Customer Account Executive (Transportation)

What You'll Do:

Billtrust is seeking an experienced Customer Account Executive (Transportation) to lead efforts in managing and expanding relationships with our existing customers on the Transportation Sales team. You will manage complex sales cycles, focusing on upselling and cross-selling our best-in-class, SaaS order-to-cash solutions. Your role will be to understand client needs, identify cost-saving opportunities, and demonstrate how our cloud-based solutions can continue to transform and improve their business operations—especially in the complex, logistics-driven world of transportation and fleet management.

You’ll work with mid-market to enterprise clients in the transportation industry—including carriers, brokers, and logistics providers—where timely invoicing, dispute resolution, and streamlined payments are critical to success. With over a decade of year-over-year growth, you’ll have the opportunity to deepen relationships and expand the footprint of our market-leading software and integrated payment processing solutions across this vertical.

• Manage and expand relationships with existing customers, identifying opportunities for additional services or product offerings, especially those that address the unique operational and financial challenges in transportation.
• Deliver tailored product demonstrations and presentations to convey the value of our solutions, ensuring alignment with transportation-specific pain points such as complex billing, fuel surcharges, line-item disputes, and dynamic payment terms.
• Build and maintain strong relationships with key decision-makers, influencers, and stakeholders within transportation client organizations, including AP/AR managers, CFOs, and logistics directors.
• Collaborate closely with Customer Success, Product, and Marketing teams to provide comprehensive account management that reflects the nuanced needs of transportation providers.
• Develop strategic account plans to ensure customer satisfaction, retention, and growth, with an eye toward how automation and AR optimization can reduce DSO and improve cash flow in the transportation space.
• Provide feedback to Product, Professional Services, and other teams for process and product improvements based on customer insights, particularly as they relate to fleet, shipping, and logistics operations.
• Collaborate cross-functionally with internal teams to ensure smooth delivery of solutions and exceptional customer service.

What You'll Bring to the Team:

• Proven success in managing large customer accounts and consistently exceeding targets—3+ years of relevant experience preferred.
• Experience selling into the transportation vertical—understanding the unique business processes, buyer personas, and billing/payment complexities common in logistics, freight, and fleet management.
• Selling Software-as-a-Service experience; Payments, AR, AP, ERP, and/or FinTech experience is a plus.
• Demonstrated ability to understand an enterprise solution and manage a complex sales cycle, with deal sizes over $150K in ARR.
• An understanding of a multi-stakeholder sales environment that involves multiple products and departments. Also a student of sales, bringing solid experience with various sales methodologies, such as Solution Selling, Sandler, or Miller Heiman.
• Strong presentation skills, both in-person and online via webinar.
• Attentiveness to details and advanced listening skills.
• Continuous learner, technical curiosity, and an interest in the payments/AR ecosystem.
• Ability to communicate and collaborate cross-functionally, and work well within a distributed, team-oriented environment.
• Ability to leverage Salesforce.com or similar CRM tools.
• Comfortable with up to 20% travel ~ two customer visits a month.

The expected base salary range for this position is $80,000 - $100,000 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.