Account Executive (Onsite; Fargo, ND)

Company Overview:
Razor Tracking is a leading provider of real-time telematics solutions, offering advanced fleet and operations management systems. Our innovative platform delivers actionable insights through GPS tracking, dash cameras, and asset management tools, helping businesses enhance productivity, safety, and efficiency. Committed to exceptional service and scalable solutions, we adapt to our clients’ evolving needs with cutting-edge technology and unmatched support. Join our fast-growing team and make an impact in the fleet management industry!
Job Summary:
The Account Executive drives new revenue for Razor Tracking across three sales motions: direct B2B sales to fleet operators, fast-cycle sales to small fleets and owner-operators (B2C), and recruiting and developing channel partners. This quota-carrying role independently analyzes market and sales data to identify and prioritize opportunities, develop targeting and engagement strategies, and manage the full sales cycle through close and handoff to Customer Success. The Account Executive partners with Marketing, Product, and Customer Success and provides market and customer insights that help shape Razor Tracking’s sales and go-to-market strategy.
Key Responsibilities:
Sales Strategy, Market Analysis, & Collaboration
Analyze CRM, revenue, industry, customer, and market information to identify trends, target markets, prospective customers, and revenue opportunities.
Independently develop prospecting, territory, and account strategies and select or adapt sales approaches based on market analysis, customer needs, and prior results.
Provide leadership with market, customer, competitive, pricing, and sales insights and recommend improvements to targeting, positioning, product mix, and go-to-market strategy.
Collaborate with Marketing, Product, and Customer Success on campaigns, market opportunities, product positioning, customer outcomes, and other cross-functional initiatives.
Direct B2B Sales
Own the full sales cycle for fleet prospects in assigned verticals or markets, including strategic targeting, outbound prospecting, lead qualification, and follow-up on marketing-generated leads.
Conduct consultative discovery and product demonstrations, tailoring Razor Tracking solutions to each customer’s operational needs.
Develop pricing and deal recommendations and negotiate pricing and terms within established authority, obtaining approval when required.
Deliver a clean handoff to Customer Success with documented requirements, stakeholders, and success criteria.
B2C & Small-Fleet Sales
Respond promptly to inbound opportunities from small fleets and owner-operators.
Evaluate customer needs and manage an efficient sales cycle using standard packages and pricing when appropriate, adapting the approach as needed.
Convert qualified opportunities while maintaining accurate and timely CRM records.
Channel Partner Development & Enablement
Identify and follow up on potential channel opportunities, evaluate prospective partners against established criteria, and recruit qualified partners into the Razor Tracking Channel Program.
Coordinate partner agreements and lead partner onboarding and product certification in accordance with the established Channel Program.
Manage and develop channel partner relationships through co-selling, deal registration, sales tools and training, and periodic partner business reviews.
Identify partner needs and market opportunities, provide recommendations to sales leadership, and track and forecast partner-sourced pipeline.
Forecasting & Pipeline Accountability
Independently manage and forecast direct- and partner-sourced pipeline in Pipedrive, maintain accurate opportunity information, and submit weekly commit and best-case forecasts.
Maintain a healthy, well-qualified pipeline with target coverage of at least 3x quota.
Evaluate opportunities against established qualification criteria, including decision authority, budget alignment, solution fit, and decision timeline.
Maintain forecast accuracy, with a target monthly commit within ±15% of actual results, and adjust sales strategies and forecasts based on identified risks and opportunities.
How Success Is Measured:
New first-year ARR against established quota
Forecast accuracy (commit vs. actual bookings)
Pipeline created and pipeline coverage
Win rate and multi-year contract mix
New channel partners activated and partner-sourced ARR
Speed of response to inbound and partner leads
Qualifications:
Education
Bachelor’s degree in Sales, Marketing, Business Administration, or a related field or an Associate’s degree with equivalent practical experience.
Experience
3+ years of quota-carrying, full-cycle B2B sales or consultative selling experience with a demonstrated record of sales success.
Demonstrated ability to analyze market, customer, CRM, and sales information and translate insights into effective targeting and sales strategies.
Experience independently managing and forecasting a sales pipeline and exercising judgment in prospecting, account strategy, customer engagement, and solution development.
Channel, partner, or distributor sales experience preferred.
Telematics, fleet management, technology, or SaaS sales experience preferred.
Proficiency with Microsoft Office and CRM software; Pipedrive experience preferred.

Employment type
FT RT

Work arrangement
No