Account Executive, Upsell; Customer Captain

Description

Do you get excited seeing a customer catch on to what you’re teaching? Do you go unusually above and beyond to help your clients succeed? Do you have a knack for re‑designing processes to help clients solve challenges quickly? Do you love working with people and helping them solve their problems? If so, keep reading…

The team at RTA is looking for an Account Executive, Upsell (Customer Growth Captain). This role owns revenue expansion within our existing customer base by identifying growth opportunities, diagnosing fleet operational needs, and aligning the right RTA solutions (modules, services, add‑ons, package upgrades, and increased license usage) to drive measurable customer outcomes. This position plays a key part in not only the success of our company, but ultimately in the success of our clients.

In general, someone who:

• Feels at home being a member of a healthy team. This means they aren’t afraid to mix it up or be held accountable by the team and they are willing to hold others accountable as well. People with trust issues and insecurity need not apply. No, seriously.
• Passionately cares about our clients and helping them be more successful. Our clients are fleet managers, parts clerks, automotive technicians, and they maintain everything from squad cars to school buses so that everyone comes home safely at the end of the day.
• Thinks of themselves less, while not thinking less of themselves. They are other‑centric and compassionate.
• Is willing to lift boxes, clean floors, and hold doors if that’s what’s needed to get something done.
• Loves to read, learn, grow, and stretch themselves. Bonus points for each book you’ve read by Patrick Lencioni.
• Is constantly looking for more: more to learn, more to do, and more opportunity.
• Has sales experience.
  Bonus if they also have fleet experience.

• Owns expansion revenue across a named book of business (currently any customer who has been with RTA 2 years or longer and has adopted the Fleet
  360 platform), consistently identifying and closing upsell/upmarket opportunities (add‑on modules, higher tiers, additional users, services, training, and multi‑year expansions).
• Runs a disciplined consultative sales motion with existing customers: discovery, value mapping, ROI storytelling, proposal, negotiation, and close—while coordinating with Customer Success, Support, and Product.
• Translates fleet operations into solutions by speaking fluently about fleet workflows (maintenance, parts, work orders, inspections, PMs, inventory, compliance, reporting) and connecting those workflows to product value.
• Creates clean pipeline visibility (accurate forecasting, documented next steps, deal strategy notes) and works the process without needing reminders.
• Operates like a customer advocate and a closer
  —protecting retention by addressing friction early, while still driving meaningful revenue growth.

Let’s talk!

• Expansion Revenue Growth: Achieve and exceed monthly/annual expansion targets through upsell and upmarket motions within the existing customer base.
• Pipeline Health & Forecast Accuracy: Maintain a healthy expansion pipeline and deliver reliable weekly/monthly forecasts with clear next steps and close plans.
• Customer Value Realization: Increase product adoption and realized customer outcomes by aligning solutions to operational needs and ensuring the right internal follow‑through.
• Upgrade Conversion Efficiency: Improve conversion from opportunity identification to closed‑won upgrades via repeatable playbooks, stakeholder mapping, and ROI‑based proposals.
• Cross‑Functional Execution: Drive strong internal coordination (Success, Support, Implementation, Product) to both generate leads as well as remove blockers and deliver a smooth post‑sale experience.

Let’s put that to the test!

You’ve made it this far, so congratulations! We are really looking for people who are ideal team players, with an almost frightening intensity around customer outcomes, expansion selling, and operational excellence
.

Total…