• Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities. • Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning. • Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities. • Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives. • Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors. • Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives. • Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation. • Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners. • Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities. • Coordinate internal and external resources to maximize customer success and increase probability of win. • Develop customer strategies that integrate professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology partnerships. • Develop joint business plans with strategic OEM partners to create pipeline, executive engagement opportunities, and mutual revenue growth. • Stay current on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively advise customers. • Maintain a healthy sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecast discipline. • Deliver accurate revenue forecasts, pipeline reporting, and business insights to sales leadership. • Effectively manage the complete sales lifecycle from opportunity identification through contract award and successful transition to delivery teams. • Demonstrate intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in every customer interaction. • Foster a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement initiatives. • Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community activities.

• Hit and exceed every metric. Own performance against conversion rates, revenue targets, outbound and inbound activity, repeat bookings, and overall account growth. • Manage a high volume of inbound leads while driving outbound reactivation and expansion efforts to capture repeat and new business. • Leverage CharterUP’s proprietary marketplace technology to create tailored, accurate trip quotes that minimize friction in the booking process. • Execute disciplined call patterns to maintain conversion velocity and follow-up consistency. • Build urgency, rapport, and trust in every interaction, closing decisively through confident communication and assumptive sales techniques. • Drive repeat business by identifying high-value accounts, expanding relationships over time, and turning one-time bookings into repeat relationships. • Apply call control, objection handling, and active listening to diagnose customer needs and drive efficient bookings. • Escalate only when needed, solve problems directly, and push through roadblocks to deliver outcomes. • Use sound judgment and data to decide where to focus for highest yield. • Detect and stop low-value activity early to protect revenue through commercial acumen. • Maintain complete accuracy in quoting, CRM updates, and call documentation, ensuring operational precision across systems including Salesforce, Outreach, G-Suite, Slack, and proprietary tools. • Collaborate with peers and leadership on post-mortems and performance reviews to refine tactics and improve execution.

Role Description This is a new business role built for hunters. You’ll target the sweet spot of our market: high-value fleet accounts where deal sizes are substantial, complexity varies, and the growth opportunity is massive. You’ll chase $100K+ ARR opportunities, win competitive cycles, and build a book of business you’re proud of. You’ll run the full cycle and own your territory end to end, working with a dedicated Account Development Rep (ADR) and with Marketing to reach fleet operators across transportation, food and beverage delivery, utilities, field service, and more. This role sits on our New Business Sales team, reporting to our VP of Sales. What You'll Do - Own your territory. Run full-cycle sales end to end — strategic outbound, multi-stakeholder discovery, and executive-level close — targeting fleet operators across transportation, food and beverage delivery, utilities, field service, and more. - Build to win. Develop relationships with the decision-makers, operations leaders, and safety executives who actually move deals forward. - Co-sell smart. Partner with your dedicated ADR on territory strategy and pipeline. They’re a resource, not a relay. - Know your customer. Research each prospect’s business goals, operational challenges, and fleet pain points before you ever ask for a meeting. - Forecast with conviction. Give leadership accurate, timely pipeline and forecast data. No sandbagging, no surprises. - Go to market. Execute sales plans, field events, and campaigns with precision, and use your industry presence and social channels to expand your reach in target verticals. - Move the platform forward. Work with Marketing on collateral and value messaging that reflects what’s actually resonating in the field. - Hit the number. Deliver consistently against quarterly ARR targets, with a focus on high-value, multi-year contracts. Qualifications - Several years of full-cycle B2B SaaS sales experience, with a track record of hitting or beating quota — ideally in new business. - Experience closing complex, multi-stakeholder deals at the $100K+ ARR level, or comparable. - Strong outbound and prospecting skills — you build pipeline, you don’t wait for it. - Comfort selling to operations, safety, and executive buyers with a consultative, value-based approach. - Disciplined pipeline and forecasting habits, and clear, confident communication. Requirements - Experience in fleet, telematics, video safety, or another hardware-attached SaaS category. - Experience selling into transportation, food and beverage, utilities, or field service. - Experience working with an ADR or SDR in a co-sell motion. The Values You’ll Live By - Customer-Obsessed — You keep customers at the center of your decisions, because when they win, we win. - No-Box Innovation — You bring bold ideas and help build what hasn’t been built before. - Growth through Friction — You treat friction as a signal, challenge what’s inefficient, and push for something better. - Trust through Action — You lead with transparency and let your follow-through do the talking. - Own It — You take accountability for outcomes and make a positive difference wherever you can. How We Measure Success - New business ARR. Consistent delivery against your quarterly quota, with a focus on high-value, multi-year contracts. - A strong pipeline. A healthy, well-qualified pipeline you build through outbound and smart territory planning. - Competitive wins. A solid win rate in competitive cycles. - Reliable forecasting. Accurate, on-time forecasts leadership can count on. Why Join Our Team - We’re a company that bought itself back and bet on its own future. That means the work here is real, decisions move fast, and the people who own outcomes get to shape what comes next. - You’ll work alongside fleet experts who genuinely care about the customers we serve, in a place where good ideas win no matter where they come from. - A large, underpenetrated market and real room to build a book of business. - A dedicated ADR and a marketing team invested in your territory’s success. - Real commission upside and the autonomy to run your territory your way. Compensation & Benefits - We offer competitive compensation, commensurate with experience: $115,000–$130,000 base, plus commission. - Outstanding benefits to simplify the lives of our employees and show them how much we appreciate their contributions. - IntelliShift provides a full benefits package including company-subsidized medical, dental, and vision insurance, as well as a 401K with a 4% company contribution. Equal Opportunity IntelliShift is an equal opportunity employer. We’re committed to building an inclusive workplace, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. Click this link to get more information on the company www.IntelliShift.com

