Senior Software Account Executive

Senior Software Account Executive 

Company Summary   

LCPtracker, Inc. is a cloud-based software (SaaS) provider specializing in labor compliance for public works construction projects. LCPtracker has offices in New Braunfels, TX, Orange CA, and Fenton, MI, and helps government agencies and prime contractors meet Davis-Bacon/prevailing wage compliance requirements on projects backed by federal, state, and/or local funding. Thousands of clients and over 100,000 contractors use LCPtracker for their certified payroll and construction site compliance needs. LCPtracker has been recognized year after year since 2017 as one of the “Best Places to Work” in Orange County by the Orange County Register. 

Position Summary  

The Senior Software Account Executive performs outside selling and general account management duties for LCPtracker’s primary product lines along with supplementary product suites. The Senior AE works directly with clients to learn their goals and establish how the company can meet them. Their duties include regularly meeting quotas, goals and other forms of client expectations, helping clients understand the limits of their budget or resources and consistently meeting project deadlines laid out by the client. The AE is responsible for closing the deal, calling up qualified leads, giving demos, managing objections, moving the deal forward, and ultimately closing the deal. The AE will need to build relationships with prospects to encourage new business opportunities. The AE will utilize a collaborative, team approach to selling. Comprehensive training on LCPtracker’s Products and processes will be provided.    

Primary Duties and Responsibilities 

• Networking to identify potential clients  

• Representing the company on sales calls  

• Creating and fostering positive customer relationships  

• Presenting effective sales pitches  

• Meeting sales quotas  

• Communicating with clients and gathering information about a project’s scope, budgets and timelines  

• Meeting with other executives to discuss clients’ project goals, progress and outcomes  

• Developing budgets and timelines for clients and the company they work for  

• Coordinating teams to meet project milestones  

• Assembling new teams to meet clients’ or businesses’ goals  

• Reporting and recording all sales activities in a web-based CRM system  

• Qualifying inbound leads and prospects via phone and email  

• Organizing regular client meetings to ensure excellent customer service  

• Prospecting new sales by cold calling businesses  

• Holding virtual demonstrations with an end goal of earning a prospect’s business  

• Preparing and presenting proposals and bids  

• Negotiating terms and conditions with clients  

• Collaborating with key decision makers to identify opportunities and develop ideas that deliver sales results  

• Uncovering and understanding company’s needs  

• Attending trade shows and hosting customer events  

• Campaign management and lead generation in conjunction with SDR and Marketing    

• Attending and working trade shows and conferences assigned    

• Owner and expert at assigned vertical   

• Expert knowledge in the LCPtracker software product suite and work processes that clients utilize    

• Web and in-person demonstrations of LCPtracker’s “LCPtracker”, “Workforce Manager”, “Case Manager”, “Daily Reporter”, “Onsite”, and “VantagePoint” and other services.    

• Proposal and RFP writing    

• Owner of preparation quotes for prospective clients    

• Owner of contract negotiation with prospective clients    

• Expert use of Salesforce and other computer programs that are to be utilized by the Sales and Marketing teams   

• Travel to clients, conferences, company events    

• Responsible for sales revenue goals to the assigned vertical market     

• Responsible for creating and maintaining business and strategy planning for vertical market     

• The AE is responsible for generating and closing upsell business opportunities and ensuring client renewals & overall customer satisfaction for their assigned clients. The AE will need to build relationships with clients to encourage upselling and repeat business opportunities. The AE will work closely with an Account Representative and a Sales Engineer, utilizing a collaborative, team approach to selling.     

• This person will also be responsible for overseeing accounts for existing clients. Comprehensive training on LCPtracker’s Products and processes will be provided  

Other Duties: Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.  

Core Competencies 

• Sales Execution & Closing 

Prospecting, presenting, negotiating, and closing while meeting revenue goals. 

• Client Relationship Management 

Building and maintaining relationships, managing renewals, and driving upsells. 

• Communication & Presentation 

Clear communication and strong virtual/in person demo skills. 

• Product & Technical Proficiency 

Expertise in the LCPtracker software suite and CRM tools like Salesforce. 

• Strategic Planning & Collaboration 

Owning vertical strategy and working cross functionally with sales and marketing teams. 

Work Environment 

This position performs its duties from the New Braunfels, TX office. The role operates in a professional office environment and routinely uses standard office equipment such as computers, phones, mobile devices, and related technology. 

Physical Requirements 

While performing the functions of this job, the employee is regularly required to sit; frequently required to talk and hear, use hands and fingers to type, scroll and use computer equipment. The employee is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; viewing a computer and multiple screens; extensive reading; visual inspection of text/data in both print and electronic forms. 

Position Type and Expected Hours of Work 

This is a full-time exempt position. Days and hours worked are dependent on business needs and workload. General availability during regular business hours, Monday through Friday, is expected. Based on the candidate and /or position, a hybrid work arrangement may be considered; however, a minimum of three (3) or more days per week in the office is required to support executive collaboration, leadership presence, and cross-functional engagement. Some flexibility is allowed. Occasional evening and weekend work may be required as job duties demand.   

Travel 

This is a requirement for this position. This role requires approximately 50% travel, including regular client visits, attendance at industry conferences, trade shows, and other business-related events. Attendance at our corporate Staff Retreat is required. This event is a 2-3-day retreat.  Attendance at our User Conference as assigned.    

Salary Range 

The salary range is $65K - $80K annually. Pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. 

Benefits 

Along with competitive pay, as a full-time LCPtracker employee, you are eligible for the following benefits: 

• Paid Time Off 

• 10 Paid Holidays 

• Phantom Stock 

• 401k Plan with up to 4% company match 

• Medical Benefits (Health, Vision and Dental) 

• Life Insurance (company paid) 

• Long-Term Disability and Short-Term Disability (company paid) 

• Employee discounts and perks program   

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LCPtracker participates in the E-Verify Program. E-Verify is an internet-based system operated by the Department of Homeland Security and the Social Security Administration. It allows employers to confirm an individual’s employment eligibility to work in the United States. View the attached notices, available in English and Spanish, for important information regarding the E-Verify program. E-Verify Notice (PDF); Right to Work Notice (PDF) 

LCPtracker, Inc. is an equal opportunity employer of all qualified individuals, including minorities, women, veterans, and individuals with disabilities, and regardless of sexual orientation or gender identity. LCPtracker, Inc. will consider for employment qualified applicants with criminal histories in a manner consistent with all federal, state, and local ordinances. 

LCPtracker is committed to the full inclusion of all qualified individuals. In keeping with our commitment, LCPtracker will take steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact the LCPtracker Human Resources Department at HR@lcptracker.com.  

Education and Experience 

• Associates degree or bachelor’s degree in business preferred.   

• A minimum of 5 years of SaaS (Software as a Service) sales experience.   

• Extensive industry contact list  

• B2B, B2C, B2G sales experience  

• Proven success in sales and market research   

• Strong communication and customer service skills   

• Ability to adhere to an executive budget   

• Well versed in using Sales technology solutions including Salesforce or other CRM solutions – analytics & reporting to improve sales performance  

Salary : $65,000 - $80,000