Account Executive - Automotive

Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.  Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for five years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it. 
Position Description:The Account Executive is a strategic member of the Auto sales team, responsible for helping KPA achieve top line revenue growth by identifying and closing new sales opportunities.  The role is focused on selling KPA’s compliance software and consulting services portfolio into the Automotive space. With 140 Consultants across the country and a comprehensive software solution, we are the leading provider for Environmental & Safety (EHS), Human Resources (HR), Advertising, Sales & Finance (AS&F) and Privacy & Safeguards (P&SG) Compliance solutions for dealers. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience. 

More Specifically, you will:

• Own the business plan for a defined geographic territory closing sales with new logo targets
• Upsell and Cross sell into an existing book of business within a defined geographic territory
• Build and maintain a pipeline that is 3x annual quota target 
• Meet monthly and quarterly sales bookings targets by effectively managing the full sales-cycle, including contract generation and other deliverables required to close new business 
• Prioritize opportunities and coordinate internal KPA resources to provide the best client experience 
• Develop and execute a comprehensive territory plan 
• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting 
• Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone 
• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary 
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, Field Team, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy 
• Job related travel up to 50% (you will need to travel as necessary to hit your quota, attend ADA events & attend bi-annual team events) 

Success Criteria:

• Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. KPA is growing and we are all ready to celebrate your successes in sales.
• Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.  
• Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.  
• Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success.
• Technical. You have used Salesforce and can sell services and software to buyers in the automotive space.

Qualifications:

• Generally, 3+ years of quota carrying sales experience in a B2B environment 
• Previous experience selling software and services in the automotive industry required 
• Consistent, proven over-achievement in past quota carrying roles 
• High intensity and drive to achieve immediate results, meeting and exceeding sales targets 
• Adept in identifying and winning new business 
• Strong intellectual curiosity to uncover why buyers will buy and how to leverage that information 
• Highly effective communication skills that convey professionalism in all written, verbal, and virtual meetings 
• Ability to identify which internal teammates are needed to address prospects questions and propel deals forward – No lone wolf’s! 
• Proficient working with Salesforce and MS Office suite (including Out