Small and Medium Business Account Executive

Revenova LLC | Chicago, IL 

Small and Medium Business Sales Account Executive (SMB SAE)

Department:  Sales

Reports To:  VP of Sales

Location:  Remote (U.S.-based only)

ROLE OVERVIEW

As the SMB Sales AE (Hunter), you will own the full new-business sales cycle for Revenova's Salesforce-native TMS platform across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors. Unlike longer, consultative enterprise sales motions, your primary mission is to run a high-volume, transactional pipeline — typically 2–4 calls from first conversation to close — converting qualified prospects into new customers quickly and consistently.

You will sit at the intersection of Sales, Customer Success, and Product, using Revenova's Salesforce-native positioning as a competitive edge with prospects already invested in the Salesforce ecosystem, and handing off cleanly to Customer Success for long-term account health.

KEY RESPONSIBILITIES:

New Business Development

• Pipeline Generation: Identify, develop, and close new business opportunities across freight brokerage, fleet/trucking, shipper, and 3PL/4PL logistics sectors.

• Executive Engagement: Lead high-impact conversations with operational and executive stakeholders to uncover business challenges and present Revenova's differentiated value proposition.

• Salesforce Ecosystem Selling: Build and manage a pipeline within the Salesforce ecosystem, leveraging Revenova's native platform advantage in sales conversations with prospects already invested in Salesforce.

Sales Execution & Velocity

• High-Volume Cycle Management: Conduct and run a high-volume pipeline consisting of 2–4 call sales cycles, moving rapidly from first conversation to close.

• Activity Accountability: Hit weekly and monthly activity targets across calls, emails, demos, and closed deals.

• Consultative Demo & Pricing: Demo the product and handle pricing in the same call without a long, drawn-out discovery process.

Cross-Functional Collaboration

• Customer Handoff: Collaborate with Customer Success and Product teams to ensure seamless customer onboarding and long-term satisfaction.

• Culture Contribution: Contribute to a high-performance sales culture built on accountability, autonomy, and speed.

QUALIFICATIONS & SKILLS:

• Experience: 3–5+ years of successful software or services sales experience, with a track record of transactional, 2–4 call closes and quick sales processes.

• Track Record: Proven ability to consistently meet or exceed sales targets in high-growth or competitive markets.

• Industry Background: SaaS and/or supply chain experience selling into TMS, freight brokerage, fleet/trucking, supply chain, or logistics environments; familiarity with transportation or freight brokerage industry dynamics preferred.

• Sales Approach: Comfortable discussing pricing and demoing a solution while moving at a quick pace; training or experience in Challenger, Gap Selling, or other value-based sales methodologies preferred.

• Working Style: Strong multitasking ability, critical thinker with strong business acumen and a proactive, strategic mindset, and high adaptability in a fast-paced, entrepreneurial environment.

• Education: Bachelor's degree preferred, any field; demonstrated success matters more than major.

• Platform Experience (Preferred): Experience selling Salesforce-native or Salesforce-ecosystem software.