Senior Sales Executive (Transportation)

What You'll Do:

Billtrust is seeking a Senior Sales Executive to lead strategic sales efforts in identifying, qualifying, and closing new logo customers in the Transportation vertical. This is a senior-level “hunter” role focused on managing long, complex sales cycles for our best-in-class, SaaS order-to-cash solutions—targeting high-value opportunities with carriers, fleet operators, logistics providers, and transportation service companies.

You will engage with senior executives and cross-functional stakeholders where AR management, freight billing, claims resolution, and payment processing require automation and scale. Your ability to understand fast-paced, margin-sensitive environments, influence buying decisions, and deliver industry-aligned value will be critical to expanding our presence in this competitive, operationally intensive sector.

With more than a decade of consistent growth, Billtrust offers a platform and reputation that will allow you to maximize your impact while driving innovation and transformation for your customers.

• Identify and close high-value opportunities with transportation carriers, 3PLs, logistics providers, and fleet-based businesses through strategic prospecting, industry events, networking, and partner referrals.
• Deliver tailored, industry-specific product demonstrations that clearly address challenges in freight billing, claims automation, customer portals, and AR efficiency.
• Build and maintain trusted relationships with senior decision-makers in Finance, Operations, and IT—often within decentralized organizations operating across regions or with large customer volumes.
• Partner with pre-sales engineers and solution architects to develop strategic proposals that solve critical business problems and deliver measurable ROI.
• Collaborate cross-functionally with Marketing, Sales Development, Product, and Sales Ops to drive top-of-funnel activity, shape messaging, and remove roadblocks throughout the sales cycle.
• Share customer feedback and vertical insights to help evolve Billtrust’s product roadmap, implementation strategy, and go-to-market approach for the transportation industry.
• Influence sales strategy within the vertical by mentoring less experienced reps and contributing to broader team enablement and knowledge sharing.

What You'll Bring to the Team:

• 7+ years of successful experience in full-cycle B2B SaaS sales, preferably with a focus on enterprise accounts or complex/regulated industries.
• Proven ability to consistently meet or exceed quota with deal sizes typically over $150K in ARR and multi-stakeholder buying groups.
• Extensive experience selling into transportation, logistics, fleet management, or adjacent sectors (e.g., shipping, 3PL, freight brokerage); understanding of freight billing processes, ERP or TMS integration, or centralized finance operations is highly preferred.
• Background in Payments, AR, AP, ERP, or FinTech solutions is a strong advantage.
• Familiarity with enterprise sales methodologies such as MEDDIC, Challenger, Solution Selling, or Sandler.
• Excellent executive presence and communication skills; confident leading conversations with CFOs, COOs, Controllers, and Directors of Operations.
• Strong discovery and problem-solving capabilities, with the ability to align value to customer KPIs and pain points.
• Technical curiosity, continuous learner mindset, and ability to adapt to evolving buyer needs and vertical trends.
• High level of autonomy and self-direction with a collaborative, team-first mindset.
• CRM expertise (e.g., Salesforce.com) and comfort with sales enablement tools and pipeline management practices.
• Willingness to travel up to 15–20%, typically 2+ customer engagements per month.

Compensation:

The expected base salary range for this position is $120,000 – $150,000 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.