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.

·         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

The above description covers the most significant duties performed but does not include other related occasional work that may be assigned or is completed by the employee.

·         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.