Senior Account Executive (Transportation & Critical Infrastructure)

Core Responsibilities:

Build trusted customer relationships across transportation and critical infrastructure sectors. Lead complex SaaS sales cycles from prospecting to close, engaging multiple stakeholders and channel partners.

Key Account Focus:

The role targets organizations such as airlines, passenger/cargo transportation providers, cruise lines, railroads, airports, seaports, transit authorities, logistics, trucking, freight, and supply chain companies.

What You’ll Do:

• Develop a deep understanding of customer organizations, their priorities, industry dynamics, and available solutions.
• Build and maintain a robust sales pipeline through research, outreach, prospecting, and opportunity development.
• Establish relationships with multiple decision-makers and influencers within complex organizations.
• Lead consultative, value-based sales cycles, both independently and in collaboration with channel partners.
• Advance and close enterprise opportunities, including deals exceeding $100,000 in annual contract value.
• Partner with Marketing and Business Development to execute campaigns targeting key buyers.
• Meet or exceed sales and quarterly bookings goals, ensuring accurate tracking of opportunities, forecasts, and activities in Salesforce.

Required Qualifications:

• At least 5 years of successful SaaS sales experience, ideally in enterprise or complex B2B sales.
• A proven track record of selling to transportation, logistics, critical infrastructure, or related industries; direct experience in passenger or cargo transportation is highly relevant.
• Experience managing consultative sales cycles, building executive relationships, and engaging multiple stakeholders.
• Strong skills in prospecting, presentation, negotiation, written communication, and closing.
• History of meeting or exceeding quota, backed by measurable results.
• Familiarity with Salesforce and the ability to leverage AI tools to enhance research, productivity, or sales workflows.
• Bachelor’s degree in business, economics, finance, or a related field, or equivalent experience.
• Ability to work from the United States and travel at least 30% of the time.

Nice to Have:

• Experience opening new markets or winning new customers (