Account Executive - Fleet Sales

Department: Sales

Reports To: Sales Manager

Job Brief

DECKED is looking for a results-driven Account Executive - Fleet Sales to help expand our reach in the fleet industry. You’ll be on the front lines of our sales efforts—engaging with potential customers, qualifying leads, and converting opportunities into wins.

As an Account Executive, you’ll own inbound and outbound sales efforts, working closely with fleet customers, commercial upfitters (CUs), and fleet management companies (FMCs). You’ll collaborate with Sales Development Representatives (SDRs), Strategic Partnership Managers (SPMs), and Customer Success Managers (CSMs) to expand DECKED’s market presence. If you thrive in a fast-paced, high-growth environment and love closing deals, this role is for you.

Key Responsibilities

Sales & Pipeline Growth

• Identify, qualify, and nurture new business opportunities through direct outreach, referrals, and industry events.
• Maintain an active sales pipeline, consistently move deals forward, and close new business to meet and exceed quarterly sales targets through strategic, consultative selling.
• Own inbound and outbound lead conversion, engaging directly with fleets, upfitters, and FMCs. 
• Lead product demonstrations, discovery calls, and initial sales conversations.
• Meet and exceed quarterly sales targets through strategic, consultative selling and closing new business.
• Work closely with the Sales Manager to track sales activity, measure performance, and hit quarterly sales targets.

Customer Engagement & Relationship Management

• Act as the first point of contact for potential fleet and upfitter customers, guiding them toward the right DECKED solutions.
• Build strong, long-term relationships and ensure a smooth transition to Account Management and CSM teams.
• Follow up on inbound leads from marketing campaigns, trade shows, and events.
• Work closely with SPMs and CSMs to align sales efforts with fleet needs and upfitter partnerships.

Operational Excellence

• Keep CRM updated with all sales activities, pipeline movements, and customer interactions.
• Collaborate with Marketing, Product, and Customer Success teams to refine sales strategies and customer engagement.
• Gather and relay customer feedback to Sales, Marketing, and Product teams to enhance sales processes and product positioning.
• Support seamless onboarding by coordinating handoffs to CSMs and upfitter partners.
• Learn and follow DECKED’s sales playbooks.
• Learn and be able to speak to all aspects of the product (including install, fitment, cross-product compatibility, troubleshooting, etc.).

Skills & Experience

• 2+ years of inside sales, business development, or customer-facing sales experience, preferably in fleet, commercial upfitting, or automotive industries.
• Proven negotiation and closing skills, with the ability to move deals through the pipeline efficiently.
• Strong objection-handling abilities and a consultative sales approach.
• Experience using Salesforce or other CRMs for pipeline management and reporting.
• Familiarity with sales automation platforms, email sequencing tools, or LinkedIn Sales Navigator is a plus.
• Strong phone and email communication skills, with the ability to build rapport quickly.
• Ability to manage multiple prospects simultaneously, prioritizing outreach and follow-ups effectively.
• Self-motivated, goal-driven, and proactive—ready to pick up the phone, jump on a plane, and do what it takes to close business, with a willingness to learn and adapt in a high-growth company.
• Comfortable working cross-functionally with Marketing, Sales, and Customer Success teams.
• Understanding of fleet operations, upfitting processes, or B2B sales cycles is preferred.

Travel Requirements

• Up to 25% travel for customer meetings, product demos, and industry events.

Why Join DECKED?

• Exciting growth opportunities within a rapidly expanding sales team.
• A dynamic, collaborative work environment where new ideas are valued.
• Competitive compensation, sales incentives, and career advancement potential.
• The chance to be part of a company redefining fleet upfitting with innovative, durable, and secure solutions.

Compensation & Benefits

• Compensation: DOE (Dependent on Experience)
• Health, dental, and vision insurance
• Short- and long-term disability & group term life insurance
• 401k with company match
• Paid parental leave
• Wellness benefit
• Free water, decent coffee, and great people

 Note:  The statements herein are intended to describe the general nature and level of work performed by employees, but are not a complete list of responsibilities, duties, and skills required of personnel so classified.  Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.