Senior Account Executive (Southeast)

📋 Description

• • Own the full sales cycle from first conversation to signed contract for Dodge Construction Network’s flagship data, analytics, and workflow solutions across the Southeast territory (FL, GA, AL, MS, TN, KY, NC, SC, VA, WV, DC).
• • Build and manage a $3-5 M ARR pipeline by prospecting into general contractors, specialty trades, architects, engineers, and building-product manufacturers who rely on Dodge to win more work and reduce risk.
• • Run discovery calls that uncover pain points around project visibility, bid management, supply-chain volatility, and competitive intelligence—then translate those insights into tailored ROI models and multi-year agreements.
• • Deliver remote and on-site demonstrations of Dodge’s platform, including Dodge Data & Analytics, Sweets, ConstructConnect, and Bid Management, showing prospects how to turn market data into actionable bids and profitable projects.
• • Orchestrate internal resources—Solutions Engineers, Customer Success, Product Marketing, and Executive Sponsors—to craft enterprise-level proposals that secure six- and seven-figure deals.
• • Maintain 3x pipeline coverage and 95 % forecast accuracy in Salesforce; update activity, next steps, MEDDPICC criteria, and competitive notes daily so leadership can make real-time investment decisions.
• • Quarterback complex negotiations involving procurement, legal, IT, and finance teams; structure multi-year SaaS agreements with ramped pricing, volume discounts, and professional-services add-ons that maximize ACV and net-revenue retention.
• • Travel up to 40 % across the Southeast to attend regional ENR conferences, AGC chapter meetings, and customer roadshows, building the Dodge brand while gathering voice-of-customer feedback for Product and Marketing teams.
• • Mentor junior reps and SDRs by sharing call recordings, objection-handling techniques, and territory-planning best practices; contribute to weekly win/loss reviews and quarterly sales-training workshops.
• • Collaborate with Marketing to launch Southeast-focused campaigns—targeted email nurtures, LinkedIn ABM ads, and lunch-and-learn webinars—that generate 30 % of your pipeline and position you as the regional thought leader.
• • Achieve 120 % of annual quota ($1.2 M ARR) while maintaining a CAC payback of <12 months and logo churn <5 %, directly influencing Dodge’s double-digit growth trajectory and path toward IPO readiness.
• • Leverage Dodge’s proprietary data—$1 trillion in active construction projects—to identify whitespace opportunities, prioritize high-value accounts, and craft data-driven business cases that resonate with CFOs and VPs of Preconstruction.
• • Champion customer success stories in the Southeast by co-hosting reference calls and case-study webinars, turning satisfied clients into advocates who generate 20 % of new pipeline through referrals and expansion.
• • Stay ahead of construction-tech trends (BIM, prefabrication, ESG reporting) and competitive moves (Procore, Autodesk, BuildingConnected) to refine positioning and maintain Dodge’s differentiation in every deal cycle.