As an Account Executive at Passport, you will be responsible for driving revenue growth in your assigned region. The Account Executive is uniquely positioned to understand client needs, Passport’s solution set, and the broader market / industry, and use this knowledge to build long-term client relationships and accelerate the overall business. You will work creatively and collaboratively with internal teams across Marketing, Product, Engineering, Client Success, etc. to problem-solve and bring insights to our customers.
Responsibilities:Creating and driving a business plan within your region to acquire new clients through focused, data-driven sales and relationship building strategies
Building and maintaining a full pipeline of business, spending time caring for both top of funnel and bottom of funnel opportunities, documenting associated prospect and client touch-points real-time in CRM system (e.g. delivering web demos, making cold calls to new prospects, executing marketing programs, presenting in-person to clients, attending trade shows)
Leading with the client in mind, and achieving individual, team, and organizational quotas associated with revenue generation and margins
Partnering with Client Success team to cross/up-sell additional opportunities with existing customers
Collaborating with various stakeholders (e.g. Proposal, Product, and Implementation teams) to ensure pricing, product offerings, and timelines are accurately reflected in all RFPs and contracts, and sharing key client feedback with internal teams to continuously improve our products and internal processes
Following guidelines associated with the sales team (e.g. Request for Proposal guidelines, pricing guidelines, contracting policy)
Driving to exceed metrics; planning a budget and staying within that budget for all travel and associated expenses
Building a personal brand in the broader industry through partnerships, industry events, online presence, public speaking engagement and joining committees/boards/organizations
Championing the Passport brand internally and externally, so that all who work with you know that you are a proud and positive member of the Passport team
Monitoring implementation pipeline to run strategic plays around launches
Developing and maintaining relationships with prospects in key markets around the region
Qualifications:
4-6 years of business experience, preferably in B2B/BTG sales or experience selling with a long sales cycle or complex contracting. 6+ years of business experience is a plus.
SaaS experience or government experience is a plus
Working knowledge of sales tools such as SalesForce or Clari
Proven track record of consistently delivering at and above quota with outbound sales
Comfort with Google Drive, and analyzing sales forecast and pipeline data
Excellent communication skills (written, verbal, and listening) with the ability to work effectively across internal and client teams. Additional experience responding to requests for proposals is a plus
Willingness to travel up to 40%.
About You
You are obsessed with driving growth. You understand the ins and outs of the sales cycle and are confident in closing deals. You are detail-oriented, organized. Nothing slips through the cracks when you’re managing a relationship and bringing in business. You know how to work with others, and champion teamwork. You are confident in presenting to large and small audiences and great at thinking on your feet. You are resilient and you learn from adversity. You measure everything. You are competitive. You have the ability to work as part of a dynamic team while demonstrating flexibility, autonomy, and initiative. Above all else, you are also an excellent communicator, both written and verbal, and you understand how to effectively convey solutions to prospects, existing clients, and stakeholders across the organization and in the market.
As someone committed to continual improvement, you’re excited to improve the overall sales team and drive growth objectives at Passport.
About Us
Passport is transforming mobility management for cities, empowering them to create more livable and equitable communities. Passport’s mobility platform enables clients to digitally coordinate all modes of transportation and implement real-time, data-centric management of their curbside and streetspace through its enterprise software. Trusted by nearly 1,000 cities, universities and agencies, including Chicago, Toronto, London, Los Angeles, and Miami, Passport is one of the fastest growing companies on the Inc. 5000 and Deloitte Technology Fast 500 lists. Passport is backed by Rho Capital Partners, H.I.G. Growth Partners, ThornTree Capital Partners, Bain Capital Ventures, Grotech Ventures, MK Capital, and Relevance Capital. For more information, visit passportinc.com.
Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.