Account Executive - ShopPulse

Hearst; United States; Hybrid; USD 90,000 - 140,000; Full time

Job summary

Hearst's ShopPulse division is seeking an Account Executive to own a pipeline from lead to signed deal, blending BDR-sourced opportunities with NSP field-generated inbound leads. The role focuses on new-business sales for the ShopPulse product in the US, calling on shop management, fleet maintenance, and transportation SaaS buyers.

You will conduct consultative demos, negotiate terms, and manage forecasts in CRM, collaborating with BDR and field sales to close deals and hand off to customer

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or related field preferred.
• 3+ years of closing experience in a quota-carrying sales role in SaaS, technology, fleet maintenance, transportation, automotive, or shop management solutions 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.

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 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.
• 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.
• Maintain accurate CRM hygiene — activities, next steps, opportunity stages, and forecast commitments.
• Hit or exceed monthly and quarterly new-business revenue and close-rate targets.

Skills

Consultative selling

Closing deals

Forecasting

CRM proficiency

Presentation skills

Pipeline management

Collaboration with BDR/field sales

Microsoft Office

Education

Bachelor’s degree in Business, Marketing, Communications, or related field

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 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.
• 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.
• Maintain accurate CRM hygiene — activities, next steps, opportunity stages, and forecast commitments.
• 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 Eligibility Requirements

• 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 required of employees assigned to this job.

**Noregon Systems, Inc is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity or any other protected class.