Account Executive - Channel & Direct Sales — B2B SaaS; Fleet Industry
Listed on 2026-03-01
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Sales
Business Development, B2B Sales, Sales Manager -
Business
Business Development
About The Role
We’re hiring a proactive Account Executive - Channel & Direct Sales — B2B SaaS (Fleet Industry) to drive revenue through both partner channels and direct enterprise accounts for our Fleet Management SaaS platform. You will build and manage partner relationships while owning a book of direct accounts, executing GTM motions, and closing deals across fleet operators, logistics, leasing firms, OEMs and last mile delivery providers.
Key Responsibilities- Build and execute combined channel and direct sales strategies to achieve regional quotas in support of BU strategy.
- Own a direct sales territory: prospect, demo, qualify, negotiate and close deals with fleet operators and enterprise buyers.
- Recruit, onboard, enable and manage channel partners (Dealers, Resellers, SIs, OEM partners, leasing firms); run partner training, certification, and co-sell initiatives.
- Run joint account planning and co-selling with partners; coordinate lead routing, deal registration, and incentive structures.
- Develop sales collateral, playbooks, pricing models, demo scripts and ROI business cases for both partner and direct motions in collaboration with Mobilisights Product, Marketing, and Business Operations Teams.
- Manage full sales cycle and pipeline forecasting in CRM; maintain accurate deal stages and revenue forecasts.
- Collaborate with Product, and Business Solutions and Services teams to execute pilots, POCs and ensure customer onboarding and retention.
- Track partner and direct performance metrics; optimize partner mix, incentives, and coverage to maximize ARR and margins.
- Provide market and competitive feedback to influence product roadmap and pricing.
- Bachelor’s degree in Business, Engineering, or related field required.
- A minimum of 5 years sales experience combining direct enterprise and channel partner selling, preferably in B2B SaaS.
- Experience selling into fleet, transportation, logistics, automotive or IoT ecosystems highly preferred.
- Proven track record meeting quotas through both direct deals and partner-sourced revenue.
- Strong understanding of channel economics (MDF, deal registration, margins) and direct enterprise procurement.
- Comfortable engaging C-level and operational stakeholders; consultative selling skills.
- Excellent communication, negotiation, stakeholder management and cross-functional coordination skills.
- CRM and pipeline management experience (Salesforce, Hub Spot, etc.).
- Familiarity with fleet telematics, vehicle hardware integrations, telematics devices, route optimization, fuel management or EV/charging solutions.
- Experience with CRM platforms (SFDC, Hub Spot) and sales enablement tools.
- Analytical approach to forecasting, territory planning and partner performance metrics.
- Willingness to travel for customer and partner meetings and industry events.
- Total ARR / revenue (channel-sourced + direct-sourced)
- Number of closed deals and ACV by motion
- Partner pipeline contribution, partner activation and win rates
- Sales quota attainment and deal velocity
- Customer retention / churn rate and time-to-value
- Margin per deal and partner margin performance
- Competitive base salary + commission tied to combined channel and direct revenue targets.
- Health, dental, retirement benefits, professional development allowance, flexible work policy and travel support.
From your very first day, you’ll have access to medical, dental, vision, and prescription drug coverage — ensuring you and your family stay healthy and protected. Also, our Employee Assistance Program (EAP) offers confidential support for personal and professional challenges, always ready when you need it.
Family Building BenefitWe proudly support all paths to parenthood- including fertility and infertility treatments, adoption services, and gestational surrogacy.
Generous Paid Time OffWe believe in work-life balance. That’s why we offer: 17+ paid holidays, including shut-down from December 24th through New Years Day every year. Vacation, float & wellbeing days, sick time and fully paid parental leave when your…
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