AE - Fleet Team

Job Overview

We're hiring an Account Executive for our Fleet Team to own and close deals with fleet operators, owners, and managers. You'll carry opportunities from first demo through signed contract, working closely with our founders, SDRs, and marketing team.

Key Responsibilities

• Own the full sales cycle for fleet prospects, from discovery call and demo through negotiation and close.
• Run a high-volume, high-quality outbound motion alongside your SDRs, including direct prospecting when needed (100+ calls per day).
• Build relationships with fleet operators, owners, and managers that generate referrals and expansion opportunities over time.
• Partner with marketing on campaign development, messaging testing, and ongoing refinement of the fleet ideal customer profile.
• Maintain accurate, up-to-date records in Salesforce and Outreach, and bring a clear point of view on what's working and what isn't.
• Travel occasionally for 2–3 day trips to support in-market pushes and events.

What Success Looks Like

In the first 30 days:

• Complete onboarding and gain a working knowledge of PistonPay's product, ICP, and the fleet customers we serve.
• Be comfortable with our tech stack (Salesforce, Outreach, Slack, G-Suite) and run a full daily outbound cadence alongside your SDRs.
• Take your first discovery calls and actively build pipeline.
• Understand the full sales motion and contribute to deal strategy from day one.
• Close your first deals.

In the first 90 days:

• Consistently hit activity targets and progress deals through the pipeline toward close.
• Close fleet deals and develop referral relationships with fleet operators, owners, and managers.
• Be a trusted partner to marketing and SDRs, actively shaping campaigns and ICP refinement.
• Help document or improve the fleet sales playbook.

Qualifications & Requirements

Must-have:

• A genuine desire to build a long-term career in sales.
• Experience closing deals (D2D, SDR-to-AE, SMB, or similar).
• Comfort operating at high intensity in short, focused windows and thrive under competitive pressure.
• Strong written and verbal communication skills.
• Ability to work cross-functionally with SDRs, marketing, and leadership.
• Coachable, competitive, and energized by building something from the ground up.

Nice-to-have:

• Prior SDR, BDR, or summer sales experience.
• Door-to-door sales experience.
• Competitive athletics or sports background.
• Immersive, high-discipline experience such as a religious mission, military service, or similar.
• Curiosity about or prior exposure to fintech, payments, or trucking/logistics.
• Familiarity with Salesforce, Outreach, Slack, or G-Suite.

Reporting Structure

This role reports to Sales Leadership, with close day-to-day collaboration alongside the Fleet Team's SDRs, fellow Account Executives, and Marketing team.

Compensation & Benefits

• $65,000-$85,000 OTE
• Meaningful early-stage equity
• Medical insurance
• All hardware and software needed to do your best work
• A front-row seat to building a category-defining payments company from its earliest days

Working Conditions

This is a full-time, on-site role based in our Lehi, Utah office, five days per week. The role is phone- and computer-intensive, with sustained daily outbound calling (100+ calls/day) as a core function of the job. Occasional travel is required.