Account Executive, New Logo

📌 Core Information

🔹 Job Title: Account Executive, New Logo

🔹 Company: Trimble

🔹 Location: Georgia, United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: April 2, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote Solely

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Growing new Trimble AECO software customer accounts in the architecture, engineering, construction, and owner sectors.
• Assisting in the growth of existing customer accounts, particularly through cross-selling ERP solutions.
• Collaborating with internal teams, including Product Sales Executives and Sales Engineers, to support the customer buying process.
• Developing and maintaining relationships with prospects during the sales process.

ASSUMPTION: The job requires a high level of energy and sales acumen, focusing on both new and existing accounts, as indicated by the dual responsibility for 'new logo' accounts and cross-selling to current customers.

📋 Key Responsibilities

✅ Prospect and research new leads for Trimble AECO software subscriptions.

✅ Engage with prospective customers through outbound calls and lead follow-ups.

✅ Identify customer needs and build a pipeline of sales opportunities.

✅ Collaborate with product sales executives and marketing teams on product updates and industry trends.

✅ Develop and execute sales and territory plans effectively.

✅ Close sales and meet or exceed sales targets (quota).

ASSUMPTION: Responsibilities include a strong focus on prospecting and establishing new leads, with an equal emphasis on collaboration with internal teams to ensure comprehensive customer service and sales support.

🎯 Required Qualifications

Education: Not specified

Experience: 8+ years in selling SaaS solutions with a proven track record of exceeding $1M in annual quota.

Required Skills:

• Excellent presentation and communication skills.
• Advanced selling capabilities including strategy, customer relations, and negotiation.
• Proficiency in Salesforce CRM and Google Suite products.

Preferred Skills:

• Experience in the construction industry.
• Previous SaaS sales experience within the construction sector.

ASSUMPTION: Priority is given to candidates with construction industry experience due to Trimble’s focus on construction software solutions, aligning with the company's strategic goals.

💰 Compensation & Benefits

Salary Range: $150,000 OTE

Benefits:

• Comprehensive health benefits (Medical, Dental, Vision).
• Life and Disability insurance.
• Retirement plans and Paid Parental Leave.

Working Hours: 40 hours per week, with up to 50% travel within North America.

ASSUMPTION: Compensation aligns with the high level of responsibility and desired experience, while benefits are comprehensive to attract top talent.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specializing in industrial technology and construction software solutions.

Company Size: 1,001-5,000 employees, providing a robust yet agile working environment.

Founded: 2000

Company Description:

• Leading global freight network operations.
• Innovative solutions in logistics and supply chain management.
• Over 110,000 daily transport operations managed.

Company Specialties:

• Transport Management
• E-Logistics
• Real-time visibility solutions

Company Website: https://www.transporeon.com/en/

ASSUMPTION: Trimble's emphasis on technology and innovation creates an environment conducive to continuous improvement and leadership in the industry.

📊 Role Analysis

Career Level: Senior, with potential leadership opportunities due to the high level of responsibility.

Reporting Structure: Reports to the Mid Market New Logo Sales Team, likely collaborating with the Customer Account team.

Work Arrangement: Remote with significant travel within specified U.S. regions.

Growth Opportunities:

• Potential for advancement within Trimble or through special project leadership.
• Opportunity to leverage cross-functional team collaboration for skill development.
• Public speaking and presentation skills enhancement through diverse customer engagements.

ASSUMPTION: The remote nature paired with travel suggests a flexible work environment, fostering a balance between independence and collaborative engagement.

🌍 Location & Work Environment

Office Type: Remote with virtual collaboration capabilities.

Office Location(s): Primary coverage in SE U.S. states including GA, FL, MS, AL, etc.

Geographic Context:

• Strategic access to key markets in the Southeastern United States.
• Diverse customer base aligns with travel requirements.
• Opportunity to build regional relationships and presence.

Work Schedule: Flexibility in work hours due to remote setup, with travel commitments as necessary.

ASSUMPTION: The role’s geographic specificity provides targeted market engagement opportunities, beneficial for account growth and business development.

💼 Interview & Application Insights

Typical Process:

• Initial application review and screening.
• First-round interviews focusing on technical and sales capabilities.
• Final interviews involving cross-functional team meetings.

Key Assessment Areas:

• Proven track record in SaaS sales.
• Communication and negotiation skills.
• Cultural fit and adaptability in a remote environment.

Application Tips:

• Highlight specific achievements in SaaS sales.
• Illustrate experience in managing large customer accounts.
• Demonstrate understanding of the construction industry and product knowledge.

ATS Keywords: Sales, Business Acumen, SaaS Solutions, Construction Industry Experience, Salesforce CRM.

ASSUMPTION: The interview process will likely stress cross-functional communication and strategic sales abilities, reflecting the position’s collaborative nature.

🛠️ Tools & Technologies

• Salesforce CRM
• Google Suite
• Trimble’s proprietary AECO software

ASSUMPTION: Proficiency in these tools is essential to manage customer interactions and internal collaborations effectively.

👔 Cultural Fit Considerations

Company Values:

• Diversity, Equity, and Inclusion
• Innovation and technology-driven solutions
• Commitment to customer success and operational excellence

Work Style:

• Independent with a proactive approach to remote work.
• Collaborative mindset for team interactions and cross-selling opportunities.
• Adaptable to frequent travel and varied regional customer needs.

Self-Assessment Questions:

• Are you comfortable managing remote relationships and travel demands?
• Do you have experience with construction SaaS sales?
• Can you demonstrate successful cross-functional collaboration?

ASSUMPTION: The role requires a natural fit with Trimble’s core values and work style, indicating a preference for candidates who thrive in innovative and diverse environments.

⚠️ Potential Challenges

• Managing extensive travel requirements with personal commitments.
• Building rapport with clients remotely.
• Adapting to frequent changes in product offerings and industry trends.
• Coping with potential sales pressure and meeting quotas.

ASSUMPTION: Challenges are largely centered around the dynamic nature of sales in a remote and travel-intensive environment.

📈 Similar Roles Comparison

• Offers competitive sales targets similar to leading software companies.
• Greater focus on cross-functional collaboration than some other sales roles.
• Enhanced autonomy through remote work, unlike traditional office-based sales roles.

ASSUMPTION: The position's unique selling point is its balance between independent work and collaborative sales strategies, differing from similar positions that might offer less strategic integration.

📝 Sample Projects

• Launch of a new SaaS product line for construction industries.
• Market expansion strategies in new geographic regions.
• Customer feedback integration for new feature development.

ASSUMPTION: Sample projects indicate a balance of strategic sales execution and market expansion opportunities, reflecting the company's growth trajectory.

❓ Key Questions to Ask During Interview

• What strategies have been successful in meeting sales quotas in this role?
• How does Trimble support its remote workforce in achieving work-life balance?
• What are the biggest challenges Trimble anticipates in the commercial expansion of AECO solutions?
• How is success measured beyond sales targets?
• What opportunities exist for professional growth and development within the company?

ASSUMPTION: Interview questions should focus on aligning personal growth with company goals and understanding support structures for remote roles.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare a detailed cover letter highlighting SaaS sales achievements.
• Ensure your CV includes relevant tech and industry skills.
• Schedule informational interviews with current employees if possible.
• Research Trimble’s latest market activities and integration strategies.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.