Account Executive (Onsite; Fargo, ND)

Job description

Company Overview: Razor Tracking is a leading provider of real-time telematics solutions, offering advanced fleet and operations management systems. Our innovative platform delivers actionable insights through GPS tracking, dash cameras, and asset management tools, helping businesses enhance productivity, safety, and efficiency. Committed to exceptional service and scalable solutions, we adapt to our clients’ evolving needs with cutting-edge technology and unmatched support. Join our fast-growing team and make an impact in the fleet management industry! Job Summary: The Account Executive drives new revenue for Razor Tracking across three sales motions: direct B2B sales to fleet operators, fast-cycle sales to small fleets and owner-operators (B2C), and recruiting and developing channel partners. This quota-carrying role independently analyzes market and sales data to identify and prioritize opportunities, develop targeting and engagement strategies, and manage the full sales cycle through close and handoff to Customer Success. The Account Executive partners with Marketing, Product, and Customer Success and provides market and customer insights that help shape Razor Tracking’s sales and go-to-market strategy. Key Responsibilities: Sales Strategy, Market Analysis, & Collaboration Analyze CRM, revenue, industry, customer, and market information to identify trends, target markets, prospective customers, and revenue opportunities. Independently develop prospecting, territory, and account strategies and select or adapt sales approaches based on market analysis, customer needs, and prior results. Provide leadership with market, customer, competitive, pricing, and sales insights and recommend improvements to targeting, positioning, product mix, and go-to-market strategy. Collaborate with Marketing, Product, and Customer Success on campaigns, market opportunities, product positioning, customer outcomes, and other cross-functional initiatives. Direct B2B Sales Own the full sales cycle for fleet prospects in assigned verticals or markets, including strategic targeting, outbound prospecting, lead qualification, and follow-up on marketing-generated leads. Conduct consultative discovery and product demonstrations, tailoring Razor Tracking solutions to each customer’s operational needs. Develop pricing and deal recommendations and negotiate pricing and terms within established authority, obtaining approval when required. Deliver a clean handoff to Customer Success with documented requirements, stakeholders, and success criteria. B2C & Small-Fleet Sales Respond promptly to inbound opportunities from small fleets and owner-operators. Evaluate customer needs and manage an efficient sales cycle using standard packages and pricing when appropriate, adapting the approach as needed. Convert qualified opportunities while maintaining accurate and timely CRM records. Channel Partner Development & Enablement Identify and follow up on potential channel opportunities, evaluate prospective partners against established criteria, and recruit qualified partners into the Razor Tracking Channel Program. Coordinate partner agreements and lead partner onboarding and product certification in accordance with the established Channel Program. Manage and develop channel partner relationships through co-selling, deal registration, sales tools and training, and periodic partner business reviews. Identify partner needs and market opportunities, provide recommendations to sales leadership, and track and forecast partner-sourced pipeline. Forecasting & Pipeline Accountability Independently manage and forecast direct- and partner-sourced pipeline in Pipedrive, maintain accurate opportunity information, and submit weekly commit and best-case forecasts. Maintain a healthy, well-qualified pipeline with target coverage of at least 3x quota. Evaluate opportunities against established qualification criteria, including decision authority, budget alignment, solution fit, and decision timeline. Maintain forecast accuracy, with a target monthly commit within ±15% of actual results, and adjust sales strategies and forecasts based on identified risks and opportunities. How Success Is Measured: New first-year ARR against established quota Forecast accuracy (commit vs. actual bookings) Pipeline created and pipeline coverage Win rate and multi-year contract mix New channel partners activated and partner-sourced ARR Speed of response to inbound and partner leads Qualifications: Education Bachelor’s degree in Sales, Marketing, Business Administration, or a related field or an Associate’s degree with equivalent practical experience. Experience 3+ years of quota-carrying, full-cycle B2B sales or consultative selling experience with a demonstrated record of sales success. Demonstrated ability to analyze market, customer, CRM, and sales information and translate insights into effective targeting and sales strategies. Experience independently managing and forecasting a sales pipeline and exercising judgment in prospecting, account strategy, customer engagement, and solution development. Channel, partner, or distributor sales experience preferred. Telematics, fleet management, technology, or SaaS sales experience preferred. Proficiency with Microsoft Office and CRM software; Pipedrive experience preferred. Strong communication, negotiation, analytical, relationship-building, and solution-development skills with a high level of professionalism, ownership, and self-direction. Ability to quickly learn technical products and effectively communicate and demonstrate solutions to prospective customers. Travel Requirements: Willingness to travel to trade shows, conventions, partner meetings, and client visits. Travel typically ranges from 10–25% , with the potential to increase to approximately 50% during periods of heavier trade show or business activity. Compensation: $68,000–$72,000 annual base salary, depending on experience and qualifications, plus uncapped commission. Target variable compensation is approximately $60,000 at 100% quota attainment, for target total earnings of approximately $128,000-$132,000 annually. Current annual new first-year ARR quota is $720,000. Perks & Benefits: Enjoy comprehensive health, dental, and vision coverage; 401(k) with employer match; Flexible PTO for salaried employees; paid holidays; company-paid life insurance; supplemental insurance options; Employee Assistance Program (EAP); professional development opportunities; and the technology and equipment needed to support your success.