Account Executive, Upsell

Steer; Nashville (TN); Remote; USD 60,000 - 120,000; Full time

Benefits offered by this job

Remote work

Employer-paid medical insurance

Flexible PTO

Parental leave

401(k)

Job summary

Steer is a provider of CRM and scheduling software for automotive repair shops offering a remote Account Executive role focused on expanding existing customer relationships. You will own the sales cycle, identify upgrades for CRM and phones, and build trust with small business owners to grow account value.

You will work with shop owners and managers who know Steer, requiring strong outbound drive, discovery, and closing skills.

Qualifications

• Experience owning and closing sales opportunities, ideally in full-cycle or expansion roles.
• Confidence making outbound calls and creating opportunities, not just inbound leads.
• Strong discovery, presentation, objection-handling, and closing skills.
• Ability to explain software to busy small business owners.

Responsibilities

• Proactively call and follow up with existing Steer customers to uncover opportunities for CRM and phones upgrades.
• Manage the entire sales cycle, from first outreach through discovery, demo, proposal, negotiation, and close.
• Learn each shop’s goals and current workflow, then explain how the right Steer product could help.
• Build and maintain a healthy pipeline through consistent outreach and thoughtful follow-up.
• Keep customer conversations, opportunities, and forecasts accurate in the CRM.
• Partner with customer-facing teams to understand account history and support a smooth transition after the sale.

Skills

Outbound calling

Closing opportunities

Discovery & qualification

Pipeline management

Presentation skills

Account-based selling

Tools

CRM software

Sales tools

Job description

Steer offers a suite of software tools for today's automotive repair shop. We combine a mix of software tools that a repair shop needs to run a highly profitable shop, in one user-friendly, cost-effective platform. Through the Steer suite, we allow the shop owner to get back to focusing on what matters, and to stop worrying about marketing and customer retention.

Steer began as an online directory for drivers to find a local mechanic. Fast forward to today, Steer has launched a complete Customer Relationship Management (CRM) marketing suite, complete with text messaging, email automation, direct mail integration, reputation management, appointment reminders, declined/recommended services, and many other features. We are always innovating and we are proud to be a leader in the automotive repair industry. In August 2024 Steer acquired AutoOps - the leader in modern, intelligent, and fully integrated scheduling software for auto repair shops. AutoOps allows customers to smoothly schedule through a shop's website and Google Business Profile.

About the Role

As an Account Executive on our customer expansion team, you’ll help existing Steer customers get more value from our platform. This is a full-cycle sales role: you’ll identify opportunities in your book of customers, make outbound calls, learn how each shop operates, demonstrate the right solution, handle objections, and close upgrades to Steer CRM or our phones product.

You’ll work with repair shop owners and managers who already know Steer, but you’ll need to earn each conversation and make a clear case for why an additional product fits their business. We’re looking for someone who enjoys prospecting, takes ownership of their pipeline, and can build trust with small business owners.

The role is remote. Compensation: $60,000 base salary; $120,000 on-target earnings (OTE), including commission.

What You’ll Do

• Proactively call and follow up with existing Steer customers to uncover opportunities for CRM and phones upgrades.
• Manage the entire sales cycle, from first outreach through discovery, demo, proposal, negotiation, and close.
• Learn each shop’s goals and current workflow, then explain how the right Steer product could help.
• Build and maintain a healthy pipeline through consistent outreach and thoughtful follow-up.
• Keep customer conversations, opportunities, and forecasts accurate in the CRM.
• Partner with customer-facing teams to understand account history and support a smooth transition after the sale.
• Meet or exceed revenue and activity goals while providing a good experience for customers.

What You Bring

Required

• Experience owning and closing sales opportunities, ideally in a full-cycle or expansion sales role.
• Confidence making outbound calls and creating opportunities rather than relying only on inbound leads.
• Strong discovery, presentation, objection-handling, and closing skills.
• The ability to explain software in practical terms to busy small business owners.
• Organized pipeline management and consistent follow-through.
• A coachable, self-directed approach and comfort working toward a quota.

Nice to Have

• Experience selling SaaS, CRM, communications, or phone products.
• Experience growing revenue within an existing customer base.
• Familiarity with automotive repair shops or other service businesses.

Interview Process

• Initial screen — 30 minutes with Lead Recruiter
• Executive Interview — 30 minutes with Head of Sales
• Hiring Manager Interview — 45 minutes with Sr. Sales Manager
• Problem Solving Interview - 60 minutes with Director of People
• Reference checks
• 100% remote
• 100% employer-paid medical insurance
• Flexible PTO with a 15-day minimum
• Generous parental leave
• FSA and HSA
• Employee Assistance Program
• 401(k)
• Learning stipend
• Work-from-home equipment
• Opportunities for career growth and development

Why Join Steer?

At Steer, we align our mission of transforming the auto repair experience for shop owners and their customers with your passion for growth, innovation, and excellence.

Here, you’ll find opportunities to expand your skills, take on career-shaping challenges, and contribute to the future of the auto repair industry, all while enjoying comprehensive benefits and flexible work arrangements to support your well-being.

Join Steer to be part of a forward-thinking, flexible, and collaborative culture where you are empowered to do meaningful and impactful work.

We value diversity and believe that forming teams in which everyone can be their authentic self is key to our success. We welcome applications from those with diverse backgrounds and industries.

Our hiring process looks beyond just credentials. The school you went to at 18 doesn't define your potential to thrive and enrich our culture. Even if you don't meet every requirement, we invite you to apply.