Own territory growth and full-cycle B2B sales for complex HVAC, plumbing, and electrical contractor accounts across Maryland, Virginia, and West Virginia. The role involves prospecting, consultative selling, multi-stakeholder negotiations, pipeline management in Salesforce, and consistently achieving sales targets. The Senior Account Executive will mentor junior sellers, contribute to sales strategy and process improvement, and prepare for potential leadership advancement.
About Team / Role
The Sr. Sales Account Executive role at WEX FSM is a strategic, quota-carrying sales position focused on driving high-impact growth across an assigned territory. You will lead complex sales cycles with small to mid-sized HVAC, Plumbing, and Electrical contractors while mentoring less experienced sellers and contributing to broader territory strategy. In this role, you’ll bring proven success and industry acumen to win larger, multi-location, or high-value accounts, help shape sales best practices, and prepare for future leadership roles. Sr Sales Account Executives are recognized as top performers and emerging leaders, serving as a bridge between the field and regional sales leadership.
This role will have the territory of Maryland, Virginia and West Virginia.
How you’ll make an impact
Territory Growth & Strategic Selling
- Own and execute a territory growth plan targeting larger or more complex contractor accounts.
- Cultivate strong, consultative relationships with owners and operational leaders, understanding their unique business needs and presenting tailored Payzer solutions.
- Navigate multistakeholder sales cycles with fluency across product lines: scheduling, invoicing, payments, financing, and reporting.
Full-Cycle Sales Execution
- Lead the entire sales process from prospecting and discovery to solution presentation, proposal, and close.
- Drive outbound activity and manage inbound leads, with a focus on maximizing territory penetration and win rates.
- Maintain an accurate and up-to-date pipeline using Salesforce and sales engagement tools.
Ownership
- Partner with your Regional Sales Manager and Marketing to refine go-to-market strategies and feedback loops from the field.
- Actively contribute to improving sales processes, messaging, and playbooks through collaboration and data-informed insight.
Performance & Development
- Consistently obtain monthly and quarterly sales targets, with a focus on quality deals and long-term value.
- Take ownership of your professional growth by engaging in leadership development opportunities, advanced sales training, and cross-functional initiatives.
- Prepare for career advancement into roles such as Regional Sales Manager, Strategic Accounts, or Team Lead.
Experience you'll bring
- 5+ years of high-performing B2B sales experience, preferably in SaaS, fintech, or SMB technology markets.
- Proven ability to sell in more complex or strategic environments (e.g., multi-location, enterprise SMBs, or high-ACV deals).
- Deep understanding of the sales process and ability to tailor consultative approaches to various contractor business models.
- Comfortable mentoring and collaborating with junior sellers to raise overall team performance.
- Strong analytical, communication, and negotiation skills.
- Proficiency with Salesforce and sales engagement tools.
- Bachelor’s degree preferred.
- Travel Requirements: 30%
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