What are the responsibilities and job description for the Commercial Account Executive position at Info Tech, Inc.?
Who we are
If you are driving on a highway in North America, there is a good chance that Infotech software was used to build it. In the U.S., 88% of state transportation agencies use Infotech-developed software to manage their road construction projects. We support all aspects of road construction from managing bids, to secure document signing, to cost estimation and inspection. Infotech employees play a direct role in building and improving the construction and safety of road and highway infrastructure.
With a diverse workforce and collaborative, relaxed environment, Infotech is a Gainesville-born pioneer of innovation, committed to its family of employees, customers, and community. We are known for our people-first culture, outstanding employee retention rates, and work-life flexibility.
Infotech is proud to be Certified by Great Place to Work, recognizing our commitment to creating an outstanding employee experience!
What you'll do
As a Commercial Account Executive, you will be responsible for the full sales cycle from discovery, demonstration, to close, and upsell/cross-sell for the Local Public Agency (LPA) and engineering firm market. As someone experienced in hybrid field and inside sales, you will maintain proficiency with modern sales best practices focused on acting as the trusted advisor to external contacts. With developed expertise in our commercial market ITI Products portfolio (Bidexpress.com, Appia, and Doc Express) and knowledge of the public infrastructure construction industry, you are trusted with managing prospect and customer relationships from various lead sources.
You will also:
Pipeline Management
- Discovery and Qualification: Employ needed sales methodology based on prospect phase in the buying cycle (Same Side Selling, Transactional Sales, Consultative Selling, Challenger selling, etc.)
- Product Demonstration: Work with a Solutions Engineer who owns demoing our platform to deliver a discovery aligned pitch presentation that focuses on results, issues addressed, and workflows desired.
- Opportunity Nurture: Develop concise business cases (CBC), Success Plans/Sales Mutual Action Plan, exhibit appropriate task and time management around pipeline prioritization, exercise proactive and frequent touch-points, and employ skill in appropriate closing techniques.
Portfolio Management
- Upselling: Identify upsell opportunities where value is established from their existing portfolio of customers whether it's growth to other offices, ensuring successful 'paid pilots' that result in increased licenses, other departments, etc.
- Cross-Selling: Identify through discovery relevance of additional modules or products not already adopted.
Prospect Management
- Tradeshows and Public Speaking: Participate in events to generate leads and deliver thought leadership presentations.
- Outbound Prospecting: Execute outbound campaigns in outreach.io with a pre-designed multi-touch, multi-channel sequence to create new pipeline based on curated target lists provided.
- Signal-based Prospecting: Reach out to low and high intent MQL lists from webinars, hubspot lead score alerts, marketing-asset downloaders, and other signals of prospects in the buying cycle.
QUALIFICATIONS
You must have
We are open to hiring this position at a level that is commensurate with the candidate's skills and qualifications. At minimum, candidates must have a Bachelor degree in a relevant field; or equivalent combination of education and experience (i.e., a High School Diploma and 4 years of relevant experience).
We'd like you to have
- 4 years experience in outside sales with proven sales success
- Knowledge of horizontal construction industry
- SaaS sales experience for B2B or B2G
- Familiarity with construction technology like construction management systems
- CRM software: Salesforce, Zoho CRM, or HubSpot
- Prospecting software: Outreach, LinkedIn, or GovWin
- Spreadsheet software: Microsoft Excel and Google Sheets
- Presentation software: Microsoft PowerPoint and Google Slides
- Collaboration tools: Microsoft OneDrive, Google Drive, SharePoint
Where you'll work
Infotech's people-first culture allows us to support remote, hybrid, or on-site work arrangement preferences aligned with the needs of the role or team. Construct your future with us while working fully remote within the US*. Due to the nature of this role, preference may be given to candidates in the Midwest US. You can let us know your preferred work arrangement on your application.
Our commitment to you as an Infotecher
- We'll prioritize your physical and mental well-being, with inclusive health, dental, and vision benefits, flexible work arrangements to fit your lifestyle, and plenty of time off so you can rest when you need to.
- We'll provide a competitive and equitable compensation plan that includes a commission structure.
- We'll invest in you as a human being and your career as a professional, through our continuing education support, professional development resources, leadership training, and opportunities to connect with mentors.
Read more about our people-first initiatives on our website.
Other requirements
This position requires up to 50% travel (30% travel likely) to clients, conferences, and to Infotech's Gainesville headquarters as needed.
Hiring timeline
This position may fill multiple openings and will remain posted until February 28th at 5pm ET. Resume required. Cover letters are highly recommended.
This is a non-sponsorship eligible position.
This role is commission eligible with a 70/30 On-Target-Earnings (OTE) compensation plan.
In compliance with pay and benefits transparency requirements, please visit the Total Rewards page on our website.
*While Infotech supports a remote workforce, there are currently no employees residing in California. Due to tax implications, preference will be given to candidates residing outside of California.
