Candidates in the West Coast Region are encouraged to apply!

We are looking for a Strategic Account Executive for our West Coast Region who brings drive, obsession with results, to our rapidly growing company. The ideal candidate loves working as an individual contributor but also thrives working cross-functionally with different teams. The ideal candidate will be experienced in consultative and/or value-based selling of enterprise software on construction and infrastructure and has a proven track record developing pipeline and closing large new growth contracts.

HeadLight delivers industry-leading technology to transportation infrastructure construction teams. Our inspection and verification technology enables clients to streamline and mobilize project inspections, communications, and documentation leading to superior project deliveries. The HeadLight platform has been used on transportation construction projects nationwide. Customers include state departments of transportation, top-tier consulting engineering firms, contractors, equipment manufacturers, and industry-related materials companies.

Job Description:

As a Strategic Account Executive, you will be directly responsible for the expansion of our customer base through identification of new prospects and expansion of existing customers within the West Coast Region.

What You'll Get To Do:

• Create detailed strategic account plans designed to attain pre-determined goals and quotas predictably and on time.
• Manage the entire sales cycle from finding new prospects to converting them to new customers and expanding existing customers to larger engagements.
• Unearth new sales opportunities through prospecting and turn them into long-term revenue generating partnerships.
• Present at industry conferences to raise awareness in assigned territory.
• Uncover prospect needs and match fulfillment of those needs to existing product offering .
• Provide professional after-sales support to maximize customer loyalty.
• Remain in regular contact with your clients to understand and meet their needs.
• Negotiate agreements and keep records of sales and data.

• You are curious by nature and a relentless hunter, driven to win new business!
• Passionate about innovative technology.
• Ability to listen and use a strategic and consultative approach for prospective customers.
• 8+ Years of proven experience as a Strategic Account Executive, or similar sales role, majority of that experience is selling enterprise software.
• Proven results-oriented track record and ability to deliver on assigned sales quota.
• Ability to perform market research, map discovered needs to available solutions, and drive opportunities to conversion sales and negotiating principles
• Experience with Google Drive, Office, Salesforce.
• Excellent communication/presentation skills and ability to build relationships quickly.
• Highly focused, organized, and exceptional time-management skills.
• A strong business acumen, research capability, and ability to quickly and effectively uncover customer needs.
• Understanding of value selling concepts is a plus.
• State, Local, and Education (SLED/Public Sector) sales experience is a plus.

How You Will Be Successful:

• Customer Obsession: We exist for our customers. We strive to partner with them, understand the impacts of the challenges they face, and earn their trust to solve them.
• Love Problems, Not Solutions: We don’t get so fixated on a solution that we lose sight of the problem. The best solution wins - no matter the source.
• Ownership: We honor and take ownership over commitments to each other. We are not self interested and refuse to say, “that isn’t my job.” We act on behalf of the entire company.
• Details Matter: Paying attention to the little things leads to the ability to accomplish big things. We focus on ensuring we get the small things right. We leave things better than we found them.
• Earn It Through Results: We achieve our goals by delivering results. We refuse to manage perceptions of results. We work to deliver them with quality in a timely fashion.
• The Why Matters: Know why before taking action or investing time. We give context, set clear goals, and use independent judgement. We don’t do anything just because “someone said so” or “it felt right.”
• Fail Fast: Speed matters in business. As a result, failure will happen. Do it small, do it quickly, understand it, and use it to learn from and grow.
• Build Trust: We start by assuming good intentions. We depend on others, so we work deliberately to bring out the best in one another and build trust through visibility and transparency.
• Challenge Ideas, Respect Decisions: We love to challenge our own thinking. When it’s time to move, we respect the decision, commit, and all pick up the oar and row together.
• Think Big: We are comfortable being uncomfortable. We strive for thinking at levels that allow us to scale and make the biggest impact for our customers.