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Customer-Facing Sales Engagement
· Join AE-led sales calls as the heavy haul and OD subject matter expert — leading discovery, handling objections, and building credibility with prospects who expect to talk to someone who knows the space.
· Deliver product demos and presentations grounded in the realities of OD freight — permits, routing, pilot cars, bridge laws, weight limits, and seasonal constraints.
· Act as a trusted advisor to prospects and customers, helping them connect their operational challenges to real solutions.
· Engage decision-makers across carriers, brokers, and shippers specializing in heavy haul and OD, leveraging existing relationships to open and advance deals.
· Drive opportunities from discovery through close — translating customer needs into solutions and keeping deals moving.
Industry Expertise & Segment Authority
· Serve as Truckstop's internal authority on the heavy haul and OD market — bringing real-world context to sales conversations, product discussions, and go-to-market strategy.
· Stay current on regulatory changes, permitting requirements, market trends, and competitive dynamics in the OD and heavy haul space.
· Represent Truckstop at relevant industry events and trade shows, building relationships and brand presence in the segment.
· Feed customer insights and market feedback back to the product team to help shape how Truckstop's solutions evolve for this segment.
AE Partnership & Pipeline Development
· Partner with the Account Executive team to identify and prioritize heavy haul and OD opportunities across the existing customer base and new logos.
· Help AEs navigate the sales motion in this segment, where industry credibility is a prerequisite to earning trust.
· Surface new opportunities through industry contacts, referrals, and a clear understanding of where unmet needs exist in the market.
· Collaborate with support, onboarding, and product teams post-sale to ensure customers activate and get to value quickly.
· Keep Salesforce records accurate and current — pipeline, activity, and forecasting.
Tools & Execution
· Use Salesforce to maintain pipeline visibility and forecast accurately.
· Run structured outreach cadences via Salesloft or equivalent tools.
· Use Gong to review calls, sharpen messaging, and share what's working with the team.
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