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Every role at Iron Sheepdog is expected to embody the Iron Sheepdog Standard: industry-leading software backed by White-Glove Service and operational excellence, delivered by a flat, fast-moving, transparent, results-driven team.

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The Account Executive owns new-business sales for Iron Sheepdog's marketplace platform, building and closing a pipeline of brokers, contractors, and haulers across an assigned territory. This is a quota-carrying, individual-contributor role open to candidates from entry-level through experienced sales professionals — Iron Sheepdog provides structured onboarding and sales training, so prior sales experience is not required to start, though it shapes both starting territory and where an offer lands in the pay range. The territory, quota, and seniority of this role scale with experience — from a new rep ramping into a developing territory with close coaching, up to an established or strategic territory with a mature book of business and larger, more complex accounts, run independently. Success looks like a qualified pipeline, consistent quota attainment relative to territory maturity, and smooth handoffs into onboarding and Product Support.

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Responsibilities

• Build and manage a territory pipeline of brokers, contractors, and haulers, sourcing leads through prospecting, referrals, and marketing-qualified leads.
• Run the full sales cycle — discovery, demo, proposal, negotiation, and close — for Iron Sheepdog's marketplace platform.
• Collaborate closely with Credit Operations and the Area Sales Manager to oversee account governance, ensuring payment term compliance, assisting with outstanding balances, and addressing invoice discrepancies.
• Deliver a consultative, White-Glove sales experience that reflects deep understanding of construction-materials supply chain and short-haul trucking workflows.
• Maintain accurate and current pipeline, forecast, and activity records in HighLevel CRM.
• Meet or exceed monthly and quarterly quota targets under the ISD BMS / ISD Materials Commission Plan.
• Partner with Product Support and Operations to ensure a smooth new-customer handoff and onboarding experience.
• Represent the voice of the customer back to Product and Engineering, feeding market and competitive insight into the product feedback loop.
• Act as a brand ambassador for Iron Sheepdog at industry events, job sites, and customer visits within the assigned territory.
• Maintain working knowledge of multi-state trucking and construction-logistics regulatory considerations relevant to customer conversations.
• As experience and territory maturity grow: may mentor newer reps on territory-building and sales process, and contribute to territory/account planning with the Area Sales Manager.
• Operate as an autonomous, self-driven field seller, managing daily cadence and activity without requiring day-to-day micromanagement.
• Proactively and aggressively hunt for new opportunities every day, actively sourcing new project opportunities, aggregate/stone supply leads, and contractor relationships within the construction ecosystem.

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Skills and Qualifications

Required

• No prior Account Executive experience required—eagerness to learn, drive, and a strong desire to build a career in sales are essential, along with direct exposure to how loads get booked, brokers get chosen, or materials get moved.
• Valid driver's license and an acceptable motor vehicle record, given regular in-territory travel to customer and job sites.
• Comfort learning and working daily in a CRM (HighLevel) and standard business tools (Slack, Google Workspace).
• Strong verbal/written communication skills and a consultative, customer-first approach.

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Advances Placement Toward the Top of the Range

• 3+ years of quota-carrying, closing sales experience, ideally in logistics, trucking, construction materials, SaaS, or a related B2B field.
• 5+ years of quota-carrying experience, with a track record of managing larger or more complex accounts, for placement toward an established/strategic territory.
• Demonstrated track record of meeting or exceeding sales quota.

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Preferred

• Strong construction industry acumen, with an understanding of construction operations, trucking, aggregates, materials, and the relationships that drive the industry.
• Familiarity with marketplace or two-sided platform sales motions.
• Prior experience mentoring or informally coaching other sales reps (relevant for placement toward the top of the range).

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Physical Requirements & Work Environment

Physical Demands

• Ability to sit and use a computer, phone, and CRM for extended periods while prospecting, proposal-writing, and reporting.
• Ability to drive independently for extended periods, including regular travel by car and occasional air travel within and beyond the assigned territory.
• Ability to walk active job sites, contractor yards, and outdoor construction or aggregate facilities, including uneven or unpaved surfaces.
• Ability to occasionally lift and carry sales materials, demo equipment, or promotional items up to 25 lbs.
• Sufficient visual acuity and manual dexterity to operate a laptop, mobile device, and CRM system while traveling.

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Work Environment

• Primarily a field and home-office role: time is split between remote/home-office work, customer offices, and active job sites or yards.
• On job sites, may be exposed to outdoor weather conditions, moving vehicles and equipment, and elevated ambient noise typical of construction or trucking operations; standard site safety practices and any customer-required PPE apply during site visits.
• Home/remote office environment is typically quiet to moderate in noise level.

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The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This description is not exhaustive and does not create a contract of employment.

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Total Rewards Package

The anticipated base pay range for this role is $60,000 – $90,000 annually ($100,000–$150,000 OTE), 60/40 base-to-variable mix, plus commission per the ISD BMS / ISD Materials Commission Plan; actual offer set within this range based on experience, from entry-level through experienced hires. Note that compensation varies based on geographical location and cost-of-labor zones.

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Iron Sheepdog offers a competitive Total Rewards package, including:

• Base salary plus uncapped sales commission
• 401(k) retirement plan
• Health, dental, and vision insurance
• Paid time off and company holidays
• Travel reimbursement for territory travel per company policy

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Equal Opportunity Employer

Iron Sheepdog is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other status protected by applicable federal, state, or local law.

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Iron Sheepdog is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state law. Applicants requiring accommodation during the application or interview process should contact People & Talent.

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Employment with Iron Sheepdog is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice, except as otherwise required by law.

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Offers of employment are contingent upon successful completion of a background check and, where applicable under state law, verification of work authorization (E-Verify), consistent with all applicable "ban-the-box" and fair-chance hiring laws in the posting location.

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This job description is intended to describe the general nature and level of work performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required, and duties may be added, changed, or reassigned at any time.