Job Summary:
Job Description:
About the Role – These are likely a better fit for the interview stage
The Account Executive will own a named portfolio of transit agency accounts across North America, leading full enterprise sales cycles for Trapeze EAM software and associated implementation services. This is a relationship-first, consultative role suited to a seller who thrives in long-cycle, high-stakes environments.
You will serve as the primary point of contact and trusted advisor for your accounts — attending industry conferences, conducting on-site visits to maintenance facilities, participating in asset planning discussions, and cultivating the durable relationships that hold through procurement delays, budget cycles, and multi-stakeholder review processes.
Sales cycles typically range from one to three years, with purchasing decisions subject to government budget approvals and formal procurement processes. Success in this role requires patience, rigor, and the ability to navigate complex organizational dynamics over an extended horizon.
For the right seller — one who finds genuine satisfaction in complex deals, meaningful outcomes, and long-term customer partnerships — this role offers compelling deal sizes, a durable customer base, and work that matters.
Key Responsibilities
- Manage a named portfolio of North American transit agency accounts, owning the full enterprise sales cycle from initial prospecting through contract close.
- Sell the complete Trapeze EAM solution — encompassing software licenses, implementation services, and professional services — with the ability to clearly articulate scope, timelines, and mutual commitments to prospective clients.
- Develop and maintain comprehensive account strategies for each target agency, including stakeholder mapping, budget and procurement timelines, and competitive positioning.
- Maintain rigorous pipeline discipline in Salesforce, ensuring accurate opportunity staging, revenue forecasting, and activity documentation that reflects a realistic assessment of deal progression.
- Travel up to 50% of the time to agency sites, industry conferences, and regional events to advance relationships and opportunities.
- Collaborate cross-functionally with Solutions Engineering, Customer Success, and Implementation leadership to develop proposals, respond to RFPs, and deliver oral presentations.
- Champion deal approvals internally with the same rigor applied externally — building sound business cases, aligning internal stakeholders, and coordinating customer and internal timelines to ensure a smooth path to execution.
- Maintain current knowledge of prospect agency fleet inventories, capital improvement plans, ERP and EAM environments, and incumbent vendor landscapes to identify, qualify, and develop new opportunities.
- Represent Trapeze EAM at key industry events, including APTA, CUTA, and relevant government technology forums.
Assets (Not Required, But Will Set You Apart)
- Prior experience selling EAM, ERP, or maintenance management software.
- Familiarity with public transit operations, fleet management, or municipal government procurement.
- Exposure to integration environments (ERP connections, middleware platforms) in a sales or pre-sales context.
- Post-secondary education in business, engineering, or a related discipline.
Worker Type:
Regular
Number of Openings Available:
1
