Associate Account Executive, SMB

At the company, we have transformed the entire freight-moving lifecycle with our SaaS solutions.  From freight matching to payments and everything in between, we are the trusted partner for carriers, brokers, and shippers alike. We lead this industry forward with our One Team mindset committing to principles such as assume positive intent, have each other’s back, and be your authentic self.  Our drive for greatness produces high expectations, yet our regard for humans is even higher. Join a team of brilliant minds and generous hearts who care deeply about other's success.

Please note: This is a full-time, in-person role based at our Boise office (1444 S. Entertainment Ave., Boise, ID 83709).

In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for commission based on meeting monthly targets.  The On Target Earnings for this position is $79,998 if all commission is earned.

Position Summary

The Associate Account Executive SMB will promote and sell the company.com products and services to prospective customers or current clients within the SMB Broker segment.

This role is an inside sales position responsible for owning a Quota and contributing to team goals by building and managing a pipeline of business opportunities through an outbound outreach approach.

The ideal candidate will use a consultative approach to understand customer needs, support the sales process, and grow into a high-performing sales professional. The Associate Account Executive will focus on understanding the Small Broker audience owning the sales cycle from prospecting to virtual product demonstrations to closing. This role may support existing customer accounts or new logo opportunities based on team needs.

Essential Job Functions

Prospecting and Lead Engagement

• Conduct outreach via phone, LinkedIn, and email to identify decision-makers and understand business challenges.

• Evaluate opportunities, including budget, size, and purchase timeframes, and provide initial product recommendations.

• Quickly follow up on Leads, focusing on speed to lead and conversion metrics (New Logo).

Pipeline Support

• Build and manage a sales pipeline in alignment with individual sales goals and objectives.

• Maintain accurate and up-to-date records of sales activities and customer interactions in Salesforce.com and Salesloft.

Customer Needs Analysis

• Understand customer needs and learn how the company.com products and services provide solutions.

• Lead virtual product demonstrations using Value Based methodology to provide tailored product recommendations for SMB Brokers.

Market Insights

• Stay informed about the freight and logistics industry to effectively support customer conversations and position solutions.

• Develop knowledge of industry trends and competitive products.

Collaboration

• Work closely with leaders and team members to support sales initiatives and contribute to revenue growth.

• Partner with product development and customer support teams to learn how client feedback shapes product enhancements.

Performance Goals

• Regularly meet and exceed sales Quota.

• Consistently meet input KPIs, including calls, connections, and shadowed demonstrations.

Position Requirements

• Bachelor’s degree in business administration, Sales, or a related field (preferred but not required).

• 0-2 years of sales experience; previous experience in customer-facing required.

• Strong communication and interpersonal skills.

• Willingness to learn and adapt in a fast-paced environment.

• Familiarity with CRM systems like Salesforce.com is a plus.

• Self-motivated with an eagerness to develop sales skills and achieve goals.

• Knowledge of the freight and logistics industry or SaaS sales is beneficial but not required.

At the company we are dedicated to creating a workplace that is equitable, inclusive, and inspiring for every employee. In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for commission based on meeting monthly targets. Final salary is based on a number of factors including market location, job-related knowledge, education/training, certifications, key skills, experience, internal peer equity as well as business considerations.

The anticipated base pay range for this position is

$23.08 — $23.08 USD

The above description covers the most significant duties performed but does not include other related occasional work that may be assigned or is completed by the employee.

The company provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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