Description
Job Overview
We're seeking an Account Executive to own and close deals with over-the-road (OTR) trucking fleets. You'll work closely with our founders, SDRs, and marketing team to build and close pipeline, refine our pitch, and define how we sell into this segment.
Key Responsibilities
- Own the full sales cycle for OTR fleet prospects, from discovery call and demo through negotiation and close.
- Conduct a high-volume, high-quality outbound motion alongside your SDRs, including direct prospecting when needed (100+ calls per day).
- Build relationships with long-haul carriers and owner-operators that generate referrals and expansion opportunities over time.
- Collaborate with marketing on campaign development, messaging testing, and refining the OTR fleet ideal customer profile.
- Maintain accurate records in Salesforce and Outreach, and provide insights on what's working and what isn't.
- Occasionally travel (2-3 days) to support in-market pushes and events.
What Success Looks Like
First 30 Days:
- Complete onboarding and gain a working knowledge of PistonPay's product, ICP, and OTR campaign motion.
- Be comfortable with our tech stack (Salesforce, Outreach, Slack, G-Suite) and contribute to the outbound cadence.
- Participate in your first OTR campaign, take discovery calls, and actively push deals forward.
- Bring energy, urgency, and deal instinct to the team.
- Close your first deals.
First 90 Days:
- Consistently hit activity targets across multiple campaign cycles and close deals within compressed timelines.
- Demonstrate the ability to sustain quality selling during high-intensity pushes.
- Be a trusted partner to marketing and SDRs, contributing to campaign design and playbook improvement.
- Help document or improve the OTR network 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 thriving 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.
Compensation & Benefits
- $65,000 - $85,000 OTE
- Meaningful early-stage equity
- Medical insurance
- All necessary hardware and software
- A front-row seat to building a category-defining payments company
Working Conditions
This is a full-time, on-site role based in our Lehi, Utah office, five days per week. The role involves sustained daily outbound calling (100+ calls/day) and occasional travel for market pushes and events.