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Drives new revenue and strategic account expansion for hardware and SaaS solutions across an assigned territory. Responsibilities include prospecting, pipeline management, closing new business, expanding strategic accounts, promoting recurring revenue, managing CRM data, developing purchasing agreements, attending industry events, and collaborating with internal sales and technical teams. Success is measured by bookings, pipeline growth, account expansion, SaaS attachment, and customer meetings.
If you are looking to be part of a company focused on making our roads and communities safer, apply to join our team of talented individuals today!
*Please note - The pay rate will be based on experience*
What TAPCO has to offer you
- Aggressive Industry OTE paid monthly
- 10 Paid Holidays
- Paid Vacation and Personal Time (starting day one)
- Four Weeks of Paid Parental Leave with no waiting period
- 401K Plan with Employer Match (fully vested on day one)
- Company-Funded Short-Term Disability
- Health, Vision, and Dental insurance
- Quarterly Company Events and Lunches
- Have a say in TAPCO Happenings by joining the Fun or Safety Committee
What you will accomplish as a Account Executive at TAPCO:
The Account Executive (Outside Sales – Hunter Role) exists to drive new revenue growth and strategic account expansion across all TAPCO-Logix product lines and cloud services. This role directly supports the company’s growth objectives by capturing white-space opportunities, increasing penetration within strategic accounts, and enabling cross-sell execution across hardware and SaaS offerings. This role is responsible for identifying, developing, and closing new businesses while expanding existing A-tier accounts using a land-and-expand strategy. Success is measured equally by bookings versus target and by pipeline generation, growth, and velocity. Pipeline performance is considered a core output of the role.
View the products this role is responsible here!
Duties and Responsibilities
- Develop and grow new business opportunities within assigned territory by promoting the full TAPCO-Logix portfolio, including hardware and SaaS solutions.
- Identify and pursue white-space opportunities to expand market share and customer adoption.
- Own and grow strategic A-tier accounts through proactive account planning and land-and-expand sales strategies.
- Partner with Inside Sales to identify, develop, and elevate B-tier accounts into long-term A-tier growth opportunities.
- Maintain a healthy and accurate sales pipeline through ongoing prospecting, opportunity qualification, and account engagement.
- Utilize CRM tools consistently to document customer interactions, manage opportunities, forecast revenue, and track territory performance.
- Demonstrate disciplined pipeline management practices to support revenue growth and achievement of sales targets.
- Position cloud-based and SaaS offerings as an integral component of customer solutions during the sales process.
- Collaborate with the SaaS Revenue Team to support customer adoption, renewals, and lifecycle management efforts.
- Promote recurring revenue opportunities and maximize SaaS attachment rates within customer accounts.
- Serve as the primary representative and ambassador for TAPCO-Logix within the assigned territory.
- Attend and represent the organization at local trade shows, customer events, industry conferences, and regional networking opportunities.
- Conduct regular field visits with A-tier accounts and strategically engage B- and C-tier accounts to drive growth and strengthen customer relationships.
- Leverage existing state, municipal, cooperative purchasing, and contract vehicles to accelerate customer purchasing processes.
- Identify opportunities to establish new purchasing agreements and contract relationships that support long-term customer growth and streamlined procurement.
- Collaborate closely with Inside Sales, SaaS Revenue, Application Sales Engineers, Parking, Wrong-Way Detection, and other specialist teams to maximize customer value and account penetration.
- Support internal initiatives and coordinated sales efforts designed to increase wallet share across TAPCO-Logix product and service offerings.
- Foster strong partnerships across departments to ensure exceptional customer experience and successful solution implementation.
- Bookings performance against annual sales targets.
- Pipeline generation, growth, and velocity.
- Minimum of eight (8) new qualified customer meetings per week.
- Expansion revenue generated within strategic A-tier accounts.
- Conversion of B-tier accounts into A-tier accounts.
- SaaS attachment rate at the initial point of sale.
- Increased product and solution penetration within existing customer accounts.
Knowledge, Skills, and Abilities
- Proven success in an outside sales role with a strong hunter mentality and demonstrated prospecting success.
- Experience selling complex solutions that include both hardware and SaaS offerings.
- Strong proficiency with CRM systems and a commitment to accurate opportunity and account management.
- Experience selling to municipal, government, transportation, or public-sector customers preferred.
- Excellent prospecting, negotiation, presentation, and closing skills.
- Ability to develop and execute strategic account growth plans within a defined territory.
- Strong organizational skills and attention to detail with the ability to manage multiple priorities.
- Effective written and verbal communication skills.
- Proven ability to build collaborative relationships across internal teams and external customer organizations.
- Customer-focused, results-driven mindset with a commitment to achieving sales objectives.
- Ability and willingness to travel throughout the assigned territory and attend trade shows, customer meetings, and industry events as needed.
About Us
At TAPCO, we aim to enhance transportation and personal safety in our communities through innovative solutions and products. We are driven to save lives! Are you looking for a career where you can earn a great wage based on experience and performance, your contributions are recognized, and you will have growth potential? Then choose TAPCO!
As an EEO Employer, including Veterans and Individuals with Disabilities, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, veteran or disability status or other acceptable taglines in all printed employment advertisements.
If any assistance is needed with the application process, please contact TAPCO HR at 800-236-4462
8-5pm
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