Account Executive - ShopPulse SaaS (Remote)

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

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