years of closing experience in a quota-carrying sales role — SaaS, technology, fleet maintenance, transportation, automotive, or shop management solutions strongly preferred.
• Direct experience selling against or within Fullbay, Shopmonkey, or similar shop management platforms is a major plus.
• Track record of hitting or exceeding quota and managing a full-cycle sales pipeline independently.

Additional Qualifications

• Strong consultative and competitive selling skills — comfortable running a deal, handling objections, and closing.
• Excellent verbal, written, and presentation skills; confident running live product demos.
• Experience with CRM platforms such as HubSpot, Salesforce, or similar, with strong pipeline discipline.
• Highly organized, self-motivated, and able to manage a full pipeline independently while collaborating with BDR and field sales.
• Highly proficient in Microsoft Office Suite.

Work Environment

• Professional office environment with remote flexibility.
• Routine use of computers, CRM platforms, communication tools, and standard office equipment.

Physical Requirements

• Prolonged periods of sitting and computer work.
• Frequent communication via phone, video conferencing, and in-person meetings.
• Ability to occasionally lift and transport materials up to 15 pounds.

Travel Requirements

• Less than 10% travel. May include customer visits, training events, and company meetings.

This position description outlines the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.