Account Executive - ShopPulse
Hearst · TBD
Position Summary
The Account Executive (AE) – ShopPulse role owns the opportunity and the pipeline from qualified lead to signed deal, working a mix of BDR-sourced opportunities and inbound leads generated by Noregon's NSP field sales team. This is a new-business sales role for our ShopPulse Product.
The ideal candidate has sold or closed deals in the shop management, fleet maintenance, or transportation SaaS space and knows how to run a sales cycle from demo to signed contract.
Key Responsibilities
- Own and close a pipeline of qualified opportunities sourced by an assigned BDR and inbound leads from the NSP field sales team.
- Run the full sales cycle: discovery, demo, proposal, negotiation, and close.
- Build and manage a forecast, keeping pipeline stages, close dates, and deal value accurate and current in CRM.
- Position ShopPulse against competitors like Fullbay and Shopmonkey, and win the deal on value, not just price.
- Deliver compelling, consultative product demos tailored to a shop's specific pain points and workflow.
- Negotiate pricing, contract terms, and close agreements that hit revenue and margin targets.
- Partner with the BDR team on lead quality, messaging, and pipeline coverage.
- Work closely with NSP field sales to convert field-generated leads into closed revenue.
- Coordinate a clean handoff to the Customer Success/Account Management team post-close to set new customers up for a strong start.
- Maintain accurate CRM hygiene — activities, next steps, opportunity stages, and forecast commitments.
- Hit or exceed monthly and quarterly new-business revenue and close-rate targets.
Supervisory Responsibilities
- This position has no direct supervisory responsibilities.
Education & Experience
- Bachelor's degree in Business, Marketing, Communications, or related field preferred.
- 3+ years of closing experience in a quota-carrying sales role — SaaS, technology, fleet maintenance, transportation, automotive, or shop management solutions strongly preferred.
- Direct experience selling against or within Fullbay, Shopmonkey, or similar shop management platforms is a major plus.
- Track record of hitting or exceeding quota and managing a full-cycle sales pipeline independently.
Additional Eligibility Requirements
- Strong consultative and competitive selling skills — comfortable running a deal, handling objections, and closing.
- Excellent verbal, written, and presentation skills; confident running live product demos.
- Experience with CRM platforms such as HubSpot, Salesforce, or similar, with strong pipeline discipline.
- Highly organized, self-motivated, and able to manage a full pipeline independently while collaborating with BDR and field sales.
- Highly proficient in Microsoft Office Suite.
Work Environment
- Professional office environment with remote flexibility.
- Routine use of computers, CRM platforms, communication tools, and standard office equipment.
Physical Requirements
- Prolonged periods of sitting and computer work.
- Frequent communication via phone, video conferencing, and in-person meetings.
- Ability to occasionally lift and transport materials up to 15 pounds.
Travel Requirements
- Less than 10% travel. May include customer visits, training events, and company meetings.
*This position description outlines the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.
**Noregon Systems, Inc is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity or any other protected class.