Founding Account Executive

Founding Account Executive at Moab

Moab is building a modern, all-in-one software platform for equipment dealers & rental businesses.

The equipment dealer & rental market is a key part of the multi-trillion dollar construction, agriculture, and logistics industries, and is currently underserved by antiquated incumbent software solutions (most of which were founded in the 1980's and 1990's).

Our vision is to connect everyone who is selling, buying, renting, servicing, or utilizing equipment, starting with a new system-of-record for equipment rental businesses that will help our customers create efficiency in the back office and generate more revenue in the front office.

We're a small team of energetic, dedicated, and passionate individuals. The founding team members are all ex Ramp / Uber. We value team members that can not only roll up their sleeves to do hands-on work, but also think clearly & creatively about the big picture. We seek new team members who are eager to dive in and collaborate with the rest of the team to drive impact for our customers and for the business. At Moab, you'll find significant room for career growth, fostered by a meritocratic culture that prioritizes individual and team development.

About the Role

We are looking for an Account Executive who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite.

This is the type of role where you'll consistently have to do the job of someone two levels above you (e.g., meet with a CEO of a large business) and two levels below you (e.g., respond to customer support tickets). This role rewards do-ers.

What You'll Do

• Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets.

• Refine the sales process for Moab, we are growing fast and need your help to scale the sales organization.

• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers.

• Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Moab's roadmap and innovations fit in the long term

• Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities

• Manage a book of business by tiering accounts and initiating techniques to save contractions

• Co-create with cross-functional partners to expertly position Moab, drive deals forward and ensure customer success

• Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities

• You'll communicate across teams, bridging different parts of the organization to achieve cross-functional outcomes.

• You'll deepen client engagements through strategic interactions, serving as an advisor and advocate for key stakeholders, driving advocacy, organic growth, and referrals.

What You Need

• Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<1000 FTEs), selling to executives.

• Consistent performance meeting pipeline generation targets for net new business.

• Demonstrated experience successfully managing complex sales cycles (3-9 months).

• A sales methodology and process that creates value for customers.

Nice To Haves

• Experience selling solutions to technical audiences at executive level (i.e. Operations, Finance, Accounting teams).

• Demonstrated ability to succeed in a changing environment

• Certified in deal qualification and prospect discovery.