Sr. Account Executive (Tolling)

PayNearMe is seeking an experienced Tolling Account Executive to drive new business growth within the U.S. tolling market. This is a quota-carrying sales role focused on selling PayNearMe’s payment platform to tolling agencies and through strategic tolling partners.

The ideal candidate has experience selling SaaS, payments, or technology solutions into transportation and/or public-sector organizations and is comfortable navigating long, complex sales cycles involving RFPs, consultants, partners, and agency procurement processes.

Responsibilities:

Sales & Pipeline

• Own an annual sales quota and deliver new revenue within the tolling market. 
• Develop and manage a multi-million-dollar pipeline of qualified opportunities. 
• Prospect into tolling agencies and related transportation organizations to create new opportunities. 
• Manage the full sales cycle from prospecting and discovery through proposal, negotiation, and close. 
• Maintain clear opportunity strategies, next steps, stakeholder maps, and close plans. 
• Maintain accurate Salesforce pipeline, activity, and forecasts. 

Strategic & Partner Selling

• Build relationships with toll agency executives, procurement teams, technology leaders, and other key stakeholders. 
• Develop relationships with tolling back-office providers, systems integrators, consultants, and other strategic partners to create joint opportunities. 
• Identify opportunities early and influence positioning before an RFP is released. 
• Lead or support RFP responses, presentations, demonstrations, and oral interviews. 
• Work cross-functionally with Product, Legal, Solutions, Implementation, and other PayNearMe teams throughout the sales process. 

Solution Selling

• Clearly articulate PayNearMe’s value proposition and connect payment capabilities to measurable agency outcomes. 
• Understand customer payment environments, including cards, ACH, digital wallets, cash, payment gateways, merchant services, and emerging payment methods. 
• Position PayNearMe around improving the customer payment experience, digital adoption, payment acceptance, operational efficiency, and total cost of payment acceptance. 
• Develop strong business cases and value-based proposals for complex opportunities.

Qualifications:

• 7+ years of successful enterprise B2G sales experience, in tolling and transportation, payments, fintech, SaaS, and Tolling Back Office Systems. 
• Demonstrated success meeting or exceeding an annual sales quota. 
• Experience managing long-cycle, complex public-sector sales and the tolling ecosystem. 
• Experience with government RFPs and procurement processes strongly preferred. 
• Existing relationships within the tolling or transportation industry is required. 
• Strong prospecting, discovery, presentation, demo, negotiation, and closing skills. 
• Ability to develop relationships with both agency customers and strategic partners. 
• Strong pipeline management and forecasting discipline. 
• Experience with Salesforce or similar CRM and new AI tools. 
• Ability to travel to customer meetings, industry events, and conferences as required.

Success Measures:

Performance will be measured primarily on annual bookings/quota attainment, supported by pipeline creation and coverage, new tolling agency opportunities, partner-generated opportunities, win rate, forecast accuracy, and disciplined progression of opportunities through the sales process.