AE - Contractor Fleet

About PistonPay PistonPay is a payments company starting by revolutionizing how fleets manage their fuel payments. We're a Series A company backed by some of the best investors in the world, including Pear, Spark, and FPV (the same firms behind Anthropic, Dropbox, DoorDash, and Canva). We're building the financial backbone for the trucks and fleets that move the economy, and we're just getting started. Role overview We're hiring an Account Executive to own and close deals with ground contractor fleets: independent service providers and contracted delivery operators running their own trucks. You'll carry opportunities from first demo through signed contract, working shoulder-to-shoulder with our founders, SDRs, and marketing team to build and close pipeline, sharpen our pitch, and define how we sell into this segment. Key Responsibilities Own the full sales cycle for Ground contractor fleet prospects, from discovery call and demo through negotiation and close. Run a high-volume, high-quality outbound motion alongside your SDRs, including direct prospecting when needed (100+ calls per day). Build relationships across the contractor community that generate referrals and expansion opportunities over time. Partner with marketing on campaign development, messaging testing, and ongoing refinement of the fleet ideal customer profile. Maintain accurate, up-to-date records in Salesforce and Outreach, and bring a clear point of view on what's working and what isn't. Travel occasionally (2 - 3 day) to support in-market pushes and events. What Success Looks Like In the first 30 days: You have completed onboarding and have a working knowledge of PistonPay's product, ICP, and the Ground contractor segment. You are comfortable with our tech stack (Salesforce, Outreach, Slack, G-Suite) and running a full daily outbound cadence alongside your SDRs. You have taken your first discovery calls and are actively building pipeline. You understand the full sales motion and are contributing to deal strategy from day one. You have closed your first deals. In the first 90 days: You are consistently hitting activity targets and progressing deals through the pipeline toward close. You have closed your first fleet deals and are generating early referral relationships within the contractor network. You are a trusted partner to marketing and SDRs, actively shaping campaigns and ICP refinement. You have helped document or improve the fleet sales playbook. Qualifications & Requirements Must-have: A genuine desire to build a long-term career in sales. This is a builder's role, not a corporate seat. Experience closing (D2D, SDR-to-AE, SMB, or similar). Comfort operating at high intensity in short, focused windows and thriving under competitive pressure. Strong written and verbal communication skills. Ability to work cross-functionally with SDRs, marketing, and leadership. Coachable, competitive, and energized by building something from the ground up. Nice-to-have: Prior SDR, BDR, or summer sales experience. Door-to-door sales experience. Competitive athletics or sports background. Immersive, high-discipline experience such as a religious mission, military service, or similar. Curiosity about or prior exposure to fintech, payments, or trucking/logistics. Familiarity with Salesforce, Outreach, Slack, or G-Suite. Reporting Structure This role reports to Sales Leadership, with close day-to-day collaboration alongside our Account Executive(s) and Marketing team. You'll have direct input into how the AE function is structured and run as we scale. Compensation & Benefits $65,000-$85,000 OTE Meaningful early-stage equity Medical insurance All hardware and software needed to do your best work A front-row seat to building a category-defining payments company from its earliest days Working Conditions This is a full-time, on-site role based in our Lehi, Utah office, five days per week. The role is phone- and computer-intensive, with sustained daily outbound calling (100+ cal…