Sales Executive (Heavy Equipment)

What You'll Do:

Billtrust is seeking an experienced “hunter” to lead sales efforts in identifying, qualifying, and closing new logo customers in the Heavy Equipment vertical. You will manage complex sales cycles for our best-in-class, SaaS order-to-cash solutions, working directly with equipment dealerships and distributors where managing AR, parts and service billing, and warranty claims can be especially challenging.

You’ll identify cost-saving opportunities and demonstrate to prospects how our cloud-based solutions streamline invoicing, accelerate payments, and reduce days sales outstanding (DSO) across heavy equipment sales, rentals, and service operations. With over a decade of consistent growth, you’ll have the opportunity to channel your ambition to expand the footprint of our market-leading software and integrated payment processing solutions within this high-value, relationship-driven industry.

• Identify and prospect heavy equipment dealerships, rental providers, and aftermarket service organizations through channels like cold outreach, industry events, referrals, and trade platforms.
• Deliver compelling, industry-specific product demonstrations that showcase how our solutions address unique challenges in parts, service, and equipment billing workflows.
• Build and maintain strong relationships with key decision-makers in finance, operations, and IT—often at multi-location dealerships or regional enterprises.
• Collaborate with pre-sales and technical teams to craft tailored proposals aligned to customer environments (e.g., dealer management systems, complex invoice processes, or multi-entity AR operations).
• Work with Marketing, Sales Development, and Sales Ops to manage pipeline and ensure a steady flow of qualified opportunities.
• Provide feedback to Product, Implementation, and other internal teams on market needs and customer pain points, helping evolve our offerings in the heavy equipment space.

What You'll Bring to the Team:

• Proven success in selling software to VP and C-Level buyers, with a track record of exceeding quota—5+ years of experience preferred.
• Experience selling into equipment dealerships or adjacent industries is highly valuable; strong understanding of parts & service workflows, rental billing, or dealer management systems (DMS) is a major plus.
• Prior experience selling Software-as-a-Service; background in Payments, AR, AP, ERP, or FinTech is beneficial.
• Demonstrated ability to manage long, complex sales cycles with multiple stakeholders and deal sizes over $150K in ARR.
• Familiarity with sales methodologies like Solution Selling, Sandler, or Miller Heiman.
• Exceptional presentation and storytelling skills—comfortable leading in-person and virtual demos.
• Attention to detail and sharp listening skills to uncover and address customer pain points.
• Technical curiosity and a continuous learning mindset—especially as it relates to the AR automation and payments ecosystem.
• Ability to collaborate cross-functionally in a distributed, team-oriented environment.
• CRM proficiency (e.g., Salesforce.com) and comfort with modern sales tools and workflows.
• Willingness to travel up to 15–20% (~2 customer meetings per month).

The expected base salary range for this position is $90,000 - $125,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.