Account Executive, Software

Econolite is an innovator of Intelligent Transportation System (ITS) solutions, products, and services. Our technology is helping save lives and making the Smart City a reality. If you want to be at the forefront of this intelligent technology revolution, we want to talk to you about being part of our team. Econolite is committed to employing the best talent that will make significant contributions to building a safer, connected world.

Econolite's ITS solutions ease traffic congestion, provide safer mobility, and improve quality of life. As the one-stop-shop leader for traffic management systems, sensor products, and services, Econolite is committed to the advancement of connected and autonomous vehicles, smart cities, and cybersecurity.

The Software Sales Account Executive is responsible for driving net-new software revenue growth across the Northern United States (Virginia north to New England and the Midwestern States) by identifying, shaping, and closing high-value opportunities within the transportation and Intelligent Transportation Systems (ITS) market.

This individual is a proactive originator of opportunities, someone who thrives on creating demand, opening doors, and converting complex challenges into measurable outcomes for customers. The role works closely with a focused regional team (including a Sales Development Representative (SDR) and Customer Success Manager (CSM)) and is accountable for building pipeline, winning new business, and expanding strategic customer relationships.

Success in this role requires creative solution selling, the ability to align technology to "metrics that matter" (safety, mobility, reliability, sustainability, and ROI), and a strong understanding of how to deliver long-term value to agencies and stakeholders.

DUTIES:

• Identify, shape, and advance new software opportunities across state DOTs, counties, municipalities, and regional agencies.
• Act as a market builder, proactively generating pipeline through industry relationships, insight-driven outreach, and strategic positioning.
• Develop and execute territory strategies that expand Econolite's footprint and influence across the Southern region.
• Lead consultative, solution-oriented sales engagements focused on solving real transportation challenges.
• Translate customer needs into high-value, outcome-driven solutions leveraging Centracs Mobility and the broader ecosystem.
• Craft compelling business cases that clearly articulate ROI, performance improvement, and long-term value creation.
• Lead and align SDR and CSM activities to maximize pipeline development, deal progression, and customer success.
• Drive disciplined execution across the full sales lifecycle from opportunity creation through qualification, solution development, negotiation, and close.
• Maintain a high-quality, accurate, and up-to-date pipeline within the Microsoft Dynamics CRM system, ensuring opportunities, activities, forecasts, and customer interactions are properly documented and tracked.
• Build trusted relationships with transportation leaders, traffic engineers, consultants, and contractors while leveraging an established ITS network to accelerate opportunity development and credibility in the market.
• Serve as a thought leader in mobility by representing Econolite at industry events, including ITE, ITS America, and regional forums.
• Develop accurate forecasts, territory plans, booking projections, and revenue forecasts while maintaining a transparent, well-managed pipeline.
• Analyze customer needs, funding trends, and competitive positioning to inform territory and account strategies.
• Partner with Product, Marketing, and Professional Services teams to align solutions with market needs and ensure a seamless transition from sales to implementation and customer success.

QUALIFICATIONS:

• Bachelor's Degree in Business, Engineering, Transportation, or a related field required; MBA preferred.
• 7-12+ years of experience in software or solution sales, preferably within transportation, ITS, or smart city markets.
• Demonstrated success developing, managing, and closing complex enterprise-level sales opportunities.
• Strong understanding of traffic engineering principles, Advanced Traffic Management Systems (ATMS), signal systems, or mobility platforms.
• Established network within the ITS and transportation industry strongly preferred.
• Experience coordinating or leading supporting sales functions, including SDRs and Customer Success Managers, preferred.
• Proven proficiency with CRM platforms, forecasting tools, and structured sales methodologies.
• Demonstrated ability to create, develop, and close new business opportunities.
• Advanced consultative and solution-selling skills.
• Ability to connect technology solutions to quantifiable customer outcomes and performance metrics.
• Strong competency in CRM systems, pipeline management, forecasting, and data-driven sales execution.
• Executive presence with excellent communication, presentation, and negotiation skills.
• Highly self-motivated, strategic, and results-oriented.
• Ability to operate effectively in complex, multi-stakeholder environments.
• Strong collaboration and team leadership orientation with accountability for shared success.

PRE-EMPLOYMENT

All candidates who accept employment will be subject to a background investigation and drug screening. For applicable roles, candidates who accept employment will also be subject to a Motor Vehicle/Driving Record screening.

BENEFITS This role is eligible for benefits: weekly pay, weekly PTO accrual, paid holidays. Various medical plans, dental, vision, flexible spending accounts, direct deposit. Basic life, LTD, 401k discretionary match. Other voluntary benefits include: identity theft protection.

DISCLAIMER

The above statements are intended to indicate the general nature and level of work performed by employees within this classification. They are not designed to contain or be interpreted as an exhaustive list of all duties, responsibilities, skills, and qualifications required of employees assigned to this job.

We conform to all the laws, statutes, and regulations concerning equal employment opportunities and affirmative action. We strongly encourage women, minorities, individuals with disabilities and veterans to apply to all of our job openings. We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, marital status, lactation, ancestry/national origin, citizenship, age, disability, arrest and court records, military & veteran's status, Genetic Information & Testing, Family & Medical Leave, or any other classification protected by state or federal law.

We prohibit Retaliation against individuals who bring forth any complaint, orally or in writing, to the employer or the government, or against any individuals who assist or participate in the investigation of any complaint or otherwise oppose discrimination.

An Equal Opportunity Employer - Non-Smoking Facility