Role Description We are seeking a driven and results-oriented Inside Sales Representative (ISR) to play a crucial role in our company’s growth within the U.S. public safety market. This pivotal role focuses on expanding our presence and building strong relationships within the PSAP (Public Safety Answering Points) ecosystem, helping to significantly grow our revenue and customer base. As an ISR, you will manage the full sales cycle—from outbound prospecting and lead qualification to running demos and closing deals. This role is ideal for a high-energy, strategic thinker with a strong sales foundation who is eager to make a meaningful impact on both our company’s trajectory and the safety of communities across the country. What You’ll Do - Full-Cycle Sales: Own the entire sales process, including prospecting, qualification, discovery, demos, negotiation, and closing. - Prospecting & Outreach: Conduct outbound outreach through calls, emails, LinkedIn, and other channels to generate new business opportunities. - Lead Qualification: Identify and qualify prospects based on defined criteria to ensure strong product fit. - Pipeline Management: Maintain an organized, accurate pipeline and forecast within Salesforce or other CRM tools. - Product Demos: Deliver compelling product demonstrations and communicate value to a variety of stakeholders. - Collaboration: Partner closely with marketing and sales leadership to refine messaging, develop campaigns, and optimize conversion throughout the funnel. - Continuous Learning: Stay informed on industry trends, competitive landscapes, and best practices to continuously sharpen your sales approach. Qualifications - 2–4 years in inside sales or full-cycle closing roles, ideally within SaaS or technology. - Clear, engaging verbal and written communication skills with the ability to influence and build rapport quickly. - Comfortable handling objections, navigating complex conversations, and improving based on feedback. - Proficient with CRM systems (Salesforce, HubSpot), sales automation tools, and LinkedIn Sales Navigator. - Thrives in a collaborative, high-velocity environment. - Demonstrated enthusiasm for sales, relationship-building, and hitting (or exceeding!) revenue targets. Requirements - Excellent organizational and time management skills. - A results-driven mindset with a strong commitment to exceeding goals. - Ability to adapt and thrive in a fast-moving startup environment. Benefits - Competitive salary and 401k with employer match. - Discretionary paid time off. - Paid parental leave for all. - Medical, Dental, and Vision plans. - Fitness Programs. - Emotional & Mental Wellness support. - Learning & Development programs. - And yes, we have snacks in our offices.