Broker - Mid Market Account Executive

Position Summary:

An Account Executive in our Middle Market group is responsible for the new net account growth and account retention of Broker, Shipper and Dual Authority customers across a given territory.   

This role involves strategic, consultative selling with a lower volume of accounts, fostering deeper relationships across multiple decision makers. The Mid-Market AE works to expand business through thorough account reviews, complex problem-solving, and contract negotiations to drive long-term growth, and being an expert in the needs of a mid-size growing Brokerage.   

Essential Job Functions:

• Manage a portfolio of 200+ mid-market accounts, typically characterized by higher monthly spend or annual revenue, while consistently meeting and exceeding revenue targets.  
• Perform in-depth account reviews and develop tailored solutions for each customer, focusing on value to customers and negotiating proper contractual terms.   
• Dedicated time prospecting and researching both New Logo opportunities as well as current customer expansion opportunities in your territory.   
• Collaborate closely with support teams to address customer needs and ensure optimal product usage.  
• Identify opportunities for long-term contracts, upsells, and cross-sells.  
• Own a quarterly net new revenue Quota from existing accounts and new logo, as well as Territory Account Retention goal.  Be able to properly forecast and review pipelines to reach goals.    
• Keep timely and accurate records in CRM, Salesforce.com  

Position Requirements:

• College Degree, Preferred.   
• 3-5 years of consultative sales experience, ideally in mid-market segments.   
• Strong ability to navigate complex sales cycles and negotiate multi-year contracts.  
• Exceptional interpersonal skills with a customer-first mindset.  
• Strong Executive Presence.   
• Strong organizational skills, presentation skills and time management.  
• Brokerage Experience, or Freight SaaS experience a plus, not but required.   
• Experience with CRM and Cadence Software (Salesforce, Salesloft, Outreach) a plus.   

OTE for this role is $113,000