Commercial Account Specialist

The Opportunity

Motor

Information Systems is seeking a highly driven Commercial Account Specialist to generate new business and accelerate revenue growth. This is a quota-carrying role focused on outbound prospecting, pipeline generation and full-cycle sales execution.

You'll be responsible for prospecting, qualifying and closing new business opportunities while managing multiple sales conversations in a fast-paced environment. Success in this role requires the ability to build relationships quickly, uncover customer needs, demonstrate product value and consistently achieve revenue targets.

This position has a strong emphasis on outbound prospecting and self-generated pipeline activity. Marketing-generated leads will also be provided, but the ability to independently create and close opportunities is critical.

On-site: This role is based on-site in our Troy, Michigan office.

What You'll Do

• Prospect daily through phone, email and other outbound channels to generate qualified sales opportunities.
• Build and maintain a healthy pipeline of opportunities.
• Conduct discovery conversations to identify customer pain points and position FleetCross and TruTech solutions effectively.
• Deliver virtual product demonstrations through Microsoft Teams.
• Manage the full sales cycle from prospecting and qualification through negotiation and close.
• Meet or exceed monthly, quarterly and annual quota targets.
• Maintain consistent outbound activity, including calls, emails, follow-up and pipeline development.
• Negotiate pricing and contract terms within company guidelines.
• Forecast sales activity and pipeline performance accurately.
• Maintain organized customer records and opportunity tracking within Salesforce.
• Develop strong knowledge of FleetCross and TruTech solutions, customer challenges, industry trends and competitive positioning.

Required Qualifications

• 2+ years of inside sales or automotive-related sales experience, preferably within SaaS, automotive, fleet, heavy duty or data services industries.
• Proven success in B2B sales environments with cold calling, outbound prospecting and closing responsibility.
• Ability to independently manage a full sales cycle in a quota-driven environment.
• Strong closing skills with a track record of achieving or exceeding sales targets.
• Comfort prospecting daily and initiating conversations with new prospects.
• Experience delivering virtual demos and presentations through Microsoft Teams.
• Experience using Salesforce or similar CRM platforms.
• Strong communication, presentation and active listening skills.
• Competitive, coachable and motivated by performance and earnings potential.
• Resilience, with the ability to handle rejection and maintain consistent activity levels.
• Strong accountability around activity metrics and pipeline management.
• Ability to work independently in a high-performance sales environment.

Preferred Qualifications

• Knowledge of commercial fleet, heavy duty, automotive parts or service industries.

Benefits

As part of Hearst, MOTOR employees have access to modern, flexible benefits designed to support you and your family. Benefits include:

• Medical, dental and vision coverage
• 401(k) matching
• Emotional wellness support
• Paid time off
• Paid parental leave
• LGBTQ+ health services
• Additional benefits to meet you and your family's needs