About the RoleThis is a new business role built for hunters. You'll target the sweet spot of our market: high-value fleet accounts where deal sizes are substantial, complexity varies, and the growth opportunity is massive. You'll chase $100K+ ARR opportunities, win competitive cycles, and build a book of business you're proud of.
You'll run the full cycle and own your territory end to end, working with a dedicated Account Development Rep (ADR) and with Marketing to reach fleet operators across transportation, food and beverage delivery, utilities, field service, and more. This role sits on our New Business Sales team, reporting to our VP of Sales.
What You'll Do- Own your territory. Run full-cycle sales end to end - strategic outbound, multi-stakeholder discovery, and executive-level close - targeting fleet operators across transportation, food and beverage delivery, utilities, field service, and more.
- Build to win. Develop relationships with the decision-makers, operations leaders, and safety executives who actually move deals forward.
- Co-sell smart. Partner with your dedicated ADR on territory strategy and pipeline. They're a resource, not a relay.
- Know your customer. Research each prospect's business goals, operational challenges, and fleet pain points before you ever ask for a meeting.
- Forecast with conviction. Give leadership accurate, timely pipeline and forecast data. No sandbagging, no surprises.
- Go to market. Execute sales plans, field events, and campaigns with precision, and use your industry presence and social channels to expand your reach in target verticals.
- Move the platform forward. Work with Marketing on collateral and value messaging that reflects what's actually resonating in the field.
- Hit the number. Deliver consistently against quarterly ARR targets, with a focus on high-value, multi-year contracts.
What You'll Bring Must-haves- Several years of full-cycle B2B SaaS sales experience, with a track record of hitting or beating quota - ideally in new business.
- Experience closing complex, multi-stakeholder deals at the $100K+ ARR level, or comparable.
- Strong outbound and prospecting skills - you build pipeline, you don't wait for it.
- Comfort selling to operations, safety, and executive buyers with a consultative, value-based approach.
- Disciplined pipeline and forecasting habits, and clear, confident communication.
Nice-to-haves- Experience in fleet, telematics, video safety, or another hardware-attached SaaS category.
- Experience selling into transportation, food and beverage, utilities, or field service.
- Experience working with an ADR or SDR in a co-sell motion.
The Values You'll Live ByOur five core values aren't posters on a wall - they show up in how we work every day. In this role, that looks like:
- Customer-Obsessed - You keep customers at the center of your decisions, because when they win, we win.
- No-Box Innovation - You bring bold ideas and help build what hasn't been built before.
- Growth through Friction - You treat friction as a signal, challenge what's inefficient, and push for something better.
- Trust through Action - You lead with transparency and let your follow-through do the talking.
- Own It - You take accountability for outcomes and make a positive difference wherever you can.
How We Measure Success- New business ARR. Consistent delivery against your quarterly quota, with a focus on high-value, multi-year contracts.
- A strong pipeline. A healthy, well-qualified pipeline you build through outbound and smart territory planning.
- Competitive wins. A solid win rate in competitive cycles.
- Reliable forecasting. Accurate, on-time forecasts leadership can count on.
Why Join Our TeamWe're a company that bought itself back and bet on its own future. That means the work here is real, decisions move fast, and the people who own outcomes get to shape what comes next. You'll work alongside fleet experts who genuinely care about the customers we serve, in a place where good ideas win no matter where they come from.
- A large, underpenetrated market and real room to build a book of business.
- A dedicated ADR and a marketing team invested in your territory's success.
- Real commission upside and the autonomy to run your territory your way.
BenefitsCompensation & BenefitsWe offer competitive compensation, commensurate with experience. Annual OTE salary: $230-260k.
We also offer outstanding benefits to simplify the lives of our employees and show them how much we appreciate their contributions. IntelliShift provides a full benefits package including company-subsidized medical, dental, and vision insurance, as well as a 401K with a 4% company contribution.
