AE - OTR Fleet

Piston Technologies; Lehi (UT); On-site; USD 65,000 - 85,000; Full time

Benefits offered by this job

Equity

Medical Insurance

Equipment provided

Job summary

PistonPay in Lehi, Utah is seeking an Account Executive to own and close deals with over-the-road trucking fleets—from first demo to signed contract—working alongside our founders, SDRs, and marketing to refine our outbound pitch.

You will manage the full sales cycle, drive high-volume outbound prospecting (100+ calls per day), build relationships with long-haul carriers, and collaborate on campaign design and playbooks while keeping Salesforce and Outreach up to date.

Qualifications

• Desire to build a long-term career in sales.
• Experience closing (D2D, SDR-to-AE, SMB, or similar).
• Thrive under high intensity in short windows and competitive pressure.
• Strong written and verbal communication skills.
• Ability to work cross-functionally with SDRs, marketing, and leadership.
• Coachable, competitive, and energized by building something from the ground up.

Responsibilities

• Own the full sales cycle for OTR fleet prospects from discovery call to close.
• Run a high-volume outbound motion with SDRs, including direct prospecting (100+ calls/day).
• Build relationships with long-haul carriers and owner-operators for referrals and expansion.
• Partner with marketing on campaign development and ICP refinement.
• Maintain accurate records in Salesforce and Outreach and share insights on what’s working.
• Travel occasionally (2-3 day) to support in-market pushes and events.

Skills

Closing experience

High intensity

Strong communication

Cross-functional collaboration

Coachable

Tools

Salesforce

Outreach

Slack

G-Suite

Job description

PistonPay is a payments company starting by revolutionizing how fleets manage their fuel payments. We're a Series A company backed by some of the best investors in the world, including Pear, Spark, and FPV (the same firms behind Anthropic, Dropbox, DoorDash, and Canva). We're building the financial backbone for the trucks and fleets that move the economy, and we're just getting started.

Role overview

We're hiring an Account Executive to own and close deals with over-the-road (OTR) trucking fleets: long-haul carriers running fuel-intensive routes across the country. You'll carry opportunities from first demo through signed contract, working shoulder-to-shoulder with our founders, SDRs, and marketing team to build and close pipeline, sharpen our pitch, and define how we sell into this segment.

Key Responsibilities

• Own the full sales cycle for OTR fleet prospects, from discovery call and demo through negotiation and close.
• Run a high-volume, high-quality outbound motion alongside your SDRs, including direct prospecting when needed (100+ calls per day).
• Build relationships with long-haul carriers and owner-operators that generate referrals and expansion opportunities over time.
• Partner with marketing on campaign development, messaging testing, and ongoing refinement of the OTR fleet ideal customer profile.
• Maintain accurate, up-to-date records in Salesforce and Outreach, and bring a clear point of view on what's working and what isn't.
• Travel occasionally (2 - 3 day) to support in-market pushes and events.

What Success Looks Like

In the first 30 days:

• You have completed onboarding and have a working knowledge of PistonPay's product, ICP, and the OTR campaign motion.
• You are comfortable with our tech stack (Salesforce, Outreach, Slack, G-Suite) and contributing to the outbound cadence alongside your SDRs.
• You have participated in your first OTR campaign, taken discovery calls, and are actively pushing deals forward.
• You are bringing energy, urgency, and deal instinct to the team from day one.
• You have closed your first deals.

In the first 90 days:

• You are consistently hitting activity targets across multiple campaign cycles and closing deals within compressed timelines.
• You have demonstrated the ability to sustain quality selling through high-intensity pushes.
• You are a trusted partner to marketing and SDRs, actively contributing to campaign design, debrief, and playbook improvement.
• You have helped document or improve the OTR network sales playbook.

Qualifications & Requirements

Must-have:

• A genuine desire to build a long-term career in sales. This is a builder's role, not a corporate seat.
• Experience closing (D2D, SDR-to-AE, SMB, or similar).
• Comfort operating at high intensity in short, focused windows and thriving under competitive pressure.
• Strong written and verbal communication skills.
• Ability to work cross-functionally with SDRs, marketing, and leadership.
• Coachable, competitive, and energized by building something from the ground up.

Nice-to-have:

• Prior SDR, BDR, or summer sales experience.
• Competitive athletics or sports background.
• Immersive, high-discipline experience such as a religious mission, military service, or similar.
• Curiosity about or prior exposure to fintech, payments, or trucking/logistics.
• Familiarity with Salesforce, Outreach, Slack, or G-Suite.

Reporting Structure

This role reports to Sales Leadership, with close day-to-day collaboration alongside our Account Executive(s) and Marketing team. You'll have direct input into how the AE function is structured and run as we scale.

• $65,000 - $85,000 OTE
• Meaningful early-stage equity
• Medical insurance
• All hardware and software needed to do your best work
• A front-row seat to building a category-defining payments company from its earliest days

Working Conditions

This is a full-time, on-site role based in our Lehi, Utah office, five days per week. The role is phone- and computer-intensive, with sustained daily outbound calling (100+ calls/day) as a core, non-negotiable function of the job. Occasional travel is required to support market pushes and events.