Account Executive - LCV SaaS Software

The Opportunity

Michelin Connected Fleet (MCF), a subsidiary of Michelin North America, is expanding its enterprise sales organization and seeking a high-performing Enterprise Account Executive to drive new logo acquisition and strategic account growth across large, complex customers.

This role is designed for sellers who excel in long-cycle, consultative enterprise sales, thrive in multi-stakeholder environments, and are motivated by helping executive teams achieve measurable operational and financial outcomes.

You will own a defined set of strategic accounts and prospects, engage senior decision-makers, and lead end-to-end sales motions from discovery through close.

What You’ll Do

• Own and execute an enterprise sales strategy across a defined set of strategic accounts and prospects
• Drive new logo acquisition and expansion within large, complex organizations
• Lead consultative sales cycles involving multiple stakeholders, including C-level, Operations, Finance, IT, and Procurement
• Position Michelin Connected Fleet as a trusted advisor, aligning solutions to customer business objectives and measurable outcomes
• Manage the full sales cycle: discovery, value articulation, solution design, negotiation, and close
• Build and maintain a healthy pipeline aligned to quota and growth targets
• Collaborate cross-functionally with Marketing, Sales Engineering, Customer Success, and Product to deliver successful outcomes
• Accurately forecast pipeline and revenue using CRM and sales methodologies
• Travel up to ~50–60% to support in-person customer engagement and strategic account development

What Success Looks Like

• Consistent achievement of enterprise quota through disciplined pipeline management
• Strong deal quality: multi-threaded opportunities, executive alignment, and clear value justification
• Ability to navigate complex buying processes, including procurement, legal, and security
• Expansion of relationships beyond initial buyers into broader executive sponsorship

The Ideal Candidate

• 5+ years of B2B enterprise sales experience, preferably in SaaS, telematics, fleet, logistics, or data-driven platforms
• Proven success selling into large, complex organizations with multiple decision-makers
• Demonstrated ability to manage long sales cycles and close six-figure+ opportunities
• Strong consultative selling skills with executive-level credibility
• Experience running account-based sales motions (named accounts preferred)
• Comfortable prospecting into senior stakeholders and developing net-new opportunities
• Strong communication, negotiation, and presentation skills
• Highly organized, self-directed, and accountable
• Experience with CRM-driven pipeline management and forecasting

Who You Are

• A business-minded seller who leads with outcomes, not features
• A trusted advisor who builds credibility through insight and follow-through
• Comfortable operating with autonomy while collaborating across teams
• Curious, resilient, and motivated by continuous improvement