Account Executive, Upsell

Steer offers a suite of software tools for today’s automotive repair shop. We combine a mix of software tools that a repair shop needs to run a highly profitable shop, in one user-friendly, cost-effective platform. Through the Steer suite, we allow the shop owner to get back to focusing on what matters, and to stop worrying about marketing and customer retention. Steer began as an online directory for drivers to find a local mechanic. Fast forward to today, Steer has launched a complete Customer Relationship Management (CRM) marketing suite, complete with text messaging, email automation, direct mail integration, reputation management, appointment reminders, declined/recommended services, and many other features. We are always innovating and we are proud to be a leader in the automotive repair industry. In August 2024 Steer acquired AutoOps - the leader in modern, intelligent, and fully integrated scheduling software for auto repair shops. AutoOps allows customers to smoothly schedule through a shop’s website and Google Business Profile. About the Role We’re looking for an Account Executive to help expand and scale our revenue within our existing customer base at Steer. In this full-cycle role, you will focus on identifying new opportunities in your book of accounts, conducting outbound calls, demonstrating software solutions, and closing upgrades for Steer CRM and our phones product. This is an active, driver-seat sales role. You will be expected to learn how each shop operates, build trust with small business owners, and make a compelling case for additional platform features. We are looking for someone who takes full ownership of their pipeline, thrives in a high-volume outbound motion, and loves growing revenue within an established customer base. This is a remote role. Compensation: $120,000 OTE ($60,000 base salary + commission) You Are A Self-Starter: You enjoy prospecting, take end-to-end ownership of your pipeline, and comfortably drive sales opportunities forward. Empathetic & Professional: You understand the reality of busy small business owners and can explain software benefits in clear, practical terms. Resilient & Persistent: You excel at handling objections, making outbound calls, and building momentum through consistent follow-through. A Strong Communicator: You excel at discovery, lead engaging product demonstrations, and confidently communicate value across all stages of a deal. Organized & Disciplined: You maintain meticulous pipeline records, manage customer conversations effectively, and follow up thoroughly. Coachable: You are self-directed, open to feedback, and driven to achieve and exceed your revenue quota. You Will Drive Account Expansion: Proactively call and engage existing Steer customers to uncover and close CRM and phones product upgrades. Manage Full Sales Cycle: Own the entire journey from initial outreach and discovery through product demos, proposals, negotiations, and closing. Consultative Selling: Learn each shop’s goals and workflows to demonstrate how Steer’s platform directly solves their operational pain points. Pipeline Management: Maintain an active, healthy pipeline with accurate forecasting and up-to-date opportunity records in the CRM. Partner for Success: Collaborate with customer-facing teams to review account history and ensure a smooth customer experience post-sale. You Have Must Have: Sales Ownership: Proven experience owning and closing full-cycle sales opportunities, ideally in an expansion or account growth role. Outbound Confidence: Comfortable making proactive calls to generate revenue opportunities rather than relying on inbound leads. Core Sales Skills: Strong discovery, presentation, objection-handling, negotiation, and closing capabilities. Quota Track Record: Self-directed mindset with a history of meeting or exceeding activity and revenue goals. Nice to Have: SaaS & Product Background: Experience selling SaaS, CRM, communications, or phone solutions. Account Expansion: Prior success growing revenue and expanding platform usage within an existing customer base. Industry Experience: Familiarity with automotive repair shops, home services, or other service-oriented businesses. Interview Process Initial Screen (Lead Recruiter) — 30 min Executive Interview (Head of Sales) — 30 min Hiring Manager Interview (Sr. Sales Manager) — 45 min Problem Solving Interview (Director of People) — 60 min Reference Checks We Offer 100% remote work 100% employer-paid medical insurance Flexible PTO with a 15-day minimum Generous parental leave FSA and HSA plans Equity options 401(k) Learning stipend Work-from-home equipment setup High-ownership culture with clear opportunities for career growth Why Join Steer? At Steer, we align our mission of transforming the auto repair experience for shop owners and their customers with your passion for growth, innovation, and excellence. Here, you’ll find opportunities to expand your skills, take on career-shaping challenges, and contribute to the future of the auto repair industry, all while enjoying comprehensive benefits and flexible work arrangements to support your well-being. Join Steer to be part of a forward-thinking, flexible, and collaborative culture where you are empowered to do meaningful and impactful work. We value diversity and believe that forming teams in which everyone can be their authentic self is key to our success. We welcome applications from those with diverse backgrounds and industries. Our hiring process looks beyond just credentials. The school you went to at 18 doesn’t define your potential to thrive and enrich our culture. Even if you don’t meet every requirement, we invite you to apply.