Strategic Account Executive

Smith System Driver Risk Management; Arlington (TX); On-site; USD 60,000 - 90,000; Full time

Job summary

Smith System is seeking a Strategic Account Executive to own a defined territory and drive Driver Risk Management deals from prospecting to close. You will run a full sales cycle, deliver customer demos, and articulate how Training, Monitoring, and Analytics come together to reduce risk and costs for fleets.

Based in the United States, you will travel within your territory, build pipeline, and hit quota with minimal supervision, using Gong, Salesforce, ZoomInfo, and modern GTM tools to win

Qualifications

• 5+ years of B2B sales experience with a proven quota history (3–5 years carrying an individual quota).
• SaaS sales background selling subscription platforms, not one-time deals.
• Experience selling multiple products and positioning a platform over a point solution.
• Full-cycle sales: prospecting, discovery, demos, and closing new business.
• Outbound lead-gen: email campaigns, LinkedIn prospecting, and related motions.
• Strong value-selling skills—focus on outcomes/ROI; translate customer research into product value.
• Excellent communication, negotiation, and presentation skills.
• Ability to operate independently in a small-company environment; own a territory.
• Organized, persistent, and capable of managing a full pipeline.

Responsibilities

• Own a defined territory and drive it independently from prospecting to close.
• Close strategic, multi-product Driver Risk Management deals across the full sales cycle.
• Lead with customer problems and outcomes, not features in a consultative sale.
• Deliver customer demos; translate Smith System platform into a clear value story.
• Build and manage a pipeline that hits or exceeds quota with minimal oversight.
• Collaborate with Customer Success, Solutions, and Marketing on compelling proposals.
• Represent Training, Monitoring, and Analytics as a single Driver Risk Management solution.
• Travel within territory to meet prospects and attend events when required.

Skills

B2B sales

SaaS sales

Full-cycle sales

Prospecting

Demos

Negotiation

Presentation

Independent work

Territory management

GTM tools

Travel

Tools

Gong

Salesforce

ZoomInfo

AI-assisted sales tools

Job description

Smith System is the category leader in Driver Risk Management and Fleet Performance — 70+ years of expertise, trusted by more than half of the Fortune 500. We're not a training company. We're a Driver Risk Management platform that brings Training, Monitoring, and Analytics together to turn safety data into actionable insight — the data to drive different.

Motor vehicle crashes are the #1 cause of workplace death, costing employers $72.2B annually. Our job is to make that number smaller, for every fleet we work with. That's the mission our Strategic Account Executives sell into every day.

The Role

We're looking for a Strategic Account Executive to own a defined territory and drive Driver Risk Management deals from first conversation to signed contract — and beyond. This isn't a single-SKU sales motion. You'll be selling a platform: Training, Monitoring, and Analytics working together, and you need to be comfortable navigating a value-based conversation with buyers who care about outcomes, not features.

You'll own your territory and run it independently — building pipeline, managing your own schedule, and driving deals forward. You'll carry a quota, manage a full-cycle pipeline, run your own customer demos, and represent Smith System's 70+ years of Driver Risk Management expertise to fleet and safety leaders who are evaluating how to reduce risk, cut costs, and protect their drivers.

What You'll Do

• Own a defined territory and drive it independently — from prospecting to close
• Own and close strategic, multi-product Driver Risk Management deals across the full sales cycle
• Run a consultative, value-selling motion — lead with the customer's problem and outcome, not a feature list
• Deliver your own customer demos, translating the Smith System platform into a clear, credible story for fleet and safety buyers
• Build and manage a pipeline that consistently hits or exceeds quota, with minimal oversight
• Partner cross-functionally with Customer Success, Solutions, and Marketing to build compelling, data-backed proposals
• Represent the full Smith System platform story — Training, Monitoring, and Analytics — as one connected Driver Risk Management solution, not three disconnected products
• Travel as needed to meet prospects, attend industry events, and close business in person

What You Bring

• 5+ years of B2B sales experience, including 3–5 years carrying an individual quota with a demonstrated history of meeting or exceeding it
• SaaS sales background — you know how to sell a subscription platform, not just a one-time deal
• Experience selling multiple products — you're comfortable positioning a platform, not a point solution
• Full-cycle sales ability — proven track record prospecting, generating leads, running discovery calls, delivering demos, and closing new business
• Outbound experience — email campaigns, LinkedIn prospecting, and other lead-generation motions
• Strong value-selling skills — you sell outcomes and ROI, not feature checklists, and can translate customer research questions into product value
• Excellent communication, negotiation, and presentation skills
• Proven ability to operate independently — comfortable working in a small-company environment, owning a territory and driving results without close supervision
• Organized and persistent — you manage a full pipeline with strong follow-through and attention to detail, without letting deals slip
• Fluency with modern GTM tools, including Gong, Salesforce (SFDC), ZoomInfo, and AI-assisted sales tools
• Willingness and ability to travel as needed within your territory

Nice to Have

• Telematics or fleet safety industry experience (not required, but a strong plus)

What Success Looks Like

• Consistent achievement or overachievement of quota through a healthy mix of strategic new-business opportunities.
• A well-managed territory and pipeline with disciplined prospecting, strong follow-through, and clear deal progression.
• Credible, consultative customer conversations that connect Smith System's Training, Monitoring, and Analytics capabilities to measurable business outcomes.
• Strong cross-functional partnership that results in compelling proposals, effective demos, and successful closes.
• Independent ownership of the full sales cycle, with effective use of modern GTM tools and in-person engagement when it advances the opportunity.

Why Smith System

You’ll be selling Driver Risk Management in a category we've defined for 70+ years, backed by data that proves what works. If you want to own your own territory, run your own deals, and sell something that actually matters — where the outcome is fewer crashes, fewer injuries, and safer drivers — this is that role.

Pay Range and Compensation Package

The base salary range for this position is $60,000-$90,000 annually, plus commission under Smith System's applicable sales compensation plan. Final base compensation will be based on relevant experience, skills, location, and internal equity.

Equal Opportunity Statement

Smith System is an Equal Opportunity Employer committed to creating an inclusive workplace. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other status protected by applicable law.