Account Executive, Midmarket - Steer

Steer offers a suite of software tools designed for today's automotive repair shop. We provide a user-friendly, cost-effective platform that combines essential software tools to help repair shops run highly profitably. Through the Steer suite, shop owners can focus on what matters most, without worrying about marketing and customer retention.

Steer originated as an online directory for drivers to find local mechanics. Today, Steer has launched a comprehensive Customer Relationship Management (CRM) marketing suite. This suite includes text messaging, email automation, direct mail integration, reputation management, appointment reminders, declined/recommended services, and many other features. We are committed to innovation and are proud to be a leader in the automotive repair industry. In August 2024, Steer acquired AutoOps, a leader in modern, intelligent, and fully integrated scheduling software for auto repair shops, enabling smooth customer scheduling through a shop's website and Google Business Profile.

About The Role

Steer is rapidly building one of the fastest-growing Go-To-Market (GTM) engines in automotive SaaS, and we are launching a dedicated Mid-Market segment. We are seeking a Mid-Market Account Executive to drive new business with full-service auto repair groups operating 4–10 locations.

These are serious operators who have built multi-million-dollar businesses, encountered many vendors, and make purchasing decisions based on results. You will manage consultative, multi-stakeholder deals with owners, operations leaders, and finance professionals, winning them over with sharp discovery and a robust business case.

This is a builder role. You will carry a quota while contributing to the development of the Mid-Market playbook, working directly with our CRO on the growth strategy for this segment.

Success in this role is measured by three key metrics: MRR added, rooftops added, and your contribution to building a strong foundation for the future team.

You Will

• Own the Full Sales Cycle: Prospect, conduct discovery, demo, build business cases, negotiate, and close new multi-location accounts.
• Build Your Own Pipeline: Generate pipeline with 4–10 shop groups through outbound efforts, events, and marketing programs. Partner with SMB AEs and BDRs on accounts that evolve into your segment.
• Sell to the Whole Buying Group: Engage multiple stakeholders including owners, operations directors, marketing managers, and finance, aligning them on the value of Steer and the urgency of adoption.
• Lead With Business Impact: Connect Steer's solutions to the metrics operators prioritize: car count, average repair order, customer retention, and location-by-location performance.
• Build the Playbook: Help define our Mid-Market Ideal Customer Profile (ICP), discovery framework, ROI model, and mutual action plans. Document successful strategies for future team scalability.
• Partner Cross-Functionally: Collaborate with Customer Success on multi-location rollouts and expansion, and provide customer insights back to Marketing and Product teams.
• Forecast With Precision: Maintain accurate records in HubSpot and deliver precise forecasts.

You Have

Must Have

• 3+ years of full-cycle, quota-carrying B2B SaaS sales experience, with a proven track record of exceeding quota.
• Experience closing multi-stakeholder deals and constructing winning business cases.
• Strong discovery skills: you diagnose before you prescribe.
• Demonstrated ability to build your own pipeline.
• Forecasting discipline and strong deal control.
• A builder mentality: you initiate processes where none exist and proactively determine next steps.
• Direct, plain-spoken communication that fosters trust with business owners.

Nice to Have

• Experience selling to multi-location businesses (e.g., automotive, home services, dental, veterinary, franchise).
• Experience with automotive aftermarket or shop management software.
• Experience as the first representative in a new segment or territory.
• Familiarity with HubSpot and Nooks.

Interview Process

• Initial Screen (Lead Recruiter) – 30 min
• Hiring Manager Interview (CRO) – 45 min
• Career Journey + Critical Thinking Exercise (Head of People) – 60 min
• Mock Discovery + Demo (CRO, [Parker’s title]) – 45 min
• Reference Checks

Note: Completion of the Wonderlic Assessment is required before the end of the process. It is done independently and takes approximately 20–30 minutes.

We Offer

• Medical, Dental, and Vision insurance within 30 days.
• 100% employer-paid medical insurance.
• Equity package.
• Flexible PTO with a 15-day minimum.
• Generous Parental Leave.
• FSA and HSA options.
• 401(k).
• Learning Stipend.
• WFH Equipment.
• Opportunity to work with the latest technology.
• A collaborative, high-ownership culture.
• Opportunities for development and 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